Are you having a little trouble selling the cow?

Milk Could it be that you’re giving away too much milk?  We’ve all heard the expression, "no one will buy the cow if you keep giving away the milk."   At MMG, we are huge proponents of giving away what you sell for free.  We call is sampling.  When you don’t sell a tangible product, there’s nothing for the potential customer to evaluate.  They can’t look at your expertise.  They can’t smell your knowledge. 

So you have to demonstrate it.  The best, easiest and most effective way to do that is to give it away.

To a point.  One of the traps that many service providers fall into is that they struggle with drawing the line and knowing when enough freebies have been given and it’s time to move the relationship to client status.

We’re having a very lively discussion over at Marketing Profs Daily Fix about how to balance wanting to share your expertise and yet still be a smart business person.

I guarantee you’ll find a take away or two in the comments section.  Lots of people sharing their experiences and methods.  It’s good stuff.  Come over and join in.

3 comments on “Are you having a little trouble selling the cow?

  1. Hi, Drew,

    Nice blog. I agree about the giving away too much. As a writer, I see that on occasion. At some point, you need to expect to get paid for your work.

    However, what I came by to comment on was your great advice in Small Business Trends about focusing your efforts. Its especially important for writers to know, as we are bombarded with so many venues to advertise in. I’ve posted your quote on my website, http://www.fabianspace.com in the tips jar. Naturally, I refer back to your site as well as SBT.

    Thanks!

    Karina Fabian
    Fiction, Faith and Fun!
    Award-winning sci-fi and fantasy

  2. mooooooooo! Holy Buckets do I agree with you here, Drew. Purple, Black & White or whatever color, once samples are given, you generally need to make an ask (which is also a good test of your selling abilities, techniques and posturing). When you make the ask and get a no, use that as an opportunity to hone, get feedback, re-evaluate and move forward. How now, brown cow. gcj

  3. Karina,

    Thanks so much for stopping by. I hope you’ll come back again soon and add your experience to other conversations!

    I’m not sure what it is about marketing people, writers etc. but we do tend to a) give away too much and b) run into people who think we should give it away.

    I think there’s a fine line. I am all for sharing your knowledge and sampling, to demonstrate your expertise. But sooner or later, you have to pay the mortgage!

    Drew

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