I’m a huge advocate of giving upfront, unconditionally and without a scorecard.
I believe it to be the right thing to do and I believe that with the right people, it will convert into opportunities.
But that’s with the “right” people.
How about the “wrong” people?
You know, the cheapskates and the freeloaders?
Don’t worry, I got ya covered!
1) If you find yourself in a situation where you are being asked to give something away that you typically charge for, and you’re willing to give a freebie . . . do a preemptive strike! Tell them upfront that you typically charge x amount and this time it’s on the house but next time, in fairness to your clients, you will need to charge them.
2) If you find yourself in a situation where the other person is coming back for seconds on a freebie, let them know firmly and professionally that while you where happy to help them last time it simply wouldn’t be fair to your clients. Let them know that these are the types of things you do regularly for your clients and ask them point blank (but respectfully) why they haven’t joined the cool kids club yet. If they give you sh*t after that ignore them and don’t respond.
This also works just fine in those situations where you’re asked for advice, resources etc that you wouldn’t charge for but gladly throw in as part of the service you offer your clients.
3) Consider an “I’m Confused” discussion. This is where you tell the freeloader that you’re confused because you know they see value in your services (because they’ve asked for your help on a few occasions) and yet they still haven’t become your client. Ask them what’s holding them back.
4) Use my patented (not really) “Attorney Close” I call it the “Attorney Close” because it sounds like something an attorney would say to you prior to you becoming their client. Here’s how it works. Tell the freeloader that you’d be happy to move heaven and earth for them but you can’t until they officially become your client. Then ask them when you can make it official!
2 Final Thoughts . . .
Don’t ever allow someone to make you absorb the awkwardness of a situation.
If a situation is awkward or gets weird and they were in fact, the ones that made it awkward or weird that’s on them, NOT you!
Be nice, be professional but be firm and besides . . .
Who the hell wants a cheap bastard for a client anyway?
And make sure that YOU aren’t being the freeloader with others too.
You’re better than that!
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