For the last 18 months I’ve really been second guessing all the things I give to my audience.

I mean, I have written over 1500 blog posts, created 200 audio sales lessons, I’ve created a LinkedIn community with over 52,000 members, I regularly send free resources to my LinkedIn network and then there are the tips and resources I share with my 30,000 newsletter subscribers and 43,000 Twitter followers etc.

I think I conditioned the vast majority to consume so many free things that the idea of purchasing my services isn’t even a thought.

Don’t get me wrong, I generate business from these freebies, but I also think I may have “friend zoned” myself with many people who see me as the all giving, benevolent “Uncle Paul” and that was never the intent.

The mistake I made was NOT in the giving, it was in giving too much. Giving is a good thing but;

I put out way too many (and too lengthy) blog posts.

My podcasts are mini webinars with the amount of content I stuff into them

And quite frankly, if I were getting all that for free, I don’t know that I’d see the point in making a purchase.

Over the last 18 months, I’ve had several of my clients tell me that they thought I was giving too much away and 2 of them even told me that they would have become my clients sooner if I wasn’t always showing up with something free.

Sometimes scarcity is a good thing and can expedite your sales cycle.

Don’t get me wrong, I love what I do, I believe in the idea of establishing your expertise through giving upfront.

I get a lot a nice emails telling me how helpful my free resources are but . . .

I just think we can’t mistake a compliment and a “thank you” as a tangible sales result.

You’ll never be able to pay your bills that way.

There are extremes to every effort we make in sales.

My message is to be careful NOT to create so much free stuff that buying is discouraged.

It’s also to be careful NOT to blow off the idea of giving content. I still strongly believe in it.

Perhaps all of us (myself included) might find it beneficial to simply take a “middle of the road” approach.

In other words . . .

Let’s make our prospects hungry for more instead of filling their bellies

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