17d • Biz Education
Don’t Discount
When I hear the words never discount I don’t agree.
To get new clients in the door it’s one of the most effective and easy strategies you can use.
You pay 20-50% to get a new client that could lead to $1000’s of dollars in revenue for you. Yes. I’ll take that trade everyday and twice on Sunday.
Is that different than me paying upfront for an ad and getting a client?
There’s a cost to everything.
But what I don’t do is negotiate on my price.
For example: I offer a $30 off for their first visit. And they are interested but then ask “is there anyway we can do it cheaper” I will not at that point say “sure, i can do that.”
Me making a first visit offer is not the same thing as me having flexible pricing and being negotiable on my pricing.
One option you can do is not to discount but to downsell.
Offering a different option that isn’t as much. But it’s not the same product or service.
“If $170 for 90 minutes is too expensive. We can just do the hour? It’s only $150 or keep it to 30 minute for just $100.”
The other 2 options are my Full price but their total cost is less than my original offer.
They are not as good of deal, so sometimes the customer may go back to the original offer.
Sometimes they may choose not to do it.
Once we present a price even if that price is discounted. We are no longer going to negotiate on that price. But we can negotiate features, levels of service or even creating payment plans to make it less upfront.
We can also add value on top of that helps but after we present the price we are firm on the price from there.
it’s at this point we no longer discount (ideally).
Knowing your number matters here.
You may have done this. That’s fine. You can draw the line whenever You want. And at that point they may choose not to do business with you.
That’s rarely the problem. Problem is not having enough leads coming in to replace the people who can’t justify your prices.
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Don’t Discount
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The Unreasonable Life is a community devoted to helping Massage businesses become profitable, sustainable and centered on service, purpose, and legacy
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