Why giving discounts is bad news for your business
NO SALE!
We’ve all had it, that client looking for a deal… “But trainer X charges this much”, “Walkies down the road do an extra walk at a discount”, “I bought this lead off eBay only for £5”. Everybody loves a bargain. But you are not trainer X you are not walkies, you are not the seller on eBay.
Now you could say I’m under a little bit of a dilemma – as I do give some ‘introduction offers’ and lots of freebies. BUT this isn’t the freebies you think and an introduction offer is very different to an ongoing discount.
I also will offer rescue discounts and at one time provided discounts for those out of work – but this is very different. It was my way of helping others in a time of need.
In our member’s confidential support group they are getting to grips with discounts vs free, in fact this week I’ve had a few emails thanking me. They’ve been upping their free advice on Social Media, stopping bartering on the phone and stopping those discounted walks.
Your challenging/difficult client is most likely going to be that one that:
- Barters on the phone.
- Compares your prices to others.
- Starts the email with how much.
- Is completely shocked by your prices.
Your more ideal client is:
- One that chooses you because of your experience.
- Says things like price doesn’t matter.
- Has taken the time to read your website.
- Does not try to barter.
- Does not say “I will ask my husband/wife”
- Has followed your posts for many months.
- Understands your follow up programme.
- Picks quality over price.
There are some pros and cons of a bargain but the cons in my opinion outweigh the pros. You may initially get lots of interest, but will soon be a busy idiot, dipping into profits, struggling to raise prices.
An initial intro offer is a good way to peak interest. You may have seen I am offering an introductory offer if you’d like to become a member. Why? Because it’s a way to thank you all for taking the time to support me and invest in this group.
Now let’s end this with freebies…
Freebies – I always give freebies. I invest just 40 minutes a day on my pages. This 40 minutes is added into my marketing time Monday to Friday.
I turn up consistently.
I show up everyday
To me it’s never selling. Just adding value. More value.
This week I’ve had £100’s of pounds worth of enquiries off the back of my Facebook posts. That’s incredible.
Free advice. £100’s of pounds return.
I’ve spent years investing in my journey. I want to be able to share my experiences with you. So you don’t have to make the same mistakes.
Late nights.
Struggling to get by.
Having to turn down a day out with friends.
A walking zombie.
Challenging clients.
You’ve got to start becoming a little more selfish. Thinking more about you. If you genuinely want to ‘give back’ then do some voluntary work at a local shelter or like myself a discounted rate for rescues. But this shouldn’t come at a cost to your family, your pets or impact negatively on your business.
Stick to your prices. Be proud.
Thanks for reading,
Helen Motteram, Founder of PPN
If yoy would you like feedback on pricing, or more information about how to join, feel free to email for a friendly chat:
