Getting New Clients with a 'Freebie' ?

22 replies
Hi all,

It is a great way to get clients, especially local businesses - by offering a freebie.

For example, you can contact them to let them know you will create them a free advertising video for their business, get it ranked on page 1 of Google for a related keyword and impress them before you make any recommendations about further work to increase their leads, sales and profits.

But how do you guys approach this?

I mean, is it enough to just offer a freebie video, get it ranked and then suggest ways you can further help them increase business online? Or is more trust gaining needed - maybe another freebie such as getting their site ranked for a specific keyword?

Any advice welcome
#clients #freebie
  • Profile picture of the author Super Warrior
    If they already have a website then get them ranked to TOP and then talk to them BUT what happens if even after this they don't give you any business? So, giving a freebie like a Video is a good idea, it involves less work than getting a website to rank.


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  • Profile picture of the author Jason Dittberner
    A "free sample" works great, and is the core of my new business pitching. Who doesn't like free? It speaks louder than testimonials as you have proven yourself. It helps the prospect envision the potential of the service you are offering. AND most importantly it separates yourself from the bazillion other people pitching them the same stuff. Every local consultant and online directory is hitting them hard, daily, with weak stuff like "we can get you on the first page of Google."

    Show, don't tell...for the win.
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  • Profile picture of the author IdeaFool
    I have long advocated an informal 3-pronged approach to getting and keeping loyal customers:
    1. Service
    2. Goodwill
    3. Value

    I believe that fulfilling these 3 points on a continual basis can make a business not only successful, but also revered.

    I know these are nothing new, but I like to quantify things. Offer EXCEPTIONAL service, and your clients will love you. If you can also show the client respect enough to generate goodwill while also providing value, then the client will want to have your babies.

    The right freebie addresses these 3 points. It gives you a chance to prove your level of service. It shows that you respect your client enough to offer the freebie, thereby generating goodwill. Finally, the right freebie offers value to your client.

    I am currently working on a new service for realtors that includes QR codes and what I call "Commercials on Demand." I will charge a low cost per property listing and hope to gain market share and repeat business from the realtor as he or she lists more properties. To gain business, and because the commercial only takes about an hour to make, I am offering the first QR code and commercial (created from one of the realtor's current listings) free of charge. I will have it on hand when I FIRST visit the prospect as not only a freebie, but also as a sales tool.

    I'm not sure what types of freebies your budget will allow, but the freebie should, in my opinion, be well thought out. It shouldn't be something that one just "throws out there." Remember, if the freebie offers Service, Goodwill and Value, it will be successful.

    Thanks.
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    • Profile picture of the author StevieJK
      Originally Posted by IdeaFool View Post

      I'm not sure what types of freebies your budget will allow, but the freebie should, in my opinion, be well thought out. It shouldn't be something that one just "throws out there." Remember, if the freebie offers Service, Goodwill and Value, it will be successful.
      Awesome post!

      I am interested in taking on SEO clients, so I was thinking of a creating a YouTube video to advertise their company and get it quickly ranked for a low-comp local keyword related to their business.

      What kind of freebies would you opt for in terms of SEO?

      Thanks.
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  • Profile picture of the author Morphius
    I have a problem with freebie, you kind of teach them to get used to stuff for free. If you offer a good service and they make money of it, why offer anything for free? If you good, and you have a good product? they will sign up with you.
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    • Profile picture of the author iamchrisgreen
      Originally Posted by Morphius View Post

      I have a problem with freebie, you kind of teach them to get used to stuff for free. If you offer a good service and they make money of it, why offer anything for free? If you good, and you have a good product? they will sign up with you.
      Yeah. I agree with this too.

      You want to be positioning yourself as the BEST person to help them get more clients.

      What impression do you think it gives if they know that you are running around giving people free help?

      If you check out the people that make the most money... they are the ones in demand!!
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  • Profile picture of the author IdeaFool
    @StevieJK: I think you're on the right track. I'm not personally familiar with all that goes into SEO or ranking videos, so I don't know things such as how much time is involved in making that happen. The time necessary to produce your freebie is a factor that must be taken into account, or you could end up spending all your time producing freebies.

    I think that your proposed freebie is personalized (and not some "Dear Business Owner" generic marketing material) for your prospect, shows your level of service, demonstrates value, and shows the owner that you want his business bad enough to take time out of YOUR busy schedule to produce something unique to HIM is a fantastic development.

    @Morphius: I've read posts on WF similar to yours, and I understand that many Warriors hold similar philosophies. I must, however, respectfully disagree. IMHO, it's a VERY competitive world out there, and getting business is becoming harder than ever. Business owners have less money to spend on marketing strategies and are, again in my opinion, looking for more cost-effective ways to promote their businesses. I've read many WF posts that practically shout, "DON'T GIVE AWAY ANYTHING FREE AND PRICE YOUR SERVICES HIGH TO CREATE VALUE!" Again, and this is only my opinion, I think this is the exact opposite thing to do and in some cases (not yours) is extremely arrogant. I have long revered the Japanese methods of locking in customers. Their products were quality, they had lower prices in the beginning to gain market share (sometimes even taking an initial loss) and to put their competition out of business, and they serviced their customers extremely well. They know that long-term growth is more stable than short-term gain.

    I believe in playing Go instead of playing Chess when it comes to business and war. It worked for Sun Tzu and those who have adhered to his principals. Those who ignore his philosophy do so at their own business's peril.
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    • Profile picture of the author sparro
      Originally Posted by IdeaFool View Post


      @Morphius: I've read posts on WF similar to yours, and I understand that many Warriors hold similar philosophies. I must, however, respectfully disagree. IMHO, it's a VERY competitive world out there, and getting business is becoming harder than ever. Business owners have less money to spend on marketing strategies and are, again in my opinion, looking for more cost-effective ways to promote their businesses. I've read many WF posts that practically shout, "DON'T GIVE AWAY ANYTHING FREE AND PRICE YOUR SERVICES HIGH TO CREATE VALUE!" Again, and this is only my opinion, I think this is the exact opposite thing to do and in some cases (not yours) is extremely arrogant.
      The truth is that both methods work. I think if you choose to charge high prices you would do better with mid - large size businesses. If you use a freebie to get your foot in the door then small to mid size businesses should be your target. The one positive about serviceing smaller businesses is that if you loose one it does not affect your bottom line monthly income as much as if you target the larger accounts. The negative is they are not as loyal.

      Try both techniques and markets until you feel comfortable supporting all types of businesses then revise your marketing strategy based on your experience.
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      • Profile picture of the author IdeaFool
        Originally Posted by sparro View Post

        The truth is that both methods work. I think if you choose to charge high prices you would do better with mid - large size businesses. If you use a freebie to get your foot in the door then small to mid size businesses should be your target. The one positive about serviceing smaller businesses is that if you loose one it does not affect your bottom line monthly income as much as if you target the larger accounts. The negative is they are not as loyal.

        Try both techniques and markets until you feel comfortable supporting all types of businesses then revise your marketing strategy based on your experience.
        @Sparro: Very well put. I agree with your premise of using either method depending on the customer, however I tend to disagree with your contention that small businesses are not as loyal. My experience (and, of course, this is all anecdotal) is that small businesses are easier when it comes to relationship building. Larger businesses, again in my experience, are completely numbers-based, and getting to know the actual owner(s) is more difficult.

        Just my thoughts.

        Thank you again for your excellent post.
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        • Profile picture of the author midasman09
          Banned
          Holy Schamoly! Stevie....you and all the folks above who've posted "their answers" to your "Freebie Offering" have forgotten the BASIC Premise;

          "YA GOTTA SEPARATE THE PROSEPCTS...FROM THE SUSPECTS!"

          And....you must then...."Suck" your Prospects into your "Lead Capture Funnel!"

          As an example or what I'm talking about; years ago, when I first got into what I call the...."FUNNELIZING of Prospects!" I had limited funds and did not want to do a "Mass Mailing" to "Suspects"...hoping that the small percentage of "Prospects" would..."Raise Their Hands and be Exposed"!

          I had to come up with a way to get "Prospects" to contact me...from the vast field of "Suspects"! Soooo....I rented a Voice Mail box for $10 and ran an ad in a Trade Newspaper that was aimed at the types of "Prospects" I wanted to attract.

          The Ad said...."FREE Recorded Message Reveals..... and I went on to give "Reasons WHY"...."Prospects"....should phone my Voice Mail # at .... 555-1234 x 123!

          My 2 min Voice Mail message would then....GIVE REASONS WHY callers should leave their Mailing Address to receive my FREE Info.

          Nowadays....you can offer something "FREE" that's tied into what you're trying to sell....by offering a "Squeeze Page".... preferably....with a VIDEO of YOU....talking about....how YOU, can give viewers Benefits they're looking for!

          VIDEOS SELL!

          Just get a $60 Logitec Web Cam....run off a 2 min Video of YOU telling "Prospects"...why THEY...should type in their contact info in the Box....Next to your Video!

          And...don't be concerned about the Quality of your WebCam Video! I've found that....get ready for the following, it's against what you've heard before, about "Videos"'

          ..."THE HOKIER...THE BETTER!"

          My first Video was not even a "Guerilla" Video....I called it a "Jungle" Video!

          I had people calling me...telling me that they "Laughed Themselves Silly...watching me!" And.....THEY BOUGHT MY PROGRAM FOR $1495!

          So....you don't have to do a Video but....offer some "FREE INFO" that will SEPARATE PROSPECTS from SUSPECTS!

          You're selling SEO so....Send out Cards (I use 8 1/2 by 5 1/2 Cards) with a Headline like...."FREE Report Reveals How The Internet Can Fill Your Seats with HUNGRY Diners!"...or...."FREE Rpeort Reveals How The Internet Can Have Homeowners LINED UP to have their House Painted by YOU!"

          etc...

          It just takes some "thinking" and "Testing".

          Don Alm....STILL...."Thinking and Testing"
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  • Profile picture of the author StevieJK
    Thanks Don!!!

    Another awesome post - WF is great and you guys really make this place!

    Thanks.
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    • Profile picture of the author Deidra Renee
      I like don's idea because the only free thing is the information.I always make clients pay for something FIRST in order to get the freebie. For example, if you're charging $1000 for seo you can give them a free fanpage that you got outsourced for $30 hence it wasnt free..they paid for it out of their $1000! lol it still makes them happy because they feel like they got it for free.
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  • Profile picture of the author jovie
    If you can do great, you would not be needing freebies, but it can help yes. But you have to bear in mind that the quality of work is the one being judged. NO matter how much freebies you got, if they basically do not like your output, then freebies won't attract anyone.
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    • Profile picture of the author JR Rich
      Personally, I don't like giving away freebies. It tends to devalue your work and quickly becomes 'expected' by the businesses you contact.

      When businesses get a service for free, they tend to see no real value in it since they have no Emotional Capital invested...it's a throwaway and they feel that they can safely ignore it.

      I feel that it's better to get real, Paying clients - even if it takes longer to do - and then mine them for referrals. A single happy Paying client can easily morph into 5 more clients simply by working the referral angle vigorously!

      Get 2 or 3 happy clients, mine them for referrals, and you'll never think about cold-calling again!

      My two Kopecs.

      Best,
      --JR
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  • Profile picture of the author blanx19
    Freebies would sure make you look unprofessionally in a way,how bout offering some sort of discounts as a joint venture...Cos you must make them believe in making more profit in working with you,put yourself in ur clients shoes..Good luck man.
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    • Profile picture of the author midasman09
      Banned
      Whoa! Hold on there...people! Ya GOTTA be in da "Real World" to "understand" HOW....to ..."Separate prospects from suspects"!

      Now....put yourself into the body of your "Prospect"...whether they are a Retailer...a Service Biz...a Professional...a Restaurant....etc.

      Ask yourself this ONE QUESTION....."HOW" is little ol' you, gonna get your prospect's .....(get ready for this....it's a Biggie in the world of "Promotion"...)..... "ATTENTION!"

      Yessir....your "prospects" are "working AT their business or profession! WHAT is going to get these folks to STOP WHAT THEY'RE DOING or THINKING ABOUT....and say to themselves, "Hey! I think I will respond to THIS!"

      Also known as...."WHY....should I respond to THIS!" (Your flyer, email, phone call...etc)

      I got news for some of you folks....it AIN'T because YOU are offering an SEO Service or "1st page on Google!" or anything else than hundreds of others are offering!

      WHAT...are YOU....going to say or do....that WILL....get your prospects ATTENTION....such that they RESPOND to YOUR email, card, letter, phone call?

      I've found the word "FREE" usually has worked for me.

      "FREE" what?

      When I started out in "remote" selling....using "Voice Mail and Recorded Messages"....I got LOTS of my "Prospects" to respond to my Ads with; "FREE Recorded Message Reveals (something of Interest to MY Prospects)"

      I call it "Funnelized Marketing". My Prospects for websites or mobile sites are NOT YET ready to "Talk Turkey" to a "Sales Person"! They want more info BEFORE talking with a Sales Person....to "Prepare Themselves for Battle!"....so they feel they have a "Better Negotiating Position"....and they feel "BETTER ARMED"!

      So....I've always found "Free Info" to work for me to get MY prospects to "Raise Their Hands and Be Counted"!

      Don Alm....marketing guy
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    • Never thought about it, i planning to give my previous client a freebies, just to keep in touch with them, but after i read this thread, i changed my mind..
      Thank you for sharing..

      Regards,
      Red
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  • Profile picture of the author snyokas
    Thank you guys, I have done this trick for a local restaurant, but the guy has a very low profit margin, although I am bringing him more businesses thanks to the video I made for free, but I need more strategies to help this customer his restaurant is very nice but, he signed a website contract for 3 years that do not rank in Google, I have done a free video on YouTube a nice Facebook page and few tweets but, he really needs more it will be a shame for that place to close.
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    • Profile picture of the author midasman09
      Banned
      "We"...meaning US "Sales Guys"...have a tendency to "Feel" for our prospects....which causes US "Sales Guys" to say to ourselves; "Self! I like this guy and I'm gonna give him some Freebees....like a Free Video or a ...."_____" etc"

      Well....I USED TO do that! (Still do on occasion) BUT....I found I am just "wastin' my time"! You can ONLY do "Sooooo much" to "help" local small biznesses!

      OK...nuff o dat compassion stuff. Let's GIVE the guy something that WILL bring him some DINERS....people who are HUNGRY, HAVE CASH and are Looking for a Local Restaurant.

      Here's what you do;
      Get one of the WSO's on creating Mobile Websites. Make a "Mobile Site" for the guy (even if he doesn't have a regular site)

      Place a Plastic Display on the front desk of local motels with a QR CODE saying;

      "FOR A GREAT MEAL....SCAN THIS CODE!" Show a picture of a cell phone on the display."

      On their Phones...comes your guy's Mobile Site. Whala! Right there, on their Phone Screen....they can SEE a Menu...where he's located...Tap To Call...etc.

      And...when you get your guy LOADED with tourists coming in for FOOD...you then EXPAND with other restaurants and businesses.

      Don Alm....idea guy

      EVERY tourist who checks into the local motels HAS A MOBILE PHONE!
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  • Profile picture of the author caseyfriday
    I'm having a tough time finding my first client right now - trying to sell them on mobile sites. I've been hustling and going around doing face-to-face meetings (the first one was NERVE-WRACKING), but I know I'm going to find one soon.

    I'm thinking that offering a freebie site might be the best way to start getting some referral jobs.
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  • Profile picture of the author drcrdc
    We give something "Free" with "Real Value" to get "TRUST" for something "BIGGER" for "FUTURE"

    Sometimes people called that Ethical Bribe but no harm to get it anyway

    Azman
    p/s i've something free at my signature as well
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