How To Make More Money by Giving Something Valuable for Free
Are you aware you can make more money by giving something away for FREE?
What you have to give away is something that you don't have to create, you don't have to buy, and something you already have. It's your expert knowledge. And you can use this expert knowledge to attract people and turn them into paying clients.
Expert knowledge is one of the most cost-effective tools you can use to promote your practice and make more money. One of the best ways to do this is to give away your special knowledge for free.
Yes, that's what I said-for FREE.
Many attorneys are afraid if they give away something for nothing it will be perceived as valueless or ignored. They are often anxious about losing business by revealing too much to a prospective client.
However, by giving away your expert knowledge you are actually adding value. Prospects perceive you as someone who wants more than their money, you want a relationship. You are perceived as the honest expert. Your practice is seen as one who wants informed clients.
Attorneys often have to work harder than other small business owners to develop customers. It is more difficult to sell something you cannot see, feel, or touch. However, your clients still want to know similar things about your service: what are the features, the options, the benefits, whether they can trust you, and how your services will either cut costs or make them more money.
Here are some ways you can make more money by giving your knowledge away for free:
- Offer a complimentary consultation session
- Do a periodic survey of existing clients to see how everything is going, if they have any questions, to gauge their level of satisfaction, and to see if there is any other way you can be of assistance
- Write some online white papers that provide more detailed information
- Write an article for your local newspaper or a valued website
- Host a free "How to" seminar for your prospective clients
- Find out what trade publications your customers read and offer to write an article for them
- Do a call-in radio program
- Have a Q&A section on your website
Be creative about ways to give away your expert knowledge, but as you do so remember these principles:
One of the most cost-effective ways to make more money is to give away your special knowledge for free. I don't mean sell the whole farm, but provide enough information so your potential clients feel educated about the process of purchasing your product or service.
Timing is everything. A person may not have a need for your services or product today, but might next month. Develop ways to keep in touch with your potential customers, not just your existing ones.
Listen carefully to your potential clients. Look for their "pain"-- why they need your help. Listen to their needs. Do not try to sell them something they do not need.
Listen even more carefully to your existing customers. Reinforce the benefits of your service. Find out what you can do better. Listen for their future needs and how you can meet them.
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