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If you don't want my advice for free, then pay for it.

by allegandro
20 replies
A story from my old marketing box.

Some years ago, I came in contact with a director of a big HR company.
He asked what I did, and I told him I did websites and SEO for small and local companies.

He told me that he needed SEO work done, and I told him I would like to have a look at it.
What it would cost, he asked. Because I really wanted to have him as a refferal client, I told it was for FREE.

He looked at me, and told me: "Well we are looking for a professional so we are sorry, but I think you're not what I'm looking for"

I corrected myself instantly and told him, that the first look and talk is for FREE. Because I can't make an estimated based on just a talk.

He gave me a chance and the next day I came to their office. I talked, I listened, I wrote down. And I made them an offer. For just the SEO report I calculated 2 full days of work, at 125 EURO's and hour. Within 60 minutes I had the signed contract back.

I made the rapport, and got paid 2.000 euros for something I was prepared to do for FREE.

It learned me, that sometimes you should ask money, even when you want to do it for free.
#advice #don’t #free #pay
  • Profile picture of the author speedylikesKJ
    Thats 100% true, Here in Dubai if i quote less people think i have problem with quality etc so usually i quote higer prices to have a upper hand over the clients and that usually works
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  • Profile picture of the author superowid
    It's true. However PRICE vs QUALITY is not a simple knowledge we can always put on our marketing effort to make more sales. For me... I still have difficulties to find out what my customers actually want from me, when I actually give the same service quality and result. The pricing tactic is still hard to implement.
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    • Profile picture of the author discrat
      Good for you, Allegandro !

      There is a lot of truth to that. Too many people underestimate their Value and how it equates to dollars in the business world.

      Of course it also goes to the other extreme where some (particularly around these parts) over estimate the value of what they can truly offer to the Marketplace


      - Robert Andrew
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      • Profile picture of the author JohnMcCabe
        Dan Kennedy tells a story about when he was first getting started.

        His mentor gave him a simple two step assignment.

        1. Figure out the highest rate you think you can get away with, then double it.

        2. Practice quoting that rate in the mirror until you can say it with a straight face.
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        • Profile picture of the author JMB Marketing Group
          Originally Posted by JohnMcCabe View Post

          Dan Kennedy tells a story about when he was first getting started.

          His mentor gave him a simple two step assignment.

          1. Figure out the highest rate you think you can get away with, then double it.

          2. Practice quoting that rate in the mirror until you can say it with a straight face.
          Now, I know where my Billion Dollar MENTOR got this idea from.

          He gave me this EXAMPLE, but didn't say who he learned this from!

          Thanks,

          JMB

          P.S. If YOU don't believe in your worth, how can you convince others that you are! Again, YOU NEED TO try to BELIEVE in order TO ACHIEVE!
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  • Profile picture of the author nicheblogger75
    I've noticed this when launching products. Sometimes if you put too low a price on your product people won't buy it because it's almost as if they think that because it's so inexpensive it's probably not very good quality.

    Having a good grasp on human psychology can certainly help you make more money when it comes to marketing.
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    • Profile picture of the author allegandro
      Originally Posted by nicheblogger75 View Post

      I've noticed this when launching products. Sometimes if you put too low a price on your product people won't buy it because it's almost as if they think that because it's so inexpensive it's probably not very good quality.

      Having a good grasp on human psychology can certainly help you make more money when it comes to marketing.
      That is why pricing always gives me the biggest headache when I launch a new product or service.
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  • Profile picture of the author Shole93
    Whit a price there comes a certain creditability. The more expensive, the better the quality or so do our brains assume it is. But this really depends from person to person and what they value.
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    • Profile picture of the author Isaiah Jackson
      Originally Posted by JohnMcCabe View Post

      Dan Kennedy tells a story about when he was first getting started.

      His mentor gave him a simple two step assignment.

      1. Figure out the highest rate you think you can get away with, then double it.

      2. Practice quoting that rate in the mirror until you can say it with a straight face.
      This sounds like a powerful exercise that I will have to try, might make a video of it

      Originally Posted by nicheblogger75 View Post

      I've noticed this when launching products. Sometimes if you put too low a price on your product people won't buy it because it's almost as if they think that because it's so inexpensive it's probably not very good quality.

      Having a good grasp on human psychology can certainly help you make more money when it comes to marketing.
      BOOM! This is something my copywriter also told me.

      In fact he even told me that I could charge more for my product
      and I was charging $27 for my front end offer.

      Originally Posted by Shole93 View Post

      Whit a price there comes a certain creditability. The more expensive, the better the quality or so do our brains assume it is. But this really depends from person to person and what they value.
      Exactly, you charge more people view you with more professionalism.

      Isaiah Jackson.
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  • Profile picture of the author marks2424
    This kind of makes me laugh because so many people keep telling us we need to give something away to entice people to either sign up for their list or to get them to your site to buy something. I often wonder if people looking at these sites or opt in pages say to themselves could the product be that bad that they need to give something away to get people to go to there site.
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  • Profile picture of the author kursat
    I was also offering a discount on some of my work and realized the same problem you have had. I think people worry when they get something for free. I was only trying to get clients to like me for offering them discount but it backfires. So lesson learned. Thank you for the post, I found this a good learning curve for all.
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  • Profile picture of the author essmeier
    I used to sell a collectible product for a living via direct retail. Often, when I had an item that was priced fairly but hadn't sold, I'd raise the price and it would sell.

    If you're asking too little, people often assume that what you're offering isn't worth anything.

    Charlie
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    • Profile picture of the author JohnMcCabe
      Originally Posted by essmeier View Post

      I used to sell a collectible product for a living via direct retail. Often, when I had an item that was priced fairly but hadn't sold, I'd raise the price and it would sell.

      If you're asking too little, people often assume that what you're offering isn't worth anything.

      Charlie
      I don't remember where I saw it, but I remember a story about a jewelry store. They had a line of jewelry that was gathering dust. The manager was going on a road trip, and left instructions to mark everything in the line to half price.

      The assistant left in charge misread the note and doubled all the prices.

      When the manager returned, she found the jewelry sold out, and when she checked the deposits, her chin nearly hit the floor.
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      • Profile picture of the author Path Theory
        Originally Posted by JohnMcCabe View Post

        I don't remember where I saw it, but I remember a story about a jewelry store. They had a line of jewelry that was gathering dust. The manager was going on a road trip, and left instructions to mark everything in the line to half price.

        The assistant left in charge misread the note and doubled all the prices.

        When the manager returned, she found the jewelry sold out, and when she checked the deposits, her chin nearly hit the floor.
        This also reminded me of that story. If I'm not mistaken, it was from a book by Robert B. Cialdini. Influence: Science and Practice. It's a good read. The art of influence and manipulation by using psychology.
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      • Profile picture of the author allegandro
        Originally Posted by JohnMcCabe View Post

        I don't remember where I saw it, but I remember a story about a jewelry store. They had a line of jewelry that was gathering dust. The manager was going on a road trip, and left instructions to mark everything in the line to half price.

        The assistant left in charge misread the note and doubled all the prices.

        When the manager returned, she found the jewelry sold out, and when she checked the deposits, her chin nearly hit the floor.
        I dear hear a similar story about a New York call girl. First she lowered her price, but it didn't give the effect she hoped for. Then she raised it sky-high and she was booked every night by the WallStreet boys.

        I think it was before 2009 ))
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  • Profile picture of the author Randall Magwood
    Damn good lesson allegandro. I did something similar a long time ago doing direct mail. Offered my services for free and got nothing. Then I offered $100/month and folks starting calling me up. Won't make that mistake again.
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  • Profile picture of the author onehalf
    Good for you Allegandro! Some people equate free goods or services to low quality output.
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  • Profile picture of the author Marc Rodill
    This is a great story. I'm impressed with how fast you corrected yourself and used it to your advantage. Good job thinking on your feet to close the deal. I'm sure you were still able to use him for referrals too

    Love the jewelry store story too, John.

    That is classic stuff.

    Definitely some food for thought here...

    Dan's always talking about how he practically has to beat people up to get them to raise their prices.

    Marc
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  • Profile picture of the author ChrisBa
    Originally Posted by allegandro View Post

    A story from my old marketing box.

    Some years ago, I came in contact with a director of a big HR company.
    He asked what I did, and I told him I did websites and SEO for small and local companies.

    He told me that he needed SEO work done, and I told him I would like to have a look at it.
    What it would cost, he asked. Because I really wanted to have him as a refferal client, I told it was for FREE.

    He looked at me, and told me: "Well we are looking for a professional so we are sorry, but I think you're not what I'm looking for"

    I corrected myself instantly and told him, that the first look and talk is for FREE. Because I can't make an estimated based on just a talk.

    He gave me a chance and the next day I came to their office. I talked, I listened, I wrote down. And I made them an offer. For just the SEO report I calculated 2 full days of work, at 125 EURO's and hour. Within 60 minutes I had the signed contract back.

    I made the rapport, and got paid 2.000 euros for something I was prepared to do for FREE.

    It learned me, that sometimes you should ask money, even when you want to do it for free.
    It's funny the perception that people have, at the same time, I typically never buy something at the cheapest price either ..

    Good for you to turn the situation around and benefit
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  • Profile picture of the author Braznyc
    When I do that, it works like this:


    (Customer) : "How much do you charge for your work? We need some SEO work done."

    (Me): "I'll do it for free for a while so you can decide if we can upgrade it to a job that I can charge for my work."

    (Customer): "Ok! Let's do if for free now... I need you to include in that deal a brain surgery, a project for our new building in Dubai and the development of a new fuel to power our new interplanetary rockets".

    (Me): "Ok! When can I start it?"
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