Practical Sales Training™ > How to connect with your buyer > The Free Advice Effect
What is it?
The Free Advice Effect is all about being very clear with potential clients that they can call you for advice.
Why does it work?
It works because many businesses, products and services solve complicated issues or are complicated to understand. By openly offering free advice, your potential buyer feels more confident about you being able to meet their needs and they get access to the information they need quickly without having to rely on potentially incorrect information from the internet.
How can you use it?
Depending on your offering, could you offer free advice on how to navigate your range and choose what’s right for your buyer? Could you offer free advice on how to tackle the issues your potential buyer faces? If you can, then make this bold and clear in your communication to reassure buyers they can call for a chat, not a sales pitch.
Apple’s Genius Bar is a strong example. Customers can walk into any Apple Store and get free tech advice from Apple-trained staff-whether or not they’re buying something. This open-door, no-pressure approach helps people feel more confident about using Apple products and often turns advice-seekers into long-term customers.
It reassures the buyer that they’re supported, makes Apple appear generous and expert, and creates a valuable touchpoint that’s not about the hard sell.
