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“I give it to them,” replied the lawyer, “and then I send them a bill.”
The doctor was shocked, but agreed to give it a try. The next day, still feeling slightly guilty, the doctor prepared the bills. When he went to place them in his mailbox, he found a bill from the lawyer.
It’s an old joke (thanks to Jokes Place for this version) but, as with most good jokes, at it’s core is some truth.
As service professionals, whether it’s IT, accounting, management, or other, we provide advice to clients and they pay us for it. Sometimes, we feel compelled to give away free samples to prove our level of expertise. How many free samples do you need to give away to make a sale?