Are Free Consultations Worth It? If you’ve visited any business website in the last week then it’s likely that you’ve seen the phrase “Free Consultation” plastered all over your screen.
As a controversial topic for new business owners you might be wondering, are free consultations really worth it?
No one likes consultations. Not you, not your clients, not your wallet. However, like most effective sales tactics, free consultations take time but have a high success rate. With that said, your consultation needs a solid agenda to convert potential clients, without sounding too salesy.
Finding the balance between pushing a sale and keeping consultations no obligation is an art-form. But if you think of consultations as an opportunity to inform and educate, you may have an easier time converting new clients.
Take Jill Canes for example. As a Family Nurse Practitioner and founder of Face Forward Medical Aesthetics, Jill has had her fair share of free consultations. Taking these consultations as an opportunity to inform and educate potential clients, Jill has found that consultations are a great way to understand if customers are a good fit for her, and to offer potential clients the knowledge needed to make informed decisions when choosing her services.
If done right, your passion for your work shines through in consultations, which is why Jill recommends free consultations for new businesses and accounts consultations as one of her most prominent marketing methods (in addition to social media).
When it comes down to it, some clients need that personal touch to give you their business, and consultations give you enough face-time to move the process along. But like I mentioned prior, consultations are an art-form and may require some practice to find the right balance.
A Brief Guide to Free
- Consultations Customers First- In the words of Jill Canes, “The patient has to come first…deal with the business stuff after”. So what does she mean by that? Your services have to benefit the patient first. If you’re not a good fit then it’s better to find out at a free consultation than half-way into treatments.
- Stick To The Plan– Find a way to stick to your agenda without forcefully pushing potential clients downs the lead funnel. Remember that they came to you for support, so you’ve already piqued their interest. Know your next steps and take charge of the situation–that includes taking charge when your free consultation has turned into a game of 100 questions!
- Honesty Is The Best Policy– A free consult is the best time to bring up your pricing. Don’t beat around the bush or pull sneaky bait & switch tactics on potential clients, just be honest! Know that you have something of value to offer and name your price without compromise.
Whether you like it or not, free consultations are a great way to get clients in the door and can be integral in the growth of your new business.
To learn more about Jill Canes checkout our conversion on my podcast here. You can also subscribe to my YouTube channel for more tips and tricks!