Give Something Away Of Value (And Monetize The Backend)
Everybody loves a freebie! What do you currently sell, that is of value, that you could offer for free? And how can you monetize the back end of that? This works especially well if you can offer something those other businesses would normally charge for.
For example, if you have a corporate cleaning business, you could offer your first clean free, and follow up with your customer to see if they were happy with your service and would like you to continue. This is a great way to get new clients to try your service, as you re taking all the risk out of it for them and, if you do a great job, chances are they will want to keep you on. The principle of reciprocity comes into play here too – you have given something of value to them and chances are they’ll feel the urge to do the same back.
A twist on this model is “free postage and packing” funnels, where you can offer something for free on the front-end as long as the customer covers a small post and packing fee (usually under £5). As long as they think the value is £20+, they’ll consider this a steal and be inclined to jump on it, even if they normally wouldn’t buy it right then and there. However, a necessity with this model is to make sure that you have a great set of upsells and a good backend to really monetize it. Consider having a continuity offer (like a membership or something along those lines), a low to medium priced offer, and ideally a high-end offer in the upsell path. The real money is made in the upsell path, as it is hard to make a lot off a free plus postage and packing offer. As an added bonus with this model, you also get a lot of quality buyer leads (worth far more than non-buyer leads), without often having to pay a lot in advertising costs to acquire them! This allows you to market more offers to them in the future and make even more money off these buyer leads.
Takeaway: Find something you can give away, that has value, and then look at how you can monetize the back end. Whether it is a sample of your service or a physical product, this works especially well if it something that other people usually charge for.