A traction offer.

Free, pick your price.

Lost chapter, author note.

I removed this upsell because I thought some businesses might lose money doing it,

since they wouldn't be able to close the upsell that makes this profitable.

But with skill, it's a great goodwill play that makes money and generates leads.

June 2020, Austin, Texas.

I could see the Texas heat bouncing off the hood of the car as we drove. The roads were empty, not a car in sight. It was like driving through a ghost town, except the town was our home. It was in the thick of COVID-19 lockdowns. As Layla and I were driving back from the pharmacy for some goods, we saw a young girl on the side of the road frantically waving a sign. Free car wash. Intrigued. I said, I wonder what the deal is. There's got to be something. Want to check it out? Lila obliged my whim, as she had done many times in the past. She knew just how much I love going through sales processes. So I turned the wheel of the car toward the girl and headed up the ramp next door. Around the bend, we rolled our car to the main car wash lane. As we pulled up, a man stood in front,

his seat in the shade. We came to a stop and rolled down the window. He pointed at the pricing

trot and exhaled his spiel, which it became clear he'd already done hundreds of times already that day.

The standard wash is 100% free, but we're accepting donations on behalf of the staff to help the guys

feed their families and get through this. We accept cash, credit, and Venmo. Then he shut up and said

nothing. I got the hint and took out a 20. Looking at the pricing board, it was more expensive

than the most expensive automated watch they charged for even during normal conditions. He grabbed the 20

and gave me a ticket and waved me on. I'm always pro-business and I always will be. I felt great about helping a group of working men out. That being said, it had a very different feel than any normal purchase. Normally, we buy things and don't think much past the transaction. In this instance, my purchase was funding something great, the American dream. As we went through the car wash lane, I couldn't shut up about it. I was like, how great was that? Goodwill, lots of new business, cash flow and high margin service? Brilliant. I'm definitely figuring out a version of this for gyms. And in the middle of COVID, our gyms began using this scripting in their sales process and it worked wonderfully. People who couldn't normally close were able to get an average take of about $99, which is more than the average low barrier offer.

It was splendid. I'll give you the details about how to do it below, and you can apply an offer like this to attract new customers.

Description.

You market the promotional offer is free.

When the person gets to the checkout, you give them an offer to pick their own price.

They'll explain the benefits of

investing more equating to higher investments and their own results. If they're after results,

the more they pay, the more they will pay attention. Examples, lemonade stand, offer, free lemonade

...