If I give my expertise away for FREE, how do I make my MONEY?

The best comparison I have heard is to liken your services to a movie trailer.

If the trailer stinks, nobody will want to see the movie.

If you have a great trailer, people are going to buy a ticket.

I love the movie trailer analogy from Mark. That is so true!

Hi Julie, Just last night I was the guest speaker at Georgian College for the Design Program. The audience appreciated my input on Staging as I stressed that it was not designing or "decorating" but rather the marketing of properties for sale. They wanted to know if it could be a component of their design companies once the were up and running.

I also run an open house tour with houses for sale. Georgian College also has a fine arts program. The director of the department gives me 5 students that place their artwork throughout the homes and one piece in each home is auctioned off to raise funds for Habitat for Humanity. Everyone wins in this scenario.

I get mega exposure in the community, the College students win as they get a gallery for their artwork along with exposure and experience, Habitat receives donations and volunteers that sign up for the current build, and the Realtors win as one of the houses actually SOLD! 

I am running the tour again this year in April and taking it across North America on a day in April.

Can you hear the angels singing? 

You are absolutely right in saying give them a taste for free. Provide an exceptional product and they will come.

Hey Julie, you've posted another great blog. I am a true believer in #4. Use spell check if you have to, but what ever you send or give out a letter, an email, a proposal, needs to look professional and like you put time into it and not just slapped together.

Hi Julie.  I guess we have all tried it.

We write our blogs for "free".

But you are right on.  We do it for EXPOSURE.

Thanks for writing,

Ken

Julie,

I agree. The truth is, this is the information age, the information is all out there...the question is, are people getting it from you or someone else.  I want them to get it from me...and I want it to be good information.

Another great post, Juie.  What a great explanation of how giving things for free can build a business.  It's all about establishing yourself as the expert and making people want more.  If they like you, they will want more of you.  What a simple concept! I always try to go above and beyond expectation.  I've always thrown in extra accessories or extra time.  People appreciate it and, they remember it.

Julie...

Great post, and spot on! How else are people going to get to know you (and what you know) if you aren't sharing it. I get so much in return by giving it away... I found sharing knowledge and experience is the best way to kick relationship and collaboration in gear. I'm reminded of a phrase my former boss used when talking about corporate structure and getting things done. "Grab the wheel, hit the gas, don't ask permission, and invite everyone to jump onboard. I want to ride on the bus driven by the idea person. Let's see where that takes us."

Rene'

Julie,

I have had mixed results. When I started my business in 2005, I offered free, 1-hr. consultations to Realtors. I had many takers, and I was very busy-- but not making money! I know I delivered valuable information, but none of these Realtors ever gave me a "real" consultation. So, I decided that they saw the value I put on my work ($0) and valued it accordingly. Or, maybe I was doing it to get something back, as you mentioned. However, I have given several seminars and presentations to Realtors, and am now doing Home Seller Seminars--all free--and I've had a better response to that.  I am doing an Open House with local artists next week, and hope to help them sell their work, as well as sell the house! I haven't carried it as far as Michelle, but as a graduate of the University of Michigan School of Art, you can be sure I'll be looking into some similar alliances and charitable connection! I also developed a Stage-it Green program, and gave a check to a local green concern as part of that. I now recycle much more than I ever did before!

Hi Julie,

This is a time tested approach that has worked for business after business. You don't give everything away, but certainly enough to make yourself tempting. You are right about the importance of doing it with sincerity as opposed to a self serving approach

Hi Julie,   Oh, this really struck a chord for me       "This is about exposure. If people have to pay to find out who you are, they won't. But if they can find out who you are for free..." also, #4 is so me. I always want to communicate w/ quality. It must be the artist in me!  I've sub. to your blog.