November 6th, 2007 by Cristina Favreau

Do you offer a free consultation, complimentary evaluation or other type of no-charge offering (where you’re actually performing a service to a potential client)?

Like many coaches, I offer a one-time sample coaching session. When I first started coaching, I even coached a select few for 6 months, at no charge, in exchange for meaningful testimonials.

So when a client told me today that she has been offering her services free of charge in order to get more experience, build her confidence and receive referrals, I understood where she was coming from. I didn’t let her off the hook that easily, though. I explained to her that this month I’d help her reduce the number hours not being paid, replacing them with paying clients.

I hadn’t realized how serious my client’s situation was until later on, when she told me she has been servicing 3 “clients” for 1 year as a “volunteer” and she has just recently taken on 2 more “clients.”

When I heard that, our conversation came to a screeching halt. The intense part of my personality grabbed firm hold and wouldn’t let go! Every inch of my body wanted to scream “Are you crazy????!!! Wake up!!!“

This woman needed my help. So when I regained my composure, I calmly asked her to describe the conditions surrounding these “clients”. She said they really needed her services, but when she told them her fee was $600 a month, they declined, saying they couldn’t afford it. Her counteroffer? She’d do the work anyways, but for free; if they had any referrals, to please send them her way.

No time line. No expiry date. No conditions. No contract. Nothing.

OUCH! Not only is she not making money, she’s severely hurting her credibility. I came up with a role-playing exercise to powerfully illustrate the gravity of her situation, in hopes she would get the point. Please play along.

I set up the scene by asking her to imagine me at her door, promoting my housecleaning services. It went something like this:

Me: Hi. My name is Cristina. I’m offering my housecleaning services in your neighborhood. I charge $15 an hour and it will take me about 4 hours to clean your house each week, for a total of $240 per month. Are you interested?

Client (after some prompting to realistically stay in character): I’d love to have the help around the house, but it’s a little beyond my budget right now.

Me: OK. How about I do it for free?

My client, no longer playing the role, said “I’d say a firm NO! How can I trust her?” BAM! Point made.

What would have been your reaction? Personally, I would have been a little skeptical, but if someone offered to clean my house for free, I think I’d jump on the opportunity to get as much free cleaning as possible.

This is exactly what these “clients” of hers are doing… Taking her for a ride.

Are you spending more time giving away your services in the name of getting more experience, confidence, referrals, testimonials or for whatever reason, than you are servicing paying clients? If so, the harsh truth is you are not a business person, you have a hobby.

The message you’re sending is “I’m not really good at this yet. You’d be doing me a huge favor by pretending to be my client. I promise you’ll like me, just let me do this for you for free.“

Desperation does not endear you. It just looks bad.

Do you need a reality check? Call me! I’ll give you 45 minutes of my time, but after that you have to pay my fee!!

Get out there and and start showing the world what you’re worth!

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If you liked this post, consider treating me to a Tim Hortons' French Vanilla coffee.

Category Coaching, Credibility, Selling Your Services, Setting Your Fee, Success |

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