ask a question related to them that will lead into the service that you are selling.
invite their friends
don't sell them
"btw do you know anyone who is looking for XYZ"
"because I am opening a few slots to help people do that."
make it free
but with three obligations
you actually use my service
you give me good feedback on it.
you leave a killer review, if you think I deserve one.
still need to do a really good job because even though it's "free" doesn't mean the value should be bad.
Conversation Scripts
Script 1
2. "Do you know anybody who is (Describe their struggles) looking to (Dream outcome) in (time delay)?"
3. "I am taking on 5 case studies for free because that's all I can handle."
4. "I just want to get some testimonials for my service or product"
Script 2
"I have a customer named (XXX) work with me to get (dream outcome) even through she (describe struggle)"
I would like to get more testimonials to show it worked across different scenarios.
Does anyone you like come to mind?
3. Does anyone you hate come to mind?
I helped (type of customer) get (dream outcome) in (time period) without effort and sacrifice and I guarantee (XYZ) to decrease risk
if someone won't work with you even if it's free
there are must be hidden costs of the thing you are offering.
if you can eliminate those while working for free, you can be that much more valuable compared to the guys that still charge people but have those hidden costs
start back at the top of the list
and try again if you don't have 5 customers, but most likely you will
Start charging
once people give you referrals, then you know you are good enough to start charging.
go back to the original Script 1 and ask
"I am taking on 5 case studies for 80% off because that's all I can handle"
after 5 more customers, change that number to 60% off and so forth till you hit your customer limit.
Cherish your free customers and make sure you respect them just as much as the paying customers who came later.
Keep your customer lead list warm
keep checking in like a friend
post more testimonials, interm stuff, and customer success.