Giving Too Much Away?
A doctor and a lawyer were talking at a party. Their conversation was constantly interrupted by people describing their ailments and asking the doctor for free medical advice. After an hour of this, the exasperated doctor asked the lawyer, “What do you do to stop people from asking you for legal advice when you’re out of the office?”
“I give it to them,” replied the lawyer, “and then I send them a bill.”
The doctor was shocked, but agreed to give it a try. The next day, still feeling slightly guilty, the doctor prepared the bills. When he went to place them in his mailbox, he found a bill from the lawyer.
It’s an old joke (thanks to Jokes Place for this version) but, as with most good jokes, at it’s core is some truth.
As service professionals, whether it’s IT, accounting, management, or other, we provide advice to clients and they pay us for it. Sometimes, we feel compelled to give away free samples to prove our level of expertise. How many free samples do you need to give away to make a sale?