How To Build Trust In Business — Reverse Engineering The Sales Process | TBS #084

Free work is such an underestimated marketing tool, because everyone is too scared and too lazy to actually go out there and deliver massive value and take the risk of not closing the sale.

But what can I say: No risk, no fun.

I’ve got some of my best clients from doing free work without asking for a payment upfront and a lot of my friends who are successful in business do the same. Stop holding back your value.

I’ve got a friend in the video animation business who does the first video for free (or at least a free logo animation for free) and his prospects are so happy that they hire him for 3-5 more projects.

Plus they refer all their friends because they’re so happy.

When you’re bootstrapping a service business you have to reverse the risk, take losses and add massive value. If you are trying to build a service business and are still struggling, it might be because you’re not doing enough free work to build business relationships.

It’s also funny because last time I talked about this I got a ton of dislikes on the video. It shows me that some people are just not in the right head-space. They want quick money for minimum work.

If that’s you, it’s probably best to get out of business.

No offence, but in business YOU are the one providing value.

And if that requires providing value and working for free without getting paid for a while, you need to take that into account.

Also if you do the long-term math you’ll make much more money doing this, given the life-time value of a B2B customer. So you’re actually draining your bank account by not doing free work.

Just my two cents.