One of the most common questions I get asked is how to know how much is too much when it comes to free value. And I have to give my wishy washy answer….it depends. It depends on your business, what your goals are, what you are leading up to, and more.
What I can say is that your intuition can be a powerful tool. If you start to feel icky like I did about providing something free then it’s probably time to reign that in. Truth be told, my Instagram Famous Biz Babe Challenge, Load Up Your List Challenge and several Masterclasses I did this year ALL should have been paid offerings. Every single one. And participants told me that!
Today what I want to talk about is some guidelines to help you determine where to put on the brakes when sharing. Have you ever noticed that lately all of the posts in Facebook groups seem to be rah rah post without much substance? They are getting you excited and reeling you in without really giving you much and it works. I’m not suggesting that but I am suggesting trying the next few options.
1. Give them the Step 1.
This is something you will typically use if you are doing some kind of launch and the rest of the steps and questions are answered in the program. Show them how damn amazing you are and some results by giving them that first step so that they are hungry for step 2.
Example: How to take that first step toward financial independence.
Make sense? It’s a great teaser!
2. Talk about results already achieved and a couple tips about how you got there. Don’t give away the entire how.
This is a great one to combine with story. If you don’t know already story sells because it creates relatability, and everybody wants to feel like they aren’t the only one. When you talk about your story or someone else’s and the results they achieved, it gives hope and shows that you know what you are doing. It’s facts without tips. It creates interest. Give some information about how that result was achieved but keep some of the information back if you are going to be selling it in a product later.
Example: My client’s journey from frazzled mom to six figure coach.
3. Shed light on a problem or something new and exciting and then give insight but not the whole fix or how to.
One great way to give value is to inform or shed light on something. It can show expert status which is the gold at the end of the rainbow that we should all be striving for and give people something of value that they can run with. You shed that light and then you give just a few tips or fixes to help move them forward. Now if it isn’t anything you are going to be selling later, you COULD leverage this technique to really look like a Rockstar!
Example: Why Instagram was just listed as topping the charts as THE social media platform and my top tips for leveraging it.
4. Give them the framework. In other words, give them some tips without the “meat.”
I’m going to start with examples on this one so it’s clear how it looks.
3 Ways to Make $5K
How to Make 6 Figures with Affiliates
How to Create a Funnel on Autopilot
So let’s get real here. Nobody should give away the information within these topics for free. That’s what coaching and 1:1 attention is needed for.
Let’s use the first one as our prime example. You can give people the framework for making the $5k but not the nitty gritty. For instance (all hypothetical), post in Facebook Groups 100 times a day, cold call 200 women on Saturday, etc. But….you don’t tell them what to post nor what to say. See how that works? That’s the kind of thing they should be paying you for.
While it can be overwhelming sorting out what should and shouldn’t be free, there are techniques you can use to make sure you aren’t giving away too much. Providing value is part of the necessary game in the online space so that people know what you can offer BUT it does not mean that you should give away all of your knowledge for free. If you pay close to attention to 7 figure entrepreneurs when they do launches, they are not giving you the meat and potatoes….just teasers with some applicable tips to reel you in and it still feels like you’ve hit the jackpot.