Scholarship / Hardship Program

This can be offered with a number of the strategies listed in this document (Down-sell, lowering the barrier of entry, etc.). Before you offer this, understand your margins. If you know you have 50% margins, you know what you can afford to give away as a "scholarship". A good time to do this is after a down-sell does capture the prospect into your business, but after a reasonable period of timeā€”for example, one week. You can call the prospect and say that you offer scholarships and that <your partner> (choose someone plausible) suggested that you would be a good candidate for this scholarship program.