There was an article on HN a few weeks ago about a guy who was selling something I don't remember. But he used to sell books. And when talking about piracy he asked the audience who did not agree with him "how many of you are fanboys/fangirls of an author and will buy everything that person makes" which was followed by "how many of you bought the anything made by that author as your very first introduction to him/her as opposed to borrowing it from someone, reading it in a library, pirating it and reading it, etc...?"
People understand the value of things. If you give people something they value and want more of, they will gladly pay for it (the value that they see it's worth) because they want you to keep producing. They know if they stop there will be nothing new. So the end-goal is to make people see the value you produce (even if its giving them that thing for free) because instead of instant-value you will get long-term customers.