Making money in the snow…
December 11, 2007
We’ve got about a foot of snow here in Flagstaff.
That’s the view out my window.
And while marketing DVDs are probably NOT the first movie choice of many snowbound folks… they’re at the top of my list.
So I’ve been going through Eben Pagan’s Altitude DVDs the last couple of days.
If you haven’t heard of Eben, he’s the owner of Double Your Dating (www.doubleyourdating.com). He’s making millions (somewhere between 10 and 20 million) of dollars a year dishing out dating advice.
One of the most powerful strategies Eben talks about is how he moves the “free line” in his business. What he means is that he’s always raising the bar on the value he delivers to his prospects before (and regardless of whether) they become customers.
Nowhere is this more useful than whey you’re generating leads.
It used to be that giving away a free widget would be enough to get a lead to stick her head up and say, “I’m your target, add me to your list.”
Well… times are different. The “free line” has been moved FOR you.
Now, everybody and his brother is giving away something for free (most of it less than useful), hoping to generate leads.
If you’re going to create big success, you’ve got to push the free line even farther.
Well beyond your nearest competition.
Most people have hard drives packed with “free information” they’ll never use.
Your prospects don’t need or want more information, they need more results.
So give ‘em what they want.
The next time you have to generate leads, don’t give away free information. Give away something that actually promises a RESULT.
A RESULT means that your prospect will actually achieve something thanks to your offer.
I can guarantee that your competition won’t do this.
They’re scared to.
They’re afraid to “give away the farm.” Their fear is that if they give away too much too soon, they’ll have nothing left to sell.
That simply isn’t how it works. (Just don’t tell your competition.)
In the real world, giving away FREE value makes your prospect think, “Man… if he’s giving this away for free, what am I gonna get when I actually send him money.”
It works. Use it.
And once you start moving your free line, keep it moving. You’ll attract more prospects, better prospects and turn them into customers or clients a whole lot faster than before.
Okay, it’s still snowing… back to the DVDs.
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