The New Holy Grail

What you just wrote is the EXACT reason why I haven't been without a copy client (when I wanted one) for over 4 years now... since I started copywriting full time.

I learned a LONG time ago to let my advice prove my worth and value... and since I give so much value away for free, without expecting anything in return, I get SO much back.

I used to spend thousands of dollars a week on Google Adwords to promote my copy business. The ROI was minimal.

Since I've started letting my content/advice/techniques do the selling for me... I literally spend almost nothing, monetarily, to get clients.

Call it value based advertising, moving the free line, pull marketing... either way... it works.

Give incredible value and you will get exactly what you want. Give out garbage and you get that as well.

Any examples?

Say you do web design and/or mobile sites, what would you "give" on a cold call or an email that you sent?

Ron

I had developed a course called the "Free Funnel System" that basically talked about this same concept. By giving stuff away for free, you win trust and you start to differentiate yourself from everyone else that thinks they just need to do a "hard sale" to continue to grind.

A lot of businesses have started the "Freemium" model... basically giving away part of their system and then allowing you to upgrade into a full, feature-rich version of the product or service.

Most people misunderstand the difference between "Pleasure" and "happiness".

Pleasure is self centred selfish activity usually short lived and followed by a "low". Most marketing is "pleasure" based and thus, what I call "selfish marketing", the seller is focussed on themselves because they are needy, desperate and skint, thus their attention and "need" is all about them and on them. Their approach tends to be ego based and a "me. me. me." They're out to see what they can "get".

(That includes YOUR PROSPECTS!)

"Happiness" on the other hand, (in my book) is all about selfless giving, its focussed on others and helps to create an abundant mindset, its a continual state of "being". "Giver's gain" we're told, but what's interesting is the more you give, the more you get as long as its useful, educational and "OF VALUE.". Most people don't offer something of value or for free, because they attach a value on it and don't want to share it. Be different, do the opposite, you have wads of value and an infinite supply of wisdom and experience you can share - SO PACKAGE IT AND SHARE IT !!!!!

It can help demonstrate your wisdom and position you as an expert.

So in working out what your financial goals are for the year, work out what you can offer and give in order to achieve the sales and revenue you need.

Then consider what your conversion from FREE to sale is, and then start creating a number of FREE Digital assets to help educate and QUALIFY your prospects. That's the key I think. Think about what KEY questions you can ask in your ebook, your video, your whitepaper, your CD, DVD, app etc to help confirm and QUANTIFY the impact of the suspect/prospect's pain, need, frustration, problem or challenge, and help to illustrate, and demonstrate (with social proof) as to why your the solution for them.

Don't be shy, scared or apprehensive in offering something of VALUE for free, but do ensure it helps take the relationship to the next level. For every prospect will plead poverty and will TAKE what is FREE thinking they're GETTING something for nothing, and adopt their own selfish mindset.

You have to stir, activate and maintain their levels of DESIRE, and the best way to do this is remind them or get them to AFFIRM they have a problem by requesting your FREE item of value, and thus want to do something about it.

If it doesn't pre-qualify/qualify them to want to go to the next stage then reconsider why and what your FREE item of value will be.

Here's a list of potential DIGITAL ASSETS you could use to offer for FREE - HERE.

Hope it helps.



Fraser

You hit the nail on the head! Giving is something that far too many people don't do enough of or in some cases not at all.
When I approach a potential customer I am always looking for ways to give them everything I can for the very best value. There are lots of ways to do this. I have one final though I'd like to leave you with...Giving is always more fulfilling than receiving!
Tom Miles