By Casey Grey
As a business, we share a lot. Between the Youtube channel, our podcasts, meetings and emails I send out, I (and we) give away plenty of information. Heck, on this blog alone I share a lot!
All that stuff I'm happy to do for free. I'm clear about that.
When people reach out though, at what point do I start charging for the knowledge and experience that I have? What do I do with people who just want personalized information and don't want to pay?
The key is to get to the root of why they're reaching out.
"Why do you feel I (or we) can help you?"
"Why did you specifically reach out to us?"
These two questions alone will tell a lot. Read between the lines. Don't just listen to the words, listen to how they say the words. If possible, watch their body language.
You don't need to sell. Ask the right questions and people will sell themselves.
P.S. You will need to ask for the sale as well :)