Everyone can be seduced by a zero price. But those who react most eagerly to the word “free” rarely pause to consider the value of your offering. Could they become customers who actually invest in your product or service?
People reacting to a zero price rarely stop to consider if the offer is worth it. Because they don’t assess the value of your free offer, they will never be your customer. So why invest your precious resources to attract the wrong prospects?
Giving something away for nothing, without first establishing its worth, implies that your offering is worth nothing. How can a genuine prospect, a potential customer, evaluate if your offering is worth consideration if they don’t understand its value to them?
To attract potential customers with a zero price offer, or to ensure that an existing customer recognizes the generosity of your offer, first specify its value. Give them reason to assess the value they receive by accepting your free offer. Customers expect to trade price for value.
How can you ensure that your free offer communicates its value for potential customers?
How does your team reinforce this value when following-up with these prospects?
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