Part 2 - FieldGuide 

20 Free Strategies for Sales Success 

“Free” can be one of the most compelling and differentiating offers you can make to increase your sales. See if promoting one or more of these 20 strategies is right for your business.  We recommend when implementing and promoting using the word FREE that you proceed with caution. It must be a quality offer or don’t use it.  

We encourage you to gather a small group of trusted employees, vendors, friends, or associates and brainstorm FREE ideas that will increase sales yet won’t cost you more than it’s worth. The strategies below are just the tip of the iceberg. 

1.)  Free Buyer’s Guide. Consumers today don’t like to be “sold”. They want to search for information that guides them toward the right purchase. A free “buyers guide” online or at your location can uncover new prospects and help them prefer features that naturally lead them to buy your products.

2.)  Free Gift Wrapping. While it sounds simple, the word “free” in your advertising attracts attention and can be the proverbial “icing on your cake”. Engaging in conversation while the customer awaits the gift wrapping can help you uncover referrals or add-on sales opportunities. You might also choose to have a prestigious branding piece for your business as part of the gift wrap as well. 

3.)  Free Layaway. Free layaways can secure a commitment and ensure a “be-back”. Would-be buyers who are not quite ready for delivery yet might otherwise buy elsewhere when they are ready.

4.)   Free Samples. Giving free samples can be the best way to get prospects to try, and prefer, your products over your competitor's. 

5.)  Free “Rain Checks”. If you no longer have the advertised item, you needn’t lose the sale. The free rain check has the added advantage of turning a disappointed prospect into a returning customer.

6.)  Free Installations. While they can be costly, free installations are often the benefit that closes the sale. Many prospects are reluctant to admit that they don’t have the expertise, or the ambition, to assemble or install your product. Offering the free installation also allows a well-trained installer to identify other needs that you might fill while they are at the buyer’s home. 

7.) Free Upgrade or Options. Generally, the profit margins are higher in upgrades or options than in the base product. Offering a free $100 upgrade has a perceived $100 benefit to the buyer but costs you much less than that to secure the sale.

8.) Free Assembly. Your customers can be intimidated at the thought of putting the pieces of your product together. The convenience of having it pre-assembled can be a low-cost tiebreaker for you against your competitors.

9.) Free Seminar. People want to buy from knowledgeable vendors they feel they can trust. When you facilitate a free seminar, perhaps co-hosted by one of your suppliers, they perceive you to be a helpful expert. Offering refreshments or door prizes at your seminar can also be a great relationship builder.

10.) Free Returns.  These can be costly and the policy can be occasionally abused. But the confidence and trust you build by offering a free return policy far outweighs the negative word of mouth generated by a customer suffering buyer’s remorse.

11.) Free Delivery can be a huge seller. Customers are smart enough to know if your delivery is really “free” or built into your price. If it’s truly “free”, you’ll be appreciated and often make the sale against a competitor who doesn’t offer free delivery. A well-trained delivery person can capture referrals and identify opportunities for additional sales. And let’s not forget the benefit of your “billboard on wheels” being seen in the neighborhood.

12.) Free Training. If you are selling something as complex as a new computer system or a new boat, free operator training can be a huge comfort builder.

13.) Free Extended Warranty. The cost is minimal, but the perceived benefit expresses your confidence in the quality of your product and minimizes the risk for the buyer.

14.) Free Demonstration. You’ve seen these demos on infomercials, at trade shows, and in malls or markets. Demonstrating that your product sells and doing it for free attracts pre-qualified prospects. 

15.) Free Bonus Gift. A free weather cover with every outdoor grill sold, free gas for a year with every car, a free tie with every dress shirt, or free batteries for a battery-operated system can be a huge draw. Often your suppliers can participate and give you free add-ons or underwrite the costs with you. 

16.) Free Trial Use. Once a pre-qualified consumer has experienced the benefits of your product, you generally have a sale. Car dealers know the secret to selling is to get you behind the wheel in a free test drive.

17.) Free Setup. Setting up a new computer or stereo system can be overwhelming for some customers. Offering free setup not only assures you the sale but also assures it will be set up right, without the complaints and problems that come from consumers setting it up incorrectly.

18.) Free Prize Drawing. People love the excitement of prizes and random draws. The popularity of radio on-air contests and the trips to Vegas prove the value of having a chance to win. When you amortize the prize value over x number of sales, the cost per sale is minimal, and often your suppliers can give you prizes or you can form prize partnerships in return for advertising and displaying the prize(s). 

19.) Free/No Interest. This time-tested marketing tool proves the validity of “free”. Often, people don’t believe a sale offers 50% off, but they’ll flock to save 5% in interest for a year.

20.) Free Disposal of the old unit. Getting rid of that old lawnmower or refrigerator can be a problem. While you are offering your free delivery, your cost of a free pick-up and/or disposal of the old unit can be minimal.