Make It Easy For People To Spend Money With You - Adrian Fleming
The best way to profit is give things away - Adrian Fleming
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Transcript of The best way to profit is give things away - Adrian Fleming
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THe Best way to profit is give things away
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Have you noticed that in today’s economy we expect more for less, or even free?
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We live in a society where information is free and easily available from the Internet.
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Entertainment is funded by commercials and when people try to charge for things they meet resistance.
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We have this happening on our high streets and in our shopping malls too…
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…with the continual growth of pound shops here in the UK and dollar stores in the US and discount stores in physical locations and online too.
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The pressure on people and business has never been higher and making money is seemingly harder too…
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…until you apply the tactic of giving things away, but only when you do it correctly.
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In human behaviour there is a principle known as reciprocity…
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…simply put this is one kind or generous action creates another.
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So if you do something for one person they actually want to do something for you in return and this is incredibly effective in business.
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Add to this that done well and correctly, you can use this technique in other ways, not just to get people to buy…
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…but to also minimise the cost of sale, shorten the time between awareness and the sale, sort out buyers from non-buyers and actually charge more for something too.
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OK, all of these seem appealing but you are almost certainly wondering how to do them, so let me help you on this.
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First of all, it doesn’t mater what form of business you are in, food and drink sold in a physical retail outlet, through to services offered online - it still works.
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And price points don’t matter either, you could be making a one time sale of a large value item such as a car all the way through to…
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…small recurring sales such as gym membership or marketing advice.
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The first reason to give something away is that people don’t miss what they’ve never had, simple but true…
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…so giving someone a taste of anything whether that be food or drink, lifestyle or access to information, is a very effective way to then…
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…sell continued access to that pleasure or freedom from something they don’t want.
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Next is the other simple truth that once somebody has actually tried something they will know if they want it…
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…I know that if I test drive a car that I’m interested in, if it lives up to my expectations, it’s very hard to…
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…walk away and not buy it, or as has happened in the past, the car has not lived up to my expectations, so I know instantly that it’s not something I should be buying.
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But it’s not just cars you can “test drive” you could test drive a piece of software, a new TV, a new bar or restaurant…
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…in fact virtually anything if the cost of providing that trial and the return on investment when somebody buys makes commercial sense.
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So what about when you can’t give people test drive?
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Well the best thing you can do is give people a flavour of what you do and how you do it.
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I work with entrepreneurs and entrepreneurial businesses helping them to come up with and refine their products and services and then…
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…help them to market them effectively and profitably. For some people I show them what to do, for others I do it with them and for a select few I actually do it for them.
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Now I couldn’t provide a free trail to everybody who wanted one when it comes to helping them come up with profitable opportunities that they can take to market…
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…so what I do is create things like this podcast that will help them from a distance…
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I also have free training through videos, step-by-step exercises, reports and much more and these are 100% free…
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…so anybody can access them online and benefit from them.
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So it’s like having access to me in a trail situation…
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…obviously it’s not the same as having me work there with you, but it means that I give things away and…
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…if people like what I give them then they know, at a basic level, what I do and why they should pay for it…
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…as they progress to a more effective and complete, paid for relationship with me.
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And this has been a core tactic for successful Internet marketers for many years now…
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…but surprisingly very few have actually mastered how to give things away and even fewer businesses, whether they are online or not…
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…have been able to master this system of giving things away correctly, for the benefit of their audience and their business too.
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When it comes to getting a prospect’s attention there’s very little you can do that’s more appealing than offering something free.
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By having a free trail, test drive or free actionable information and techniques that can be used by prospects…
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…you generate the reciprocity I mentioned before, you then get to build a relationship with that person in a non-confrontational friendly way…
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…because people buy from those they know, like and trust – which is exactly what you are doing.
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And because we all judge value primarily based on emotion, very little value is determined through logic…
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…getting the sale or what is more accurately described as the commitment, turning a prospect in to a customer could not be more positive for both parties.
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So think about what you do and how you could offer a free trail or sample and when you do, just make sure you give away enough or the right thing because…
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…when you get this right and the process running up to the point where you give something away for free right too…
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…you will experience massive changes in your results.
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And when you get to the end of the trail or free sample, it’s time to ask for the sale…
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…which again people get wrong or in some cases don’t do at all…
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…because if you have created reciprocity, built a relationship, given people a “taste” of what they could have or do and…
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….made a compelling case for what you offer whether that’s a product or a service…
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…now all you need to do is sell.
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