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I often get asked by clients and others, Isnt the word free overused in advertising and isnt there a better word, and doesnt it attract the wrong type of patient?Wow... That was a mouthful.I can attest to the word *free* being the most powerful word in the English language, when it comes to advertising.Why? I use it all the time and I find, when its left out, results drop.Listen, anytime you can offer something of value, for free, to get more people reading your ad, do it!As you might imagine, there are some rules to follow. Here are a few for you to keep in mind:1.) Message-to-Market Match: Free Thing has to be relevant to the prospects receiving it. Often best if they (the prospect) has requested it. (Lead Generation Advertising - getting prospects to raise their hand and then delivering a laser-focused sales message).2.) Message-to-Media Match: Free Thing has to be advertised in media choice (mail, radio, TV, etc.) that is relevant to targeted prospective patients.3.) Thing being offered is of value.4.) Tight deadline to respond.5.) Preponderance of proof (i.e. Testimonials).There are other rules, but this is the starting point. Usually, a *free* offer will out-pull an offer associated with a cost of some kind. However, if the service or product being delivered is of high-perceived value, prospects generally suspects therell be a hook of some kind in order to get the free thing advertised.I like using *free* in situations like this: Buy 1, Get 1 FREE! Or, I also like: FREE Exam and X-rays with simple cleaning.So, in short, no, its not overused. Prudent use generally leads to profitable use. In my book, there isnt a better word, unless its the prospects first name (e.g. Bob, Call Today for a FREE _____.).Does it attract the wrong type of patient? Heavens, NO!We attract new clients to our advertising practice every single day of the week utilizing, and I believe prudently and smartly so, the word *free*. You, if youre reading this, you are EXACTLY the type of client we like... So, in my world, *free* is a very good word and it attracts the type of clients we want... based on demographics, need, and location.Human nature has been coded to respond to *free*. Im not sure why, but it just has been. Even smarty pants MBA-types whove had it drilled into their heads, and who supposedly know better (theres never a free lunch, right?) respond. My conclusion: Use it wisely and as often as you can.
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