How to Win New Clients with a Freebie Strategy

Build trust by giving prospects a small sample of value.
[For another view, see When NOT to Offer a Free Initial Consultation]

By Sandi Smith, CPA
Accountant’s Accelerator

Today’s biggest marketing challenge for soloists and small firms is getting people’s attention, then getting their trust. One way to completely overcome the trust issue is to let prospects receive a small sample of value from you at no charge.

Sandi Smith
Sandi Smith

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Because the trust factor is at an all-time historical low, as a practitioner you need to do one or more of several things before clients will do business with you in most cases:

  1. Spend a lot of time developing individual relationships until people trust you,
  2. Provide a complementary sample of value up front,
  3. Spend a lot of time in the proposal stage wooing the prospect.