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This article is an excerpt from the best-selling electronic book "Your Move: The Underdog's Guide to Building Your Business." The electronic book is based on the more than 10 years of experience of the author Ramit Sethi in the growth of a multi-million dollar business. Get your copy of the book here.

When my business started to work well, my friends would say to me: "Ramit, can you give me a free course?" And I always said yes.

I grew up in a culture where you help everyone you can, for free, and you do not expect anything in return. If you are a college counselor, that means you are watching all the college admissions essays of your nephews and nieces. If you are a doctor, it means that you can count on your aunt to leave you the x-rays for your second opinion. And if it sells information products, it means that it gives them access, without questions.

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I never cared to give them access. I was not worried about "capturing all the income". Also, it really did not cost me anything to add another email address to my user list, so why not?

But ... I would always track to see if they connected. Can you guess if they did it or not?

The answer is: of course not. People value what they pay.

This sounds so obvious, but I did not internalize it until this happened again and again. I gave them a free $ 2,000 course, they did not even register ONCE. After a while, I began to feel a bit resentful. This is my business. This is what I do and they do not even take me seriously.

I tried to find creative ways to get them to put some skin in the game. It was important to me that they did not think I was greedy, that it was all about money. But he also wanted to be taken seriously! I tried to get them to donate 50% of the sale price to the charity, and I would give them the course.

As you can imagine, that was a disaster.

Finally, I gave up and every time someone asked for a free program, he said: "Look, I want to give you this material, I know it can help you, it's not about money, it's about my experience, if people do not do it. they pay, they just do not value it. "

I told him, "This is my way of life, this is what I do for a living and I am very good at that, so if you are interested, I will be happy to open a space in this course. I'll open one, but I'd have to ask him to pay the full price, like any other person. "

What do you think that happened? Most people who wanted it for free left. But the people who said, "It's okay, I'll do it," they observed each of the lessons in the course. And that changed everything.

Remember: people value what they pay.

"As we approached the final part of the call, the prospect said, 'Alright, I've already come out a lot today and I know I want to work with you.' Then I proceeded to comment on my recommendation and what it would be like to work together: a contract of 3 Then, the price: $ 2,600 EXCEPT, not only did they not blink, but they secured $ 2,600 PER MONTH for 3 months, totaling $ 7,800, what? !! I could not believe they saw that value in me. However, they did it. " - Jessica E.

I can tell you from our own data that, of all the people who receive our free emails, the people who actually bought a product are 5 times more likely to open it than those who have never bought.

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Think about that: on many of my payment lists, I have an opening rate of more than 100%.

That means that they are opening all emails, more than once, while the typical rate of opening emails in a typical list could be 15 to 18%. It is a big difference.

Understand that people value what they pay. It is not doing them any harm to charge them, in reality it is providing a deep service to the people who want to act.

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You need a netflix account for free , its so easy.just complete the survay .

Step 1 :

This article is an excerpt from the best-selling electronic book "Your Move: The Underdog's Guide to Building Your Business." The electronic book is based on the more than 10 years of experience of the author Ramit Sethi in the growth of a multi-million dollar business. Get your copy of the book here.

When my business started to work well, my friends would say to me: "Ramit, can you give me a free course?" And I always said yes.

I grew up in a culture where you help everyone you can, for free, and you do not expect anything in return. If you are a college counselor, that means you are watching all the college admissions essays of your nephews and nieces. If you are a doctor, it means that you can count on your aunt to leave you the x-rays for your second opinion. And if it sells information products, it means that it gives them access, without questions.

I never cared to give them access. I was not worried about "capturing all the income". Also, it really did not cost me anything to add another email address to my user list, so why not?

But ... I would always track to see if they connected. Can you guess if they did it or not?

The answer is: of course not. People value what they pay.

This sounds so obvious, but I did not internalize it until this happened again and again. I gave them a free $ 2,000 course, they did not even register ONCE. After a while, I began to feel a bit resentful. This is my business. This is what I do and they do not even take me seriously.

I tried to find creative ways to get them to put some skin in the game. It was important to me that they did not think I was greedy, that it was all about money. But he also wanted to be taken seriously! I tried to get them to donate 50% of the sale price to the charity, and I would give them the course.

As you can imagine, that was a disaster.

Finally, I gave up and every time someone asked for a free program, he said: "Look, I want to give you this material, I know it can help you, it's not about money, it's about my experience, if people do not do it. they pay, they just do not value it. "

I told him, "This is my way of life, this is what I do for a living and I am very good at that, so if you are interested, I will be happy to open a space in this course. I'll open one, but I'd have to ask him to pay the full price, like any other person. "

What do you think that happened? Most people who wanted it for free left. But the people who said, "It's okay, I'll do it," they observed each of the lessons in the course. And that changed everything.

Remember: people value what they pay.

"As we approached the final part of the call, the prospect said, 'Alright, I've already come out a lot today and I know I want to work with you.' Then I proceeded to comment on my recommendation and what it would be like to work together: a contract of 3 Then, the price: $ 2,600 EXCEPT, not only did they not blink, but they secured $ 2,600 PER MONTH for 3 months, totaling $ 7,800, what? !! I could not believe they saw that value in me. However, they did it. " - Jessica E.

I can tell you from our own data that, of all the people who receive our free emails, the people who actually bought a product are 5 times more likely to open it than those who have never bought.

Think about that: on many of my payment lists, I have an opening rate of more than 100%.

That means that they are opening all emails, more than once, while the typical rate of opening emails in a typical list could be 15 to 18%. It is a big difference.

Understand that people value what they pay. It is not doing them any harm to charge them, in reality it is providing a deep service to the people who want to act.