Freebie seekers

Freebie seekers are not a problem when you a solid qualifying system in place. It is your firewall against the torrent of BS people will try to pull.

Targeting the right sort of businesses is the start, going after what I call the A* industries: dental, law, manufacturing, professional services ectera.

Businesses in these verticals are serious and can be swayed more easily to buy based on value rather than nickel and dime decisions.

The second step is to qualify them for the budget as well as interest. Get them to do something small for you such as filling in a 5 question survey, or refer them to sit in on a webinar, get them to INVEST in the idea of buying before actually doing so. This funnels in only MOTIVATED prospects which are the kind that are more likely to buy and not mess you around.

In terms of dealing with price though, it's largely up to how well you can sell on value and differentiate that will lead them to take your higher priced/more profitable option over a cheaper competitors.

Only maybe 20% of consumers are so price sensitive they'll buy on price alone. Usually these types of businesses aren't doing very well either, they are the 'laggards', in terms of adoption. There are many cases where even if you can sell to someone they are simply BAD NEWS for your business.

These types of issues usually iron themselves out after a year or so selling your services directly, which is another reason to start hitting the phones asap. No other activity is going to make you successful faster.

Freebie seekers happen in every industry.

Our RV dealership gets about a dozen people each year who want to get a trailer donated to them for a variety of reasons. Everything from sob stories to I'm a Veteran.

Just politely tell them no. If they are interested in buying continue on with the sales process if not move on. Never be mean to those that ask. They may turn into buyers. But don't continue trying to sell someone who simply will never buy either.

I just say "no"! It they're polite I'm polite. If they're rude, I'm rude. They can only waste your time if you let them have your time. Say no quickly.