Its seems like an odd offer to me. It is not really significant enough to make an impact on the buyer's decision and it does get a bit harder to keep track of. Maybe I am not understanding what you mean exactly?
What I have been doing is one of the two options:
1) Discounted Trial (Not FREE!) - I start to talk to a client who is on the fence and say : "I understand that you are skeptical, rightfully so! There are millions of marketers out there promising the world to you and you don't know if I can legitimately provide the results that I say I can. So how about this, We get you signed up for your first month & i will give you a 50% discount. Instead of paying $2000 in the first month, you will only pay $1000. I will still use the same amount of ad spend and it should be enough time to get you a few customers using our ads. The only way that this offer works however, is if you commit this to me: If I deliver like I promise and you get multiple customers per month then you won't have a problem paying me my normal fee starting in month 2."
Typically my fee is 1500 + 500 ad spend. By offering them the discount I am effectively reducing my rate to $500 for the first month. I only offer this if they sign a contract that establishes the rae and that they won't haggle me afterwards.
2) A Guarantee (kinda). This is when the client is close enough that I just need to sweeten the deal a bit for them. I say something like: "Here is what I can do for you... I understand that you are skeptical. $x,xxx is a lot of money. Here is a guarantee that I can give you... As we discussed earlier, the absolute worst case scenario is that we get X number of leads and that you only generate x number of sales. If that happens then you are breaking even from this investment and the results are a wash.
So here is my promise to you: If I don't get you those minimum results then I will continue managing your ads for free until we do reach those numbers. How does that sound?
When I was less confident just a few weeks ago it was my natural tendency to go to #1 super fast even though it pulled $1,000 out of my pocket. Now I am only pulling that out at a time that the sale is getting away from me and I only throw it out there if I think that it gives me a chance to reel someone back in.
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