Should You Discount or Give A Gift With Purchase?

Therapists ask me all the time if they should discount their services to get more clients…

My advice back is “it’s always better to offer a gift with purchase instead, when you can.”

Which is Better?
Discount Price or Gift With Purchase?

Look at the image …irene diamond's park free at OAK
Irene Diamond's gift with purchaseWho would have thought even HUGE industrial airports compete with each other for clients.

 

 

As you can see here is Oakland, California airport (OAK in travel industry lingo) competing with SFO (San Francisco) airport by offering FREE parking when passengers fly to Hawaii or Europe.

The airports know that the cost of parking is a consideration for passengers when choosing flights and does affect their choice of where they will fly from.

In the Wellness industry, our guests also are making buying decisions:

Clients consider who to choose for their service, and marketing studies have shown that providing a gift with a purchase is a great way to entice a client to say yes.

If you look at the cosmetic industry — they are famous for “Get a free travel-size bronzer, lipstick, and make up bag, valued at $23 when you spend $45 or more…”

Click Here to read more and see some examples that my wellness center offers as our gifts with purchase…

5 comments for “Should You Discount or Give A Gift With Purchase?

  1. October 29, 2014 at 12:00 PM

    Great!
    Tell us how this 1/2 off program works in your business. How do you structure it?

  2. October 29, 2014 at 9:33 AM

    We love offering 50 % off an hour massage to active or military veterans. This does two things. One, it gives back to the brave men and woman who serve our country! Two, it leads to more clients through the experiences they receive here at Irene’s Student Massage Clinic. www.irenes.edu

  3. October 19, 2014 at 2:47 PM

    happy to be able to provide you with new insight!

  4. Cathleen
    October 17, 2014 at 7:29 AM

    I like this way of doing business, I had not thought of discounting the lower price as targeting clients that cannot afford treatment.  I have often given extra time so I can offset the cost for people as they have asked for lower rates. I really like this new way of seeing the whole picture. Thanks you this, I’ve been in practise a long time and often do not realise the value of my work.

  5. August 6, 2014 at 1:19 PM

    I don’t use the “D” word any more. If a client comes to you for price, they will leave for the next lower price. Then it becomes a race to the bottom. I’ve been much more successful at attracting a higher quality of clients by adding value. That value can be a one-time or ongoing addition of time with a purchase of X amount. The key in pricing is to build in your bottom acceptable amount.Let’s say you charge $120 for a 60 minute session and $140 for 75 minutes. You can offer a First Timer’s Welcome: Get a 75 minute session but only pay for 60 minutes.This way you will attract clients who can afford the lowest of your rates by adding the value of time rather than discounting your 60 minute session. If you were to choose to discount your 60 minute session, you would attract folks who not be able to afford you usual rate.Give it a try!Warmest Regards,Denise H. WilliamsMuch Kneaded Sports Massage NYC

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