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doesn't. Neither does your doctor. A set rate is a set rate. At
least for them.
But what about you? Having a sale on products you sell to
generate interest or say 'thanks' is fine, once in a while. It
even makes people excited to test out your stuff. But have
you ever felt the temptation to discount your services to sign
on more clients? Come on, be honest.
Worse, you may be someone who has a "sliding scale,"
meaning you determine what to charge once you get that
prospective client in front of you. You've got to stop doing
that! It's about the worse thing you can do for your reputation,
Client Attraction, and practice building.
Now, many people feel the pull to offer discounts to friends and
people who can't seem to afford their services. Here's my
thought about that: it devalues your services
dramatically and shows others you've given them permission
(as well as yourself) to think your services are not worth what
you charge for them.
While you're at it, you're also giving them a signal to keep
taking advantage of you over and over again. I remember when
I was doing nutrition counseling, back many years ago, I was
"pressured" by a client to give a discount. I was in a place
where I "needed" clients, so I gave in, thinking that this
person would not have signed up if I hadn't knocked off those
last $200 or $300.
I found I resented that client the entire time we worked
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together. Somehow, I was a little angry that I was forced
into this and I found myself giving less of myself in our
sessions. I didn't like what I was doing. I just felt used. (Has
that ever happened to you?)
It became clear that when someone takes an inch (asking for a
discount and getting it), they'll then try to take a mile
(not believing the policies and procedures apply to them). I had
to set up a whole bunch of boundaries in the relationship.
Needless to say, the whole thing was a disaster and if I'd stuck
to my original rate the first time (my boundaries around my
rates) I wouldn't have had this problem throughout.
Discounting is not necessarily good news for you and your
reputation. Here's what you can do instead. Offer different
options, and different programs to fit all different budget
levels. Let there be something for everyone's budget, that way,
you don't HAVE to discount.
Your assignment:
Make a pact with yourself now that you will never
discount. Yes, right now. Trust me on this one.
If the person still cannot afford your services, that's
OK. Avoid the temptation to reduce your rates, even "just
this one time, because I like you." (This is especially
important for those who don't have a full practice and really
NEED the money.)
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Let them know you'll be here to help them whenever they're
able to. Most times, people come back to sign up for one of
your programs when they can afford it a few weeks later. It's
worth the wait.
Instead, create different offerings at different price
points to have something there for different types of
clients and different budget levels. Wanna see how I set up
different packages and programs with different price points, so
there's something for everyone? It's easy and it's all in the
Client Attraction Home Study System, the "bible" for attracting
all the clients you need with proven, systematic processes that
will help you fill your practice quickly and consistently,
guaranteed. Here's where you can get a copy:
href="http://www.theclientattractionsystem.com">TheClientAttracti
onSystem.com.
© 2006 Fabienne Fredrickson
About the author:
Fabienne Fredrickson, The Client Attraction Expert, is founder
of the Client Attraction System, the proven step-by-step
program to help you attract more clients, in record time and
consistently. To sign up for her freebie how-to articles and
no-charge teleclasses on attracting more clients, visit
href="http://www.clientattraction.com">http://www.ClientAttraction.com
a>.
Fabienne FredricksonProfessionals Don't Discount Their Services (And Neither Should You)
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