Why by the cow when you can get the milk for free?
The other day we were talking about a critical mistake people make when generating leads: not selling enough, because you simply presume everyone’s going to want your stuff since it’s free.
If you missed that one and you want to see it, just check out the entry from yesterday.
Anyway, another HUGE mistake that’s made when you’re trying to generate leads is not putting a value on whatever it is you’re giving away.
So for instance, if you’re putting on a webinar, people are going to be a lot more excited about taking the time out of their busy schedule to attend, if you’re letting them know the value of the webinar — and why.
Same thing with a free report. Wouldn’t you be much more excited about reading something that’s not available anywhere else, and that’s worth $97 dollars, as opposed to reading something with zero value?
Of course you would, right?
And see, unless you give whatever it is you’re offering, a value… then your prospects will simply presume that value to be ZERO.
And you know the old expression, why buy the cow when you can get the milk for free, right? Well, in this case, even though there’s no “buy,” per se — there is an investment of time, which… for sharp people, is worth far more than money.
So make sure you’re giving your gifts, bribes, widgets, and information, a value. Otherwise you’ll be up the creek without a paddle.
Now go sell something, Craig
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