The Free Consultation Strategy

I refer to this marketing strategy as the “let me see if I can help you” offer. You may meet people at the mall, at a restaurant, at a party, etc., and they may ask you how to take advantage of your services or your expertise. They may question whether or not they need or should utilize you/your services/products. What is the best way to handle this?

I find that most professionals, business owners and doctors immediately start “selling” these people on their services/products and try to convince them to come into their business/office right away. There is a better, more strategic way to handle this. Instead of jumping right into a sales pitch, try incorporating this “let me see if I can even help you” offer into your dialogue. Let me explain.

For example, if someone approaches you about your services, your first instinct may be to start trying to sell them on how and why you can help them. Don’t do that. Instead, offer them an opportunity to come into your business/office to talk to you so that you can determine (after closer inspection, evaluation, examination, etc) whether or not you are able to even help them with their particular problem. It’s a free initial consultation, free evaluation. (As always, make sure you’re legal and compliant)

Don’t try too hard to sell them on why they should use you. Instead, offer them your advice, and encourage them to come in for one reason – to see if you can help them. Here’s the dialogue:

“Mary, I understand that you’ve had back pain for 30 years. I don’t even know if I can help you, so I’d like to invite you into my office so I can evaluate your spine, learn a little bit more about your history and your health problems and then I can determine whether I can help you. There’s no charge for this, but if I can help you, I’ll tell you what I can do, and if I can’t, I’ll tell you what you should do.”

If you’re a financial advisor, someone may be experiencing problems in the stock market, or losing lots of money in their 401K. You can’t try and sell them right there in the middle of a party as to why they should utilize your services. But, inviting them to your office to have a financial evaluation of some kind, to discuss their financial situation, so that you can determine if you can help them, is an incredibly inviting and endearing opportunity.

They will most likely take advantage of this opportunity because there is no obligation and it costs them nothing. Then you have a chance to really show them your expertise, share your knowledge and experience and explain what you can or cannot do for them. This also stimulates fantastic word of mouth.

Utilize this “let me see if I can help you” offer and watch how much easier it is to get people to walk in your door.

To Your Success,

Dr. Len Schwartz