Why I Work For Free
In this ever-evolving digital landscape, there’s a paradox we can’t escape—the freemium phenomenon. Also called the gift economy; it’s the notion that people have come to expect of online services like Google, Maps, Youtube, Facebook etc. to be free or at least offer a “try-for-free”. No wonder you often hear a client say: My nephew can do that for free. Undoubtedly, his nephew is a wiz with the free options offered by Canva.
Enter Adam Davidson’s book, “The Passion Economy: The New Rules for Thriving in the Twenty-First Century.” In this insightful read, Davidson explores a unique perspective for thriving in this paradoxical landscape. He argues that finding your niche and embracing your passion can set you on the path to success.
So, how do we reconcile the gift economy with the need to make a living as entrepreneurs in the service sector? Here’s a thought: consider a free trial or free sample work as the “cost of marketing.” Just as you’d invest in advertising to reach potential clients, offering a taste of your service is a marketing expense. If you stop to think about it, entrepreneurship has always been about doing all the hard work upfront. But soon the business reaches a critical mass and to sustain it takes less effort.
Here’s the kicker – instead of focusing on numerous small clients, aim to hook the big fish. Maybe the fish metaphor is not a good one. Aim to get a big fat cow that can produce a bucket of milk on a regular basis. If you consider the cost of marketing to be proportional to the value you associate with booking a big client, then doing a free trail should make perfect sense. How often have you found yourself saying to a client (or to yourself): I wish I can show you. You should do just that!!!
In the service sector, the gift economy and the freemium paradox are here to stay. However, with the wisdom of “The Passion Economy” and a shift in mindset, you can thrive and navigate this landscape successfully. Be clear and upfront with clients that you would rather have them spend more money more regularly with an ongoing campaign. And that you want to lead them to understand the merit of building a partnership. Also that you are willing to do a free sample, at your own expense to help them see the light. Embrace the idea that offering free trials is an investment in marketing and use it to attract bigger clients who recognize your value – who love you for you. Be clever in sussing out if your client “gets you”. Secretly, this is not so that potential clients can audition you, but more for you to audition them.