Offering A Gift For An Appointment

Maxwell; If you go to the right shop, they will give you the pizzas for free.
Most customers will get something else, like drinks, bread sticks, or another pizza.

I've never paid more than $3 for a pizza, and I didn't pay until after the pizza certificate was redeemed. Some people that get the gift certificate never redeem them. My advice is to not use "buy one pizza, get one free" certificates. It isn't worth saving the money. I've given these away, and the "buy one pizza get one free" certs make some people angry, because I'm promising free pizzas.

Are you going to give the business owner one free pizza and then also pitch the certificates as a way for them to get customers?

Our certificates were always printed three to a page, and on card stock. I always put a serial number on each card. Only three real serial numbers though. It costs a lot more for individual numbering.

The serial numbers are to make the cert look more official, and make copying more difficult.

I also had a deal with a local car wash for auto detailing certificates. Retail value is about $89 and I think my cost was $10 for every redemption.

You might want to look into that as well.

My experience booking seminars with a gift and without is that the gift will perhaps double the number that show up, but only 75% are really interested at all in the subject. But that still gives you a 50% boost in net deals.

It's amazing what people will do for a free pizza. Dan Kennedy used to use pizza certs to fill a room. Selling a Marketing package.

For the guys that think gifts bring in the lower quality clients, you are right.
But the also ring in more better quality clients. You just end up with a few "free lunch deadbeats".

I was in Chicago at an event put on for business owners. There were 300 in attendance. I was the featured speaker. The host had lobster, beer, wine, cheese plates and roast beef in his catered buffet.

He told me his big fear was that homeless people would find out about it and show up for the free food. That idea had never crossed my mind.

But sure enough, he had to have about a dozen escorted out, that weren't invited, and were crashing the party. But it sure was a good sales day for me.

You brought up a good point. The gift doesn't have to apply to what you sell. I've gone to Closeout stores, found a 10lb box of Tide soap, and bought all they had for a buck apiece. I gave them to anyone that would look at my vacuum. Anything I could just hand to someone when I first got there. There is power in giving a gift, especialy when it's not expected.

Yesterday a gentleman came into my store, and I put a belt on his vacuum without charging him.

He wanted to pay me. I refused. He said "I expect to pay for this", and I said "That's what makes it a gift". He started crying.

It wasn't the first time I've seen this.

Giving things away in my store, to people who don't expect it, generates more sales every year than any other form of advertising I do. Even online. Even my sporatic bouts of calling old customers on the phone. (the most concentrated profit producer for me is calling old customers with an offer)

In a three month period, I gave away vacuum cleaner belts that I would have sold for about $240 (Yes, I kept track). These freebies generated, from that source alone over $6,000 in profit. Imagine how you could apply this to your business.


So freebies work. Gifts work. But it's far less effective when the person expects it. So I would (when selling in home) give the gift promised, and another one. And always before I started selling.

Here is something that will make you money;
Many of my customers (in home or in their offices) sell some cheap thing.
Toys, crafts (very common) or they have a home business of some sort. If the product is under $50. I always buy one, and I always do it as soon as I can. I act like it's a great product that I will prize (sometimes it really is). I have done this a few hundred times, I'm sure.

I have never missed one of these sales. Everyone has bought. 100% closing ratio. (I'm trying to make this clear). This is nearly unteachable. I've tried.

But never...never make it part of the deal. You must buy first, pay them, and then show what you have. There can be no conditions attached.

Once an elderly man (I feel very close to most older people) needed help with his vacuum. I helped him with it, and said "Thank you, no charge this time"
He actually got angry. He said "I'm old, but I have money. I'm not a charity case!" (his face was getting red). I said "I know you're not. I can tell you have money. Not charging you was a token of respect"

He said "I'll remember that". Imagine the rest of his day.

What story do you think they tell when they get home? What do they tell their friends?

I'm a hard business person. I know much about advertising and marketing...and I know more about selling than most (I'm trying to be humble here). This works. But you know what? I did it before I knew it worked. Why?
Because when local people wave at me on the street...I want them to use all their fingers.

I can't believe I forgot about that.

Want another way to almost guarantee a sale? Accept any gift they offer.
A cup of coffee, a glass of water, anything. I act like I really wanted it and was afraid to ask. I take a drink and let out a sigh...like I really needed that water.
Now they are ready to talk business....

In an office with an irate client? Ask for something (Not to use the bathroom) Ask for a glass of water. Why?

It's impossible to do someone a favor and show anger at them at the same time.

OK, now back to work for me.

bringing any kind of food/sweets to any new or regular client is always well received. We have a recruitment rep come into our place with a box of crispy cremes on a regular basis.