One of my newsletter readers recently wrote me with this question:
We are often asked for “advice” or asked “can I pick your brain?” which often ends up being far more than just one question. These kinds of inquiries often are more like consultations. How can we stop giving away our valuable experience for free?
This is a wonderful question—one that I know a lot of us can identify with. First of all, when people corner you and ask for “quick” free advice, it is because:
- They truly don’t understand the complexity of what they are asking
- They are in their own world and unaware of how much time this is really taking
- They don’t know you offer consultations on this exact issue
- They are simply trying to get something for free.
Or any combination above. The first rule of thumb is to set an external deadline. “I have about five minutes before I need to go/ meet so and so/ make a phone call”. Yes, of course we can simply say that we are only going to give them so much “free time” but this often feels uncomfortable. So coming up with an external deadline makes it easier, even if you fake it.
But here is some food for thought. When people ask for free advice, it is really a marketing opportunity. Think of them actually saying, “Are you really an expert on this? Can you really help me? Please educate me on how to use your services.” Instead of saying all of that, they simply ask you a “quick” question.
So try this response. “That is a great question. It is something I consult with people on all the time. When I meet with them, I cover these related issues….. I bet you can see how these issues all inter-relate. Do you want me to send you my latest newsletter?”
For example, if someone asks me a “quick question” on how much money they should charge for their service, I respond this way. “That is a really good question. I do a lot of rate-setting consultations, as you can imagine. In a two hour session we cover issues like how to go about the research, what differentiates your service, and what are the underlying emotional issues that may be getting in the way. Then we develop an actual strategy to raise your fees. Do you want me to send you a great short article I just wrote on one of these aspects?”
The point of your response should be to:
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Establish your credibility
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Educate them on how to work with you
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Create a connection (if you want one)
I hope that helps. What thoughts do you have on this important topic? How do you respond when people want a “quick moment” of your valuable time?
I like the answer of offering to send a recent newsletter to the questioner as an answer to this challenge but what if they are already a subscriber? That happens to me more often than a random query.
Here’s what I do:
“Dear So and So,
Good question, and it deserves a discussion. I offer situational coaching which can cover (insert topic) or any other related question you might have. Situational Coaching is an hour on the phone, a week of ensuing email and a deck of Confident Women Coaching Cards for $100. I have found that this offering works well for inquiring minds (such as your own!) and past clients who need a jumpstart back on track. If you are interested, please forward on a few date and time options so we can get started. Etc. . .”
Those who are serious take me up on it. Those who are simply looking for free help with no intention of paying for anything generally move on. For me, this method allows me to stay in integrity with myself and the value I offer while also modeling this to other women.
Again, you hit a topic right on the head with a very cool hammer. Thank you!
Dear Mikelann,
I just LOVE your advice. This is a really tricky one. And though everyone knows the real questions behind – at least me, I asked people myself, without the awareness, why I was doing it. Sometimes I was afraid, I could not afford the service. But also when people asked me for advice, it was always a relief to tell, what it would cost. So they could decide, if they wanted my service.
I will try out your answers soon. And I am finally in the position to do so.
Sorry, I have to use this comment to say I finally made it into self-employment after years of oscellating between what other people thought is good for me (having a good job with a large company) and what I know is good for my (-: I love to be autonomous, doing lots of different things, having employees and all the rest.
Now I really feel like I belong here. Thanks for your support.
Susanne Breul, Dipl. Ing. Architect
I created a short e-book for new consultants addressing this issue–“Everyone wants a FREEBIE”. After teaching new entrepreneurs for a decade I find that new consultants and coaches are always fielding the same questions and requests for free help. I wrote the e-book out of my own experiences as well…and what happens when friends realize your time has a market value.