As many of you know, I’m a big advocate of giving, upfront, unconditionally and without a scorecard but its important that you know that it can get complicated at times.

Here are 3 things for you to ponder when it comes to “free”

1) Sometimes  you need something between free and “fork over your money”. I found that out the hard way 4  years ago when I tried to launch a $1400 per person training program. Basically I went from free to $1400. That’s a big step when you go from safe to risk without something in between!

Suggestion: Is there a way for you to offer an “inexpensive date”? That’s what I did when I started offering my webinars and when I authored my E-Book.

Suggestion: Could you offer some sort of trial period or something that you can reduce the risk?

Suggestion: Could you require payment on a service that you will waive if they go ahead with a higher level commitment within a certain time frame?

2) Free Can Condition An Expectation Of “More Free Please”

Initially I caught some push back from people when I first started charging for my webinars back in 2011. I was told that people were used to getting webinars for free and wouldn’t attend.

My response was (and still is) “Those aren’t the people I’m targeting” I mean if someone isn’t willing to part with $99 for one of my webinars, they’re going to have a sh*t fit when they see how much I charge to come train their team or speak at their sales conference. No disrespect intended . . . they’re just not the type of people I want to focus my efforts on.

Continually Giving Stuff Away Can Get You “Friendzoned”

I found this out the hard way when I first starting Castain Training Systems.

I was quick to give my time away and things in general that I really should have been charging for.

Then I’d find out that even though I had given them free coaching, they bought from someone else and all I had to show for it was “You’re such a good person Paul”

2 years ago, I put the brakes on and stopped giving away my time and my business began to explode and I think part of the reason that happened is . . .

3) People Place A Higher Value On Things Where They Have A Financial Investment: I’m offered free books from authors on almost a weekly basis these days. While I’m really flattered and on the surface love the idea that I’m not paying for the books, I now respectfully decline the books for a really silly reason;

I typically don’t read them.

I know . . . what an idiot. Right?

I don’t read them because I place a higher value on the books I buy and trust me, I’m not parting with even the smallest amount of cash to have a book sit on my shelf and collect dust . . . but the free one, well that’s a different story. I get to them, when I get to them.

And now a confession . . .

I offered a free webinar yesterday and even though I only gave everyone 2 weeks notice, I had over 900 people register for it but . . .

Only 480 actually showed up which is typical for a free webinar. The webinar services all say that you should expect about 50-60% to actually show up but . . .

Meanwhile, my most popular online course is $695 and 99.9% of them show up and if they can’t, then they view the recording.

Why?

They simply place a higher value on the things where they’ve made an investment.

Alright Castain . . . What’s the point already?

The point is that free is great and you should absolutely consider offering free things but . . .

You must understand that there’s more to it and you had better think it out.

Your turn . . .

What are your thoughts when it comes to “free”?

100 Ways To Kick Your Competitor’s Ass This Summer

We’re just about 4 days out from closing registration for our July 15th online Social Selling Camp.

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