proper discount in this case?

[aznclamgrl91]

Hi all,

I have one of those dream clients, who is now very regular (He went from once every 2-3 mos to 1ce a month to now once every 2 wks. And he books out his next appts about 6 wks in advance, even before leaving after his sessions.) He has referred 2 ppl so far and I'm about to have a first session with a third. He's going to be doing some early Christmas shopping for a few of his neighbors (his whole block is like family), probably buying about 4-5 hour-long gift certificates. I don't routinely advertise package deals anymore, because I hadn't had any takers and for other reasons, but I'm happy to consider a certain perceneforum.xxxe off the total for him to make this more affordable for him. Question is, how MUCH of a discount? 10%? 20%? A certain dollar amount off each? My normal hourly rate is $70, and there's no additional charge for deeper pressure or hot stones or anything. All techniques I know are blended for one rate. So the raw # we're starting with would be 4x70=280 or 5x70=350, and he said he MIGHT have a sixth, he's not sure, so 6x70=$420. (Just to help )

Anyway, what would y'all do for this client? Thanks in advance!

Hugs,
~Jyoti

 

[Pawan J]

Is he asking for a discount? It sounds like he values massage enough to really not "need" an incentive. And appreciation for clients doesn't need to be something we lock ourselves into for the long term. How about, instead of a standing discount, offer him 10% off all of his holiday GC purchases- maybe even have a holiday GC design for the "specials." Or give him a credit ($10-15 each) for the 2-3 clients he has referred.

I have a "dream client," I don't offer her a package, but I did leave her rate the same when I raised my rates last November. Also, (since she is a woman and likes that stuff,) when I am deciding to carry a new product, I will often give her a sample for herself or her daughter and ask her to give me feedback.

 

[Judas Rusty]

mathmatically, buy 5 get a 6th free is a 20% discount.

 

[ben lam]

I agree with Breathe, I wouldn't be inclined to offer this person a discount unless they were asking. And even then, I probably wouldn't.

Here is what I've done with similar type clients:
Write this person a thank you note, thanking them for their business, and for caring for themselves and others through massage. At their birthday, or Christmas, or some holiday, be extremely generous and thoughtful with a gift, costing at least as much as 1-2 of your sessions, and being something you know they would like and use.

I prefer not to discount my massage sessions or gift certificates, my treatments already run on the low end. It is easy to buy someone gift cards, and it seems like now-days an especially heart-felt and well thought out gift makes more of an impression on people, whether its clients, friends or family.

Also, my "dream" clients get first priority with scheduling, they know it, and they appreciate it.

Noel

 

[Lisa A]

That's true, the "dream" client gets special treatment from you. Mine do. I never give "their spot" away unless I confirm with them first that they will not be using it. They basically have a permanent hold. If they call and need a short notice massage for themselves or a family member, I will do whatever I can to see them that day or the next.

They know they can always get in to see me, and they appreciate it. I do not extend the same privileges to clients who schedule randomly, unless it is convenient for me to do so.

 

[Corky]

Thanks for all the replies so far!

This client did mention that he was looking for some kind of discount if he bought all at once.

I don't very much mind discounting a little; we set our prices on the high end of my area so that we could offer incentives and whatnot without taking too much of a hit and devaluing our time. (Sure, we offer some usually-more-expensive non-standard techniques such as hot stone and medical massage that usually run a much higher price, but ppl don't get a price break if they forgo those techniques...they're paying the same $70. Basically, the $70 is there for new clients who take more time on the first visit, ppl who are not regular with massage, or those who want to "just call" when they need me...90% of my clients enjoy a $10 discount off their next session when it's booked BEFORE they leave, and for 4 wks out or less. It encourages thinking ahead and discourages the relatively-frustrating "I'll-call-you-when-I-need-you" mentality. It also encourages ppl to come every month instead of getting massage twice a year.)

I WOULD insist he pay cash, however, which he always has for his single sessions (I have a polite "cash only, please" request on my service menu on my consultation table), so I don't see that being an issue.

I LOVE the idea of offering something like a 10% discount on GCs, especially if they buy, say, 5 or more. That sounds like a good idea! (And each new client will get the consult/assessment--about 30 min--with that, too. I don't currently charge for it, but took Christine up on her sweet idea from another thread of billing what we already offer as a New Client Special.)

Another question for y'all... when you sell GCs to ppl, do you offer them referral credit for those new clients they're bringing in with those GCs? (Kinda new at the whole GC thing, as you can probably tell LOL.)

Love the ideas! Feel free to keep them coming... I'm interested in all!

Hugs,
~Jyoti

 

[KeiraJasmin]

I don't offer a new client referral bonus for clients brought in on GC, to either party. They are not marketing for me with the GC, they are purchasing a gift, at their convenience. The person coming in with the GC has no investment in my work, they have not taken a risk, they've simply redeemed a (free-to-them) session.

When a client refers a new person to me (sans GC,) I believe they deserve an incentive because, #1, they are taking a risk with their personal reputation to tell someone that I am a good therapist worth spending their money to see. #2, the new client, by seeking me out and taking their own risk with their hard-earned money, and because they are here for something other than a gift, I can presume to have a problem to work on, which means they have additional reason to rebook.

My GC clients have a less than 25% reschedule rate, and I consider that pretty good. On the other hand, people who are referred (rather than gifted) tend to be motivated to re-book, and do so much more frequently.

 

[killer peaches]

What about "gifting" your client with extra time on his massage(s) based on the number of GC he buys? So that he feels like he's getting something extra of value (which, of course, he is!) but that doesn't take money out of your pocket (since I remember your posting about $ & school concerns). Simply because he doesn't seem like money is much of an object to him, so he may not mind the spending but it would still be nice to recognize his value to you.

HTH

 

[Nemka J]

Another question for y'all... when you sell GCs to ppl, do you offer them referral credit for those new clients they're bringing in with those GCs?

For my dream clients, I give them the referral credit off the cost of the gift certificate, and that's the only discount I'll do. My referral credit is a flat $10, clinic or outcall, makes it easy for everyone.
For those once every so often clients, they just pay the gift certificate price in full.
I also find if someone does buy multiple gift certificates for family and friends, usually one of them goes unredeemed, which will balance out any discount you gave as if there was no discount. Might be a bit different with them all living so close together, but you may end up with some money for nothing