If you are a home based consultant of some kind, do you give free sessions to prospective new clients? There is usually an initial consultation involved, but are these initial meetings giving your prospects anything of value or are they just formal Q & A sessions? Some consultants balk at the idea of a free session because they don’t want to give away free advice. They’re afraid to give away information to (and spend time with) someone who may or may not do business with them.
But what better way to showcase your knowledge and expertise than to actually have a session of value for your prospect? Since you’re generally asking for something (a commitment or a contract) it helps to prove your worth first. That can build the trust needed for a prospect to sign on for your services.
Look at those sample people in the grocery stores on a busy weekend. They’re giving away samples of a certain food product – some hot even – at the end of the aisles. What better way for the food manufacturer to get future sales from people than to give them a sample of what they’re going to buy?
Same can go with your home based consulting business. If you give a “free sample” of your consulting advice, then you’re giving them a “taste” of how you operate and what they can expect if they do business with you.