Question

Topic: Strategy

Pay-to-play, But For Free! How?!

Posted by Anonymous on 8/18/2016 at 5:14 PM ET 125 Points
How do you work for free to build business relationships in a paid environment?

In networking I run into many would be partners with the work-for-free mentality that, as you might expect, want free things as we build a relationship. However the services they want me to perform are inherently paid (PPC or Social Media).

At first I chalked it up to them just having an old mindset not adjusted to the realities of today's pay-to-play digital marketing climate. But then when I heard Jay Baer and Nick Cicero say the same thing on an episode of the Social Pros podcast, who I know are with it, it made me curious how that works for them.

Just because the service they're requesting "free" for them doesn't mean there isn't a cost associated with it. Whenever we run FaceBook campaigns we use a tool called Reach Rocket by Marty Weintraub of @imClear. Sure it has a free option, but obviously the functionality of the free option isn’t what it needs to be to service clients. So even though I’m willing to put in the time at no cost, I still have a cost of doing business (Reach Rocket), which must be paid.

So given the paid nature of providing fulfillment for digital marketing services, how does one work for free in the way people like Jay and Nick expect without going into the red?
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RESPONSES

  • Posted on 8/18/2016 at 5:30 PM Accepted
    "I'm eager to show you what I can do and how valuable I can be for your business. In fact, I'm prepared to work for free the first month (or two) because I know you'll want more once you see the value I can provide."

    "All I'd ask is that you cover out-of-pocket expenses and commit to a media budget of at least $500 a month -- billed directly to you by Google and/or Facebook. Out-of-pocket expenses won't exceed $100/month, guaranteed."

    "Sound fair? I know you won't regret this. I'm eager to show you what I can do for your business."
  • Posted by Gary Bloomer on 8/18/2016 at 9:13 PM Member
    Great advice from Michael, above. You might also want to offer a short term free service, as proof of what you deliver, with a paid contract to follow.
  • Posted by cookmarketing@gmail. on 8/18/2016 at 10:35 PM Accepted
    All agree, as in email drip method...start free with enough teasers for customer a) to really learn something useful b) more to come c) drip method - made up numbers

    First session - Free
    Second session - $50
    Thirds session - $150

    you get the point
  • Posted on 8/18/2016 at 11:09 PM Author
    Thanks so much for the great responses everyone. It really helped a lot.

    At first I just chalked it up to old thinking. Rich Dad/Poor Dad is a classic and all, but Robert Kiyosaki is no digital marketer. But then when Jay/Nick said the same thing I was like there's gotta be something I'm missing.

    Your guidance really help put things into perspective.
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