Why by the cow when you can get the milk for free?

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Why by the cow when you can get the milk for free?

Posted Jun 5 2009 in Direct Response Marketing

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.

Moo.

Now go sell something, Craig

P.S. In the June Seductive Selling Newsletter, I have come up with literally one of THE most brilliant marketing campaigns ever, designed to sell a very high-priced service to the affluent marketplace. You have my word this isn’t something you’d ever think of. Get it free at http://www.kingofcopy.com/ssnl (watch the goofy video!)

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Categories: Direct Response Marketing

About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 104 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)