WAY 87

Freebies Are Hard
to Turn Down

Getting something for free is hard to resist. Regardless of your prospects' loyalty to your competitors or their reluctance to consider you and your advantages, freebies can often break through. Think about what you can do to get their patronage with offers that are almost unbelievable.

ACTION ITEM

Think of free or inexpensive things you can do that are within your budget. Get your team together and come up with some creative ideas.

When a Phoenix manufacturer wanted to entice a number of prospects from around the country, he planned a very special open-house weekend at his facility, including a celebration, golf, and other fun times.

Each prospect was sent a package containing an engraved invitation, a personal letter from the CEO, an agenda that oozed with excitement, and a certificate good for two coach round-trip air tickets to Phoenix. Everything was paid for by the host. It was a huge success, and almost all the prospects flew to Phoenix. In time, many of these prospects were converted into loyal customers. There's something about show-and-tell and bricks-and-mortar that pays off, but the freebie was the real catalyst that made it work.

TAKEAWAY

The word “free” will always be the #1 motivator
of people, both personally and professionally
.