The gal told the group she figured "free" would work. But the audience didn't agree.
"I get CDs and DVDs advertising stuff free in the mail, and throw them out," said one. "I don't have time..."
"Why would I stop everything I'm doing and sit and watch a 7 or 10 minute DVD of someone trying to sell me something? And I don't even know them?"
Plus, all but the most naive of us know that "Free" isn't really free. Consider:
A "Free sample" pitch...But, uh, shipping is $5.95.
It gets worse. When you do respond to a "free sample" ad, the sales person is trained to try to upsell you right on the spot. Anything to avoid having to send that costly free sample.
I've talked to a well known NM trainer who promotes that very thing: They teach networkers to advertise 'free' samples, then when the person responds, they follow a very sophisticated script to upsell prospect on the spot and never send that sample.
And if you DO actually get a 'free' sample, well now you're in for lots of follow up calls, trying to sell you something more. The cost? Dealing with the annoyance of a pesky sales type.
These are some reasons why 'free' doesn't work anymore. It isn't.
So try something else.
-The 5 Worst Things-
As valid today as they were 7 years ago...Here they are:
1. It's easy, anyone can do it.
(With a 95% drop out rate?)
2. Everyone will want this product. It sells itself.
(Has everyone said 'yes' to your product? If not, is this true or false?)
3. You can make big money fast in this business.
(Have you? And do you know the story behind the story for those who claim they did?)
4. Our company/management/payplan is the greatest, most advanced, stands above all others, of everything out there.
(Doesn't everyone say that about their thing?)
5. All you have to do is go to your friends, family or neighbors.
(For many people, that's been the worst thing they did.)
Anyone have any to add?
Then we could start the "Five best things to say to a good prospect." Think?
