Free Samples - Observations That Might Increase Your Business!

About a year ago, I wrote a post about Building Your Real Estate Business With Free Samples! It is a topic that fascinates me because it is cheap, easy, and effective.( Just like me! lol) Since writing that post, I have been on the look out for more examples of how people are using a free sample marketing plan to build their business. Of course I am not talking about the obvious. Laundry soaps and dishwashing detergents won't be on my list. I like things that are a little more obscure.

Meet Lilly. She is a massage therapist in a small shop on Chartre street in New Orleans. She uses a very simple strategy to build her massage business. FREE SAMPLES!

As the tourists walk past her shop in the French Quarter, she offers a free one minute foot massage. "No strings attached." Who could turn that down after a long day of walking the hot and dirty cobblestone Rues of New Orleans?

Once she has you in her grip (literally!) she has one minute to pitch and close a sale. You will learn 3 things right away: 1 - She has hands like vices. 2 - She barely speaks English. 3 - She can't really tell time!

During the first minute of your one minute foot massage, she quietly goes to work on your tired feet. She is obviously an expert and after washing your feet and gooping them up with some ancient Chinese foot balm, she uses foot rubbing techniques that have been carefully handed down through 10's of generations of her ancestors.

During the second minute of your one minute foot massage she begins the pitch. "You like foot massage? Yes?" Notice how she asks for the "Yes" answer right from the get go. Then she prompts you again with, "That feels good? Yes?" By the end of the second minute you are just laying back in the chair drooling, mumbling "Yes yes yes yes..."

During the third minute of your one minute foot massage she goes for the close. She keeps on rubbing and asks a simple closing question, "You want 10 minutes more? Very cheap. Yes?"

"How much?" I barely manage to whisper as I am under the influence and feeling the effects of some super powerful Chinese foot rubbing magic!

"Ten dollars."

About $35 later, I am stumbling out the door of her shop like a liquored up teenager on Bourbon Street and pondering her sales technique. How can I use this type of strategy for my business? Here are some of the keys to her success.

She was generous with the free sample. When she asked if I would like 10 minutes more, one of my first thoughts was, "If the free 1 minute massage lasts 3 minutes how long does the paid 10 minute massage last?" Answer 15 minutes!

Next, she is bold! She asks for the business. I didn't say yes to her on her first attempt to close. She asked 3 times before I agreed to go longer. How many more deals would you get if you directly asked for the business and didn't accept the first "No" for an answer? Think about it.

She knows her scripts. Always asking for the "Yes" answer.

She finished with another offer. When she finished my foot massage, she plainly said, "Now its time for your free one minute back rub!"