Hello gorgeous Lucky Bee,
Are you sick of giving free advice to everyone but not receiving anything in return?
One of the biggest challenges in business is to gracefully convert people who want your time for free into paying clients.
In a world that is RIFE with free stuff, how do you continue to be generous but yet convince those brain pickers to become paying clients?
I’ve thought a lot about this over the years, and I’ve got lots of ideas, plus I’ve got the perfect resource for you to help you have pricing discussions too.
Prefer to listen? Click below.
If you’re in business, it’s likely that you’ve experienced this for yourself, and it used to happen to me a LOT!
People used to email me and ask my advice – for free – all the time. My inbox was full of non-stop questions, and I’d constantly feel so guilty that I couldn’t help everyone.
When someone asks you for free advice, it can be hard to say “NO”, especially if you’re just starting out as an entrepreneur and you want to help people make transformations in their lives.
Don’t take it personally. The thing is – everyone gets freebie chasers and brain pickers. It’s not personal and it doesn’t mean you’re a bitch if you say no.
Here are some of the “free brain picking” situations you might have trouble refusing:
- The “pleading” request that makes you feel like a bitch if you refuse. This usually starts with “I know you’re really busy but…”
- The “desperate” request – which makes you feel sorry for them, especially if they’re dealing with an urgent situation.
- The “need to be anonymous” request so they don’t want to ask you publicly in your Facebook group or in your program, even if private coaching isn’t included.
- The “overly cautious” customer who pretends they want to hire you but they ask a million questions under the guise of “research”
- The “fan-girl” who offers to be an “apprentice” in exchange for free mentoring – this rarely works by the way.
- The “Debbie Downer” who wants to tell you all their problems and constantly asks what they should do – even though you know they won’t take your advice anyway.
- The “it will only take a minute” straight up rude demanding request who doesn’t get why it’s such a big deal.
Each one of these brain pickers think that their request for free information is unique, and your normal rules don’t apply to them.
It’s tempting to just answer them, because it’s often easier than saying no, you justify that it’s only a “quick question” or that you feel selfish asking them to pay for your expertise.
You might think it’s not a big deal, but constantly giving in to the “brain pickers” is a huge no-no, and let me tell you why.
If you’re constantly giving advice for free, then you’re not putting energy on bringing in money. It’s as simple as that.
Here’s how you get over it. First up:
Tighten up your boundaries
If you don’t have good boundaries around your time and expertise, then people will take whatever they can, and you can’t really blame them.
Refer the freebie chaser to your own free offerings (like a blog post that answers their question), then to your paid offerings if they want to go further and work with you.
When you’re clear how you can really help, you’re serving both yourself AND your potential customer.
By asking them to commit, you’re asking them to put some skin in the game which leads to greater transformation.
If you’re worried about doing this, or feel awkward, then you’re going to love the free resource I’ve got for you at the end.
Do you want to benefit one or many?
When I get private messages asking for advice, I sometimes answer them in a blog post, so that my knowledge benefits as many people as possible.
If I’m going to give free advice, I want it to reach as many people as possible.
Use those “brain pickers” to discover topics for your own blog, podcast, or free webinars You’re still helping them, but also helping others, AND getting your message out there too. It’s a win/win/win!
Answer: “Great question! Here’s a blog post where I talk about that topic.”
Or, “Great question, I’ll add that to my next free webinar. Make sure you’re on my newsletter list.”
Make an offer
If you’re giving free advice all the time, you probably “forget” to make offers or talk up your paid services.
When someone asks you for advice, make an assumption that they want to work with you further.
You can say “Great question! That’s the sort of thing I can help you deal with in my private coaching/mentoring/etc. All the details are here…”
Simply link to your paid offering. If the person comes back with, “Oh, I thought you could just answer these questions for me”… simply come back with another variation. “This is totally the type of thing I can help you with in my package. Check out the details and let me know if you’d like to work together.”
Just keep steering them towards your paid offerings, as if you just don’t get their hints for free advice!
Upgrade your money mindset
If you’re constantly attracting people who just want free stuff, but who never jump to your paid offerings, you might need to upgrade your money mindset.
There truly ARE people out there who will pay for your services. Seriously.
But if you’re attracting only freebie chasers, then they might be mirroring your internal thoughts that you’re not worth paying for, or your worries that your prices are too high.
I’ve got a free pricing course that can help you set your initial prices or if you’ve hit a plateau, how to raise them too.
Start here: <www.LuckyBitch.com/Pricing
It has my word-for-word scripts on how to have those awkward pricing conversations whether you’re just starting out or you want to go to the next level.
Have yourself a lucky day, and remember: it’s your time, and you’re ready for the next step.
Did you miss last week’s post? Read it here: Three Business Tech Tools I Can’t Live Without