Are You Giving Away Knowledge That You Should Be Getting Paid For?
by Gerry Rose, Integrity Networking Solutions,
Business Consultant
 

I got a call the other day from a friend who told me she was getting her brain picked to death.  Here is a lady with over 25 years experience as a public speaker having people call her at least once per week asking for free advice.  Sound familiar?  Would you like a system that paid for your service?  Then please read on!

At a party, a man asks a medical doctor why he has pain in his neck.  The doctor answers, “My receptionist is available to take your call for an appointment from 9 to 5 daily.  Please call my office so we can schedule an appointment to see about that neck pain.”  You might think this is too abrupt a response for you.

Many of us suffer from a common problem.  We are too kind-hearted.  That is a good thing.  We like to give it away.  The downside is that when giving it away, people do not see the value.  I have people who refer to me as their “mentor”, “coach”, or “consultant” who I have given free information.  They have never paid me a dime for my services.  By the way, it is not their fault!  It is squarely MINE!  They never paid me because I never gave them the opportunity.  I once thought that if I gave it away, they would pay me because I gave it away.  Sorry, it never happens.  Having a kind heart does not pay the mortgage or the car payment.

Here is the punch line: Tell people in advance that you expect to be paid.  That is it!  Below is a dialogue I developed after many beatings from my wife on how to collect the check.  It works every time.  Since using this, I have not given one minute of my time away for free.  Here it is:

·        “So let me understand what you want.  You want me to tell you how to market your business to realtors.  Is that correct?  (Get their answer in the affirmative.  If you have misunderstood, have them restate their “want”.  In turn, confirm their “want” with a question.)

Here is what I’d like to do: I typically get paid $250 per hour for information like you are asking for.  I will be happy to give you an hour’s worth of my time.  If you see the value of my information after the hour, you can pay me $250.  If you do not see the value of that time, you owe me nothing.”

What have I done?  I have found a way to get paid and still allow the person asking to pick my brain the opportunity to get value.  My risk is minimal.  I am creating an easy system to get paid for all of my time, showing that I have a heart.

This has led to long-term relationships.  I have cases where a question like this has delivered the first hour at $250, which in turn, became a long-term relationship valued at $5,000.

The key to this success is placing value on your time, energy, and creativity.  Giving people a free taste works when selling drugs and pizza.  We can hook potential clients by developing value.  My friend who sells a large pizza for $30 plus in Morgan Hill can give away large slices of pizza for an hour or two at Blockbuster, making back all his costs that evening.  He has created value.

Are you creating value?  You can do so with the information outlined above!