This takes me to an example of an online business owner in Spain that delivered oranges for free. He even let the client decide what, he wanted to pay for the fruits. Many other similar ideas coexist around, like a restaurant that would offer you a high quality service and invite you to pay whatever you think is worth it. Going one step ahead, some online shops offer Free delivery services as a differentiation point.
Now the question comes: are free offers evil? Are we as marketers of online services, scared of 'drugging' our partners with promotions? like in the situation of promotions sold in the supermarket, where we buy because there is something free?
We can not compare apples with oranges, but both of them are fruits :) Let us apply the golden rule, we all like free offers and by extension our partners as well.
There are 2 different Approaches to Selling:
1. Based on value, quality, brand name, recognition, specialized services, price and so on.
2. Based on the psychological need of our partners. Offering something for free, where they are not bound to a contract, in need of providing bank details for a further extension, no automatic extensions, commitments, they are free offers that have the needs of our customers in mind.
I do agree that all of us would like to have a high-end position in the mind of our customers, like in the case of BMW exclusive cars. Just ask yourself, how long have they been in the market? How much do they invest in marketing and advertising? How many people have already bought their cars? Are this people their best advertising? brand ambassadors.
Just one advice, if you are trying to sell based on point number one, when you are not fully established in the market you will eventually be successful. It will take longer, your client portfolio will not very extense and your efforts will be double. In the end you will have a long-term selling process.
As when it comes to point two, selling based on free takes. You will have a short-term selling process, your clients portfolio will be bigger from the first moment, with less effort, energy and time consuming processes.
In conclusion, there is nothing evil in offering free solutions because you have already earned a partner. Now start bringing in all the value you have for them and establish a long term relationship with your customers.
