FROM THE DESK OF PAMELA BRUNER

Ice Cream, and Attracting New Clients

FROM THE DESK OF PAMELA BRUNER

Ice Cream, and Attracting New Clients

When I was a kid, there were two different ice cream shops in town. They both served good ice cream, but one had better quality, and more interesting flavors. 

The other ice cream shop was more successful. Why? 

When I was a kid, there were two different ice cream shops in town. They both served good ice cream, but one had better quality, and more interesting flavors.

The other ice cream shop was more successful. Why? 

 

They had the little pink spoons.

The successful shop was the one where you could walk in, and get a sample of one or two flavors. They would hand you the sample on a little pink spoon.

After tasting that, it was inevitable that you’d end up buying some ice cream.

The ice cream on the little pink spoon – that’s a freebie.

Your business needs one, too.

A good freebie attracts your ideal client in these 3 ways:

1. Provides value upfront

A good freebie provides something that your ideal client wants, and sees as valuable. Offering a freebie creates the beginning of a relationship with your ideal client, because you’re providing value before asking for anything in return.

2. Gives reassurance they’ll like you

Even scheduling a ‘free consultation’ with someone can seem like a bit of a risk to your ideal client. When they’ve read, or watched, a free offering of yours, it can reduce the risk because they’ll know they like you, and your message.

3. Highlights a need or desire

While a good freebie will actually solve a problem the client has, it will also highlight an additional need or desire of the client’s. Essentially, it shows them the next step towards getting their needs met, or the transformation that they desire. (I know the little pink spoon highlighted a desire for more ice cream!)

    Most businesses, unlike the ice cream store, don’t have good freebies. (Especially true for coaches, consultants, and experts!)

    Want to get the right client-attracting freebie for your business? I’m leading the ‘Create Your Perfect Freebie’ 5-Day Challenge next week – click here to get your seat!

    Here are 3 examples of bad freebies:

    1. Free consultation

    Everyone knows that ‘free consultation’ is now code for ‘talk to me so I can try to sell you something.’ No matter how heart-centered and non-pushy you are, this free offer is not that juicy.

    2. Free coaching session

    While this has a little more perceived value than a free consultation, it usually won’t accomplish your goals. Coaching requires trust, so someone trying to get value from a free coaching session from you, while simultaneously evaluating your skillset and whether they want to work with you, is a bad combination.

    Also, most prospective clients can’t evaluate good coaching skills, leaving you trying to make them ‘feel good’ (rather than coach them) if you want them to become clients.

    3. Introduction to a process

    A free download of ‘Tapping Points’ or ‘An Introduction to EFT’ isn’t a client-attracting freebie because you first have to sell them tapping (or any other modality you’re introducing).

    After they get the free download, then you have to convince your ideal client that this can help them with their challenges, because someone trying the process alone for the first time isn’t likely to get results that will impel them to greater action.

    Having a great freebie is a critical part of attracting new clients. If you don’t have one, or if you’re not sure that it’s top-notch, it’s time to get something much better. (Hint: If you can’t trace some serious revenue in the last 3-6 months to your freebie, it’s not as good as it needs to be.)

    Join the ‘Create Your Perfect Freebie’ 5-Day Challenge, and get the right client-attracting freebie for your business. Click here to get your seat!