Giving free sessions to prospects can either be the most useful marketing tool you’ve ever used or it can be a disaster!
It’s not unusual for people to give away free sessions right and left and have none of those sessions turn prospects into clients.
Why is that?
Put simply: You are giving away the store.
You set up a free coaching or consulting session, for instance, and in that session, you act as if the prospect is a paying client. You find out about an issue they are dealing with and you solve it for them (in person or over the phone).
In that session you no doubt come up with a great solution and they will be happy with it. But they probably won’t say, “Sign me up for your services!” once the session is done.
Why is this?
Because they got the solution they were looking for! Now their focus will be on implementing your good ideas, not on signing up for more of them. They’ll say they’ll think about it and get back to you later. But they usually won’t.
So by offering a free session, ironically, you have actually sabotaged your efforts to secure a new client. No wonder most people give up on free sessions so quickly!
How can you make free session successful?
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