Improve Sales with a Loss Leader

Loss leaders are an integral part of sales. McDonald’s sells a double cheeseburger for basically the same amount it costs them to make it, but they turn a profit when you get fries and a Coke to go with it!

My business is consulting, which means my product is intellectual rather than physical. If I’m giving something away, it’s generally an information packet, a resource, or some advice. If you read my article on closing sales with email, you know that I generally have a good chance of closing sales either in person or on the phone. With that in mind, here’s a loss leader I ran on an internet advertisement recently:

Free Web Site Work – Tuesday, May 27th

On Tuesday May 27th, all the web site work done out of my office will be free. If you have a web site you would like updated, a project you want to discuss, or need some free advice please give us a call at the number below between 8am and 5pm.

Please don’t wait to call – calls will be first come, first served.

Our office phone: 999-999-9999

Who are you?

I’m the owner of medium sized web-design firm in the DFW area. Our focus is on web site design, maintenance, and marketing for local small businesses.

Why are you doing this?

Word of mouth is a powerful advertising tool. If we can help you and you like working with us, please tell a friend or consider us for your next project.

What can you help me with?

My specialty areas are web design, CSS, HTML, PHP programming, mysql databases, email marketing and online advertising. I have people in my office who can talk intelligently about search engine optimization and pay per click marketing as well.



Response to this ad was great, and I was really surprised at how little actual work I had to do. Most of the calls I got were from individuals who wanted to talk about ideas or just ask questions. I spent most of the day talking to prospects interested in developing web sites. The best part was that they called me!

At the end of the day I had finalized some sales, set up a new referral partnership, and scheduled meetings with prospective customers.