When designing your sales funnel map you will identify products in your sales funnel that need to be free. Internet marketers are always talking about free products. And they are always giving them away.
But why?
Why do you need to include free products in your sales funnel?
Ultimately, the answer is to support your marketing and sales efforts. There are two forms that free products to support marketing will take.
The first is the free sample. This is a product which is given away in its entirety. It’s generally a complete saleable product. There’s no reason why you aren’t selling it. In fact, it needs to be one of your better products.
There are three reasons why the free sample is used. The first reason is as an ethical bribe. Typically an ethical bribe is used to drive an opt-in page. This is a web page which trades the person’s email address for the free sample. A web site is like having a store in a mall where the corridors are so big and confusing that you can never find the same store twice. Once a person leaves your site they are gone forever and will probably not be able to find their way back. An opt-in page is used to populate a customer list. This allows you to switch from web marketing technique (e.g. search engine marketing) to an email list technique.
The second reason why a free sample is used is to reactivate a customer list. Opt-in email lists are only good for so long. Then the people stop listening and paying attention. One way to avoid this happening is to periodically give away a free product. This will help to re-energize your customer list.
Finally the third reason is to use it as a bonus. When selling a product to the customer one of the important things to do to clinch the sale is to “increase the cool”. This is basically giving away product in order to increate the value of the sold product.
Which leads into the second form of free product. This is often also referred to as “increasing the cool”. However, in this case, you are not giving away a complete standalone product. Rather you are going to give away portions of the product in order to prove the product is worthwhile. This is actually much closer in concept to the free sample used in Costco and groceries where they give you a taste.
The purpose behind this is twofold.
Firstly its purpose is to allow the potential customer to sample the product. You are basically reducing the customer’s resistance by proving the product is worthwhile.
The second purpose is to raise a question in the potential customer’s mind. Specifically, it will make the customer wonder, “if what they are giving away is this good, then what is the product they are selling like?”
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