This article first appeared on June 7, 2011.
Struggling to get that sales pipeline full to bursting? Why not take a leaf out of the book of the restaurant trade and use one of the oldest tricks in the book – the free sample.
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Getting customers to try before they buy is a tried and true tactic, but there are a few ways to take it to another level.
For example, allowing customers to take your product home overnight or use it for a few days might be one way of giving customers the chance to see how the product works in their daily life.
Similarly, taking samples into potential customers’ homes, workplaces or recreational spaces can provide context. Do you give out samples of beer nuts in a supermarket or in a pub?
The sample model also works in the services sector. Free consulting or assessment sessions are common, but why not add a twist and offer to take the service in-house. If you are offering some sort of financial service, offer to sit with accounts receivable staff for a few hours.
With any luck, they’ll love your service so much that they’ll actually help you with the selling process.
Get it done – today!