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Words That Sell| Article #73 : 10 WORDS THAT SAY BUY – PART 7

In this installment of our series "10 Words That Say BUY!!!" we're going to focus on probably one of the most powerful words in the marketing world. It's called "free".

You see it everywhere. Go turn on one of those infomercials late at night selling those Ginsu steak knives. They'll give you FREE with every purchase of a set of knives, a turkey carver, a cutting board a blah, blah, blah, and so on. The free stuff seems to outnumber the items that you actually pay for. Makes you sometimes wonder how much any of this is worth if they're giving away so much for free. Well, that's another topic that we'll touch on another time.

The point is, the word free is a powerful word in the English language. People love bargains, but when they can get something for nothing, that's when they really take a long hard look at what you have to offer. Give somebody enough freebies to go along with the product or service you're selling and you are more likely than not, going to get the sale.

Many marketers think that giving stuff away for free is counter productive or just plain stupid. They can't see the benefit of just giving something away. What do they get out of it?

I will be the first to admit that there are many people on the Internet who are looking for free stuff and never become buyers. They're called tire kickers and there is nothing you can do about them. However, there are people out there who ARE buyers. Many of these buyers are what we call "on the fence" and sometimes just need a little extra push to get off that fence. That's where the free offers come in.

There are two ways to handle giving free offers. The one is to offer the free products along with the purchase of the product you are selling, such as with the Ginsu knives example. This is probably the most direct because it gets the buyer to commit right away.

The other method is to offer something free, maybe like a news letter or even a product, up front in exchange for the person opting into your list. In this case you don't get the sale right away but you do get them on your list where you can send them additional information and follow up messages and possibly convert them to buyers down the road.

Either method will work. The point is, people like things that are free. It gives them the chance to see what kind of product or service you offer and gives them time to get to know you. This is how you build trust in a relationship and trust is something that goes a very long way in the business world.

If you don't have any free products or services to give away, there are plenty of places online where you can download public domain products in your specific niche that you can give away to your subscribers. All you have to do is think outside the box and put in a little effort. That effort will pay off big time if you work it on a consistent basis. And this FREE advice is something you should consider VERY seriously.

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