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I did post an article but it was removed by this site's administrator because they felt I was soliciting sales for Mr. Beckwith's book. Sorry :(
I haven't started my practice yet, but I've been informing myself a lot in regards to this because I also help my girlfriend with her services-based office. I'm actually looking forward to using generous discounts, especially the volume packages, when I start. The reason is because I want to fill up my schedule from the beginning and have the chance to reach a lot of clients, and giving them a really good deal price-wise is one of the best ways to bring them in initially. The volume deals in particular are great because then you have a few opportunities to demonstrate the value of your service, and avoid losing all of your reduction on someone that would never have came in anyway and would never stick around after that anyway.
Hi Willows of Saturn: Be careful with that. Once you offer generous discounts it is hard to get clients to want to pay regular prices. Also, the huge discount deals typically draw in the type of clients you don't want, i.e. the ones that are discount shoppers and don't pay for regular priced massages. They are not ideal.
willows_of_saturn said:
I haven't started my practice yet, but I've been informing myself a lot in regards to this because I also help my girlfriend with her services-based office. I'm actually looking forward to using generous discounts, especially the volume packages, when I start. The reason is because I want to fill up my schedule from the beginning and have the chance to reach a lot of clients, and giving them a really good deal price-wise is one of the best ways to bring them in initially. The volume deals in particular are great because then you have a few opportunities to demonstrate the value of your service, and avoid losing all of your reduction on someone that would never have came in anyway and would never stick around after that anyway.
Well it would be more important to be able to gauge it just right if you would be accommodating a larger group and one that would most likely work with what you need and what is being required of you.
It would ultimately depend on the management who will handle everything anyway so better pass the responsibility to judge on those who are more keen to getting things done.
There is a certain truth to the statement "you get what you pay for". Many people want a good massage and the price of the session is not their top concern, especially if it's a matter of only a few dollars. And these are the clients we want, not the discount seekers, as Tonya points out.
So, given that, what's the marketing message that an MT is sending if they always offer discounted session? To me, it comes across "probably not a very good massage"!
I have a full practice. In my own practice I have never offered discounts. I never try to sell anything. In today's world we are bombarded by sales, sales, sales. I try to create a space where there is no sales pressure what so ever. But what I DO do is give the client in front of me my undivided attention. And I create an inner belief for myself, that I project, that I am neutral. I try to have no judgement about the body, thoughts or spasms my hands encounter. I kick back and observe without judgement. I find the more neutral I can become, the better results my massages produce. I never offer for a client to rebook. I have a knowing that the people that would like to come back or need what I have to offer will rebook. Offering discounts creates a space where SALES happen and I think removes neutrality because you are hoping for an outcome--the rebooking. I have massaged some clients for over ten years. So that is my advice to a new massage therapist. Give undivided attention to the client before you and be neutral with what you do with that attention. Good luck to you.
IMHO, the key behind offering packages is making certain those sessions are truly priced correctly for your practice and aren't putting you in the hole. I have my prices set so even the package I offer with the largest discount still affords me the session price I need to meet all of my expenses plus produce income. Once I determined that amount I based all my other package/program prices accordingly. I sell quite a number of packages and am happy to do so.
FWIW, I'm neither the highest or lowest priced MT in my area even when you factor in my package with the biggest discount. While it is true there are many clients shopping for the lowest price not all of them do. Clients become regulars because they love your work.
Yep...after over 20 years doing this, I am completely finished with the whole discount "thang"...it does not pay off, and I have felt chronic resentment and overwhelm, for years, as a result. The lights have finally come one! I would offer the standard *slightly* lower-priced package--mostly targeted to clients who like to be organized and efficient with how they spend their money--NOT to woo clients.
I am worth $X per hour. Period. You don't agree? Fine. There is surely a lower price point out there for you. Be well. :-)
I want a strong, positive, feedback loop of appreciation and giving with my clients. No waffling. If I don't ASK for that, I will never have it. It's that simple.
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