Do you find that people often seek you out to talk about their problems and ask you for free advice? Are you someone with knowledge and expertise in a specific area? Are you the “go-to” person for family, friends, colleagues, and friends of friends?
When you give away advice for free, people may say “thank you” and “I appreciate your time” and that can feel good. But if you’re giving advice because you want the person to benefit from it, to take action, implement and get the result they are craving, your free advice will do nothing more than stroke your ego.
The surprising truth is, people are more likely to follow bad advice they pay for while ignoring good advice that is free. Like the old joke. Late one night, a policeman sees a man intently searching the ground near a lamppost.
“Sir, what are you doing?” the policeman asks.
“I’m looking for my car keys,” answers the man, obviously drunk. The officer starts to help him for a few minutes without success.
“Is this where you lost them?”
“No, I lost them back there,” the man replies as he points over his shoulder to a dark area of the sidewalk, “but the light is better here.”
Random advice is just that – random, without a definite aim, purpose or method. Shining your light where the results won’t be met lowers the value of the service you provide. People tend to place more value on the things they pay for anyway.
So where should you start?
It’s helpful to start with having a prepared answer that feels comfortable for you. When someone asks you to share your expertise for free, you can then respond to these requests gracefully and in a way that generates paying clients. Here are some ideas:
- Offer some free resources, a blog post, a newsletter, or a lead magnet. A lead magnet is a valuable piece of content (such as a checklist, self-assessment quiz, webinar) that you provide in exchange for their email address.
- Give away the “what” and charge for the “how.” For example, you can share why having a healthy marriage nourishes the soul, and then offer the how to in a consultation package.
- Create info products and packages of your most-requested services. “30 Minutes a Day to a Better Marriage 21 Day Program”. People love to buy packaged learning and experiences. They’re easy to understand, and therefore easy to buy. Plus, nothing helps to build your credibility like products and programs designed to serve people’s very specific urgent needs and compelling desires.
So, how do you know who is just picking your brain, just needs a little direction or is willing to hire you? Ask them! Inquire in a way that makes them and you feel comfortable, “Are you looking for full-service consultant? Are you looking for a few ideas to point you in the right direction?”
Remember, you are the expert; from the very first phone call, it is up to you to set the agenda.
What will amaze you is how your paying clients will actually follow your advice! Your advice will become a valuable service, and ultimately it will enrich their self-worth as well. This in turn, will energize you to bring together the best areas of your expertise to create high-value transformational service packages for lasting results.