How to Create a Free Gift That Converts

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by Dana on October 17, 2013

money_gift_300There are two key reasons why having an opt-in offer on your website is critical. First, it entices your visitors to give you their email address in exchange for your free gift—allowing you to communicate with and market to them over time. And second, your free gift should be one of the tools you use to move them along the “know, like, trust continuum”—ideally transitioning them from a warm prospect to a paying client. In this week’s success strategy, I’m sharing my top 6 “must haves” for creating a free gift that converts.

#1 – Showcase your expertise.

Your free gift is an opportunity to build credibility with your prospects by showing them you are an expert on your topic. We’ve all downloaded freebies in the past that left us feeling underwhelmed. Don’t let this happen to your audience. Provide them with valuable, actionable content directly related to the area they’re struggling with the most. In fact, I’ve heard people say that “it should hurt a little to be giving away such valuable content.” But trust me, the better your opt-in offer, the higher your conversion to paying clients.

#2 – BUT don’t give away the farm.

Ok, this is going to seem like I’m contradicting tip #1, but not exactly. You want to provide them with some of your best stuff, but not EVERYTHING. The key is to give away the why, the what and just a little bit of the how–but not the “exactly how.” This leaves them wanting more…and with some motivation to explore working with you.

#3 – Share your compelling story.

The quicker your prospects  get to know you, the quicker they’ll feel connected to you. And, as you’ve heard me say before, people do business with people they know, like and trust. Share the path that led you to what you’re doing now, your big “why” and be sure to keep an overarching tone of  your personality throughout. Be your “you-i-est you.”

#4 – Position the purchase.

When you deliver your content, you want to make sure you’re calling attention to the gap between where your prospect is now (what they’re struggling with and how it feels) and where they want to be. Then, you want to make it clear that why they’re in that position is that they lack exactly what it is that you offer. So you are positioning your services as the bridge to get them from where they are to where they want to be.

#5 – Give them the next step.

Once you’ve created that gap, you want to let them know the immediate next step they can take to get some relief for themselves. This could be scheduling an enrollment conversation with you (otherwise known as a strategy session, sales conversation or “get acquainted” call). Or perhaps, you want to direct them to your Home Study Program. Be sure that your call to action and the steps they need to take are crystal clear. And avoid pitching your highest-tier offerings from the get-go. Ideally, you want to select something where the investment risk is proportionate to the level of the relationship you’ve created with your freebie.

#6 – Keep it simple.

One of my favorite mantras is “done is better than perfect.” This certainly applies to your free gift. I see so many people missing opportunities to get their opt-in offer up and running on their website because they’re trying to get it perfect. If you don’t have anything out there now, pull something together as soon as possible. Here are some options to consider. And then you can always go back and rethink your offer, tweak it and update it.


I’d love to hear…Which of these tips resonated most with you?  Are you ready to get started creating your free gift? Please go ahead and post in the comments below…


Charlotte V Nash October 20, 2013 at 8:48 pm

Hi Dana, Thank you so much for this wonderful article. Dana my name is Charlotte and I’m one of your biggest fans. I wanted to know if these six tips will also work with a blog if your not into blogging for an income just yet? I look forward to hearing from you soon. Best Wishes! Charlotte V Nash

Marina October 21, 2013 at 8:36 pm

great article! I’m in the process of putting my freebie on my website, and your insights are truly useful. And validating. Yay! I’m doing it (mostly) right!
Thank you for sharing this info, helping me get my “Free Gift That Converts” from “maybe” to the 100%.