Converting discounts to full price clients

Hi everyone!  My company likes to offer discounts to 1st time and sometimes returning clients to get them in the door, and hopefully get them hooked on treatments.  Unfortunately, I'm lucky if I can convert 25% of these people to services at full price.  Any tips for doing this?  It seems that the discounts only bring out the 'cheap' people who just come in each time there is a new discount offered.  I'd love to learn tips on convincing people that the full price treatment is totally worth it.  I notice people love the treatments but once the deal is over, I never see them until the next one.  Help!  

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Permalink Reply by Gina Williamson on August 16, 2011 at 4:47pm
I agree with you Carlye.... I just started my business and am having trouble getting "rolling"... I am fighting the urge to do groupons, etc. I'm just not sure that's the clientele I want to start with- coupon hoppers.... do you have any recommendations for getting the word out besides these coupon frenzies??
Permalink Reply by Carlye Walters on August 17, 2011 at 6:58am

I would recommend joining your local Chamber Of Commerce and becoming active in the community. The Chamber'sgenerally  have all sorts of opporunities for businesses to grow and get the word out.

Hope this helps,
Carlye Walters

http://www.estheticiantraining.biz

 

Permalink Reply by Teressa La Roche on August 17, 2011 at 10:57am
Good marketing...... I like that and this way you do not lose and the customer thinks they are getting something.  Everyone wins.....
Permalink Reply by Michelle Duncan on April 24, 2013 at 8:18pm
Hi Jodi! How are doing on this in today's economy? I am relocating to a higher income area. I am realizing they still want discounts!! Trying to figure out how to get them in the door. I like the free $10 gift card idea and think that it could work, Have you tried any new tactics?
Permalink Reply by coldsalineplexus on April 25, 2013 at 9:41am

Once they've gotten it for a discount, they'll never pay full price. 


I agree with those who suggest adding a little something extra rather than discount.  See if your company would be open to promoting complimentary brow wax with first facial, or something along those lines.  I know you're saying you have zero control, but unless you are working for a mega chain spa, when you bring forward those conversion numbers, I think you'll have a compelling case.  I think you'll be happier with that grade of client.

Permalink Reply by Sandra Hicks on April 26, 2013 at 5:11pm

I can definitely see how working at  a spa could pose a challenge with these type of customers, especially when on a commission salary. One suggestion to try to get them to come back is when you are offering them a chance to rebook, add value to their next visit by offering them something small as an add on for free. When I worked at a spa I would tell them that as a thank you for rebooking I will give them a 15 minute reflexology treatment or a 15 minute back massage...basically anything that didnt cost me except for 15 minutes of my time. That used to work for some. Now that I have my own spa studio, still do the same thing. Especially when I am running "specials" I will throw in a few little things to add value to what they are paying full price for and often times they will grab it with excitement. Back in October I took a chance and ran a living social deal, and to my benefit I gained several good clients out of it. I did not have the experience that none of the "cheapy coupon "clients wont ever pay full price....I mean I have those too, but the few good ones out of the deal that I got have been a blessing in my business. I was able to get most of those living social clients to rebook by offering them the same special (50% off) paid directly to me if they rebooked within 4 weeks and paid a $20 deposit to "secure" their spot. 99% agreed to it ! Also, I think I may have 5% of those clients that were either poor tippers or non tippers. The rest of them would tip me $15-$20. I work in a suburb outside the Atlanta area. Get creative as much as you can.

Permalink Reply by Natalie on April 29, 2013 at 5:20am

un your own deals-send mass emails-most schedulers have templates for facebook-twitter-posts-sell giftcards online- buy one f0r $50 or more get free samples. or eye wax-i give all clients a $20 coupon to use towards second service and one for a friend. if you do Groupon make sure the service is short and make $. treat them the same as reg pay. if your solo could build clients with this and refer. Make sure to get them to add on and rebook that day-offer treatments others don't. just making a connection with client will bring them back.

i gave all friends /family a flyer to put up in breakroom for company discounts ( 15% off facials in May) 25% off massage in April for them and one family member. network and donate giftcard for short service o long to local charity . see how competition is marketing and where. can have discount for police or teacher months.

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