first-appt discount...

[So cute krissy]

Hi!

I'm an RMT from north of Dallas, TX, and I just joined this board. (What a great board, btw! LOTS of interesting info, and well-categorized!) I've been an RMT for a year and a half now. I massage part time (12-18 hrs/wk, though some weeks can be 20+, depending on business). My practice is split between my home studio and the clinic of the MT school I went to.

Anyway, I thought I'd pick everyone's brain. I don't charge less for someone's first appt. To me, I think it encourages the "shopping around" mentality, and almost discourages repeat business. For those of you who ALSO hate first-time discounts, I'd like to know your reasons, just out of curiosity.

Thanks!

Cheers,
--Jyoti

 

[Pompal 09.]

I don't care for them either, and have never used them. I am looking for clients who value a good massage, not a cheap(er) massage. Same reasons as you, Jyoti. And you know what?........I read the massage ads in my local weekly paper every week, just to keep up on what is going on, and however silly it seems, I just would never go to the cheapest deal out there.....they must not be "good", and I should know that what a therapist is charging, really has nothing to do with their experience, qualifications, and skills, but the cheap, $35 introductory massage make me want to look elsewhere. Kind of like getting a quote for getting your car or house fixed, and taking the middle one.

Personally, with my business, I prefer to reward repeat clients. And, as a consumer and client, I would probably be ticked off to learn that my therapist could afford to be giving $10 discounts around town. I also think that it devalues our work a little, to be offering discounts. I prefer to be associated with the medical profession, than with the local shopping mall.

Noel

 

[mcafton]

First appt. discount

Happy Holidaze!
I am also of the opinion that a first appt. should not be discounted. If you are doing therapeutic massage on someone, the first visit involves history taking, posture eval, etc. Many docs, Pt, etc. charge extra for the first visit as it is longer and more involved.
I have only given discounts lately to those who purchase packages of 5 or 10 sessions. It was worked very well and clients like the fact that there is no transaction after their massage, they can just rebook and wander off.
There is sales research out there that states that when giving discounts the customer is not loyal, only looking for the next discount.
My 2 cents,
rubmyster

 

[Your Next Ex Wife]

I have built my business on discounting the first visit as well as giving referal credits. It gives people extra incentive to try something or someone new. Yes I get people shopping around but I also get the serious ones too. What is so bad about shopping around? Perhaps someone is getting massage from someone else in town and they see my coupon and take me up on it. Perhaps they will like my work better than the other place they were going. Then there are the newbies to massage. They really need a good reason to come in. I cant tell you how many of my clients never had massage before they came in with a coupon. It is a free market. They may come in because of the coupon, but they stay with me because of my personality, friendliness, and massage work.

My new client special is just that, for new clients only and it is stated clearly on the coupon. Massage costs a chunk of money and many people arent willing to take a chance on something or someone they are not sure about.

 

[nivea]

I have had a couple of clients that came to their first appointment with a coupon/discount, since that first session they have NEVER paid full price. They waited until another coupon or discount went out to book another appointment.

That taught me a valuable lesson, now I only send coupons out to my clients on their birthdays, and I sent out a client appreciation coupon with my Christmas cards.

I now offer a maintenance program to my regulars for their monthly or weekly business. I've had more positive feedback and results on this than any discounts or coupons I've offered in the past.

 

[bluemoonmemory]

I do not offer coupons freely to regular clients. I do offer packages at a discount to my regulars. If I gift a client, I do not want it to affect my bottom line. I would rather tack on an extra 10 or 15 minutes than give them a discount. I have seen clients decide they like longer sessions and they make the switch from an hour to 90 minutes because I upgraded them.

In November, I did an off site paraffin dip. I charged $5 for the dip and gave my current clients a coupon for $5 off their next visit in my office for any service over. $30. I had sent a mailing out to all my clients. I sent out about 200 postcards and had 8 clients come in from it. I also dipped about 6 others who were friends of my clients or customers in the store I did the dipping.

 

[juank243]

I have had a couple of clients that came to their first appointment with a coupon/discount, since that first session they have NEVER paid full price. They waited until another coupon or discount went out to book another appointment.

That taught me a valuable lesson, now I only send coupons out to my clients on their birthdays, and I sent out a client appreciation coupon with my Christmas cards.

I now offer a maintenance program to my regulars for their monthly or weekly business. I've had more positive feedback and results on this than any discounts or coupons I've offered in the past.

This is very similar to my experiences. Discounts seem to just bring in those that value the discount more than the massage. Not the type of clients I want to bring in.

The maintenance plans work great for me and my business. I feel it gives you a steadier clientel - therefore, a steadier income. I rarely experience a slup.

Like Christine - I would rather offer additional time than a monetary discount. Many times it does lead to the client booking a longer session on a regular basis.

 

[Pompal 09.]

I do think Great Lakes brings up a good point.......there are a lot of people out there that value a good massage, but don't have a regular therapist, and also don't want to risk their 50 bucks on a mediocre massage. I have certainly been in that position, and instead of going to someone I didn't know.........I didn't go anywhere.

If/When I find myself advertising again, I will seriously consider having a money-back-guarantee.

Noel

 

[i <3 books]

I dont just put this in any advertising I do. I put it on my biz card and in all my literature. In bold letters right on the front page. I write my own brochures and newsletters, so it is easy to do.

I highly recommend naming your website yourcitymassage.com OR having it in addition to a website named directly for your business. I scooped up the dot net domain as well.

 

[320x200]

I have rarely used any type of discounts in my practice, however, this year we are starting something new, because we are shifting the focus of our practice (we're multi-diciplined and hoping to shift to more like 90% massage); mainly because we have a bit of time to test it out.

We are mailing two gift certificates for "1/2 off the first massage at our office", along with a "Welcome to the Practice" letter for each new client that comes in. The idea is that if someone comes to us, it is almost always by referral. What better way for this new client to refer another person to us, than to provide them with a GC in hand?

I think it makes a lot of sense to give people the chance to try you out, and see what they think.

I like what GreatLakes said about building the business off this and it seems like it is worth the consideration. I also like the idea of "perks" for old clients to be an "additional" amount of time, rather than a discount on what they get.

Lastly, I have never used maintenance plans or packages, though I see that they work for a lot of people. I don't think there is anything wrong with those, just that for my particular set-up they haven't found a place yet.

More thoughts from all, please!

 

[Ashwin]

Right now I do offer a discount for first visits: 1 hour for $35 (price of a half hour). I opened my practice in October and this promotion has been very helpful in getting clients, many of whom never experienced massage. When I get to the point where my schedule is full, I may not have to continue this offer but right now I'm building up my practice and its been helpful. One woman who saw my ad in the community paper has become a regular and she's already referred 4 people thus far.

I absolutely understand the concept of not devaluing our work but I agree with Great Lakes in that it is less of a financial risk for those unsure people. Also my offer is only good on the first visit (I believe my rates are average for the area). After that its regular pricing unless they sign up for the maintenance plan.

Regardless of how we get folks in, we need to provide a good reason to continue with us and that comes down to OUTSTANDING CUSTOMER SERVICE! :mrgreen:

 

[HOT 1]

You might think about varying your approach depending on how much you need clients. A more mature business, with a decent amount of clients, probably does not need to offer first time discounts. Their time is worth more to them.

But a new business wih few clients may be more willing to trade their time as an advertising expense to grow their business quicker.

I personally think it is best to develop a unique business advaneforum.xxxe, that is not price based, that is very alluring to a target market of clients.