I recently launched a new version of articles to my executive coaching clients and as a bonus, offered a free 20-minute phone session.
I’ve been spending more than 20 minutes with each person, and I’m loving it. Since I charge $200/hour for consulting sessions, why would I do this?
- It gives me a chance to connect with clients: In an online business, I usually don’t have much contact with the clients who use my services and products. Some of my clients have been with me over 10 years, and we’ve never spoken by phone. To them, I’m faceless, and vice-verso. I want to feel some sort of connection on a personal level. Email can’t do that.
- When people invest hundreds of dollars with you, they usually have questions, and even though these same questions may have been answered on your sales page, people need reassurance that answers apply to them. A personal conversation solidifies trust in you.
- Sometimes products can be confusing to people. You see your products from your perspective, not from the perspective of the customer. A phone conversation ensures they get the best use out of their purchase.
- A personal conversation will open the doors to other needs the client has but may not see. Usually, I’ll review their web pages and blog, and there may be glaring mistakes or branding opportunities they are missing. If I can be of service to them in any way, I’ll extend a hand. (I won’t do a full consultation and review, but I will point out needs they should pay attention to.) A client may not know you can help them out with other products and services unless you have a conversation with them.
These conversations are so rich with the exchange of information. I learn more about my client’s work and their content marketing needs. They learn how to use my services better.
We both win. It’s a great way to reward clients for trusting you to become a client. Here’s another question for you to ponder:
When else is it a good idea to give away free consulting or coaching sessions?
I’d like to hear your opinion on this. I’ve worked with other professionals who cringe at the idea of even answering questions from prospects… because that would be giving away free consulting. They “don’t work for free.”
What do you think?