What should you do when a client asks for a discount?
You can of course provide that discount, but unless you’ve factored giving all clients discounts that ask for one into your CODB then you’ll run at a lot less profit than you planned…maybe even a loss depending on where you are priced in the market.
Then there is also the ‘But my friend got a discount’ remark to you will need to contend with if you give discounts when asked.
The ‘its not fair on others’ is a valid reason not to discount, but I think the fact you are running a business is much more valid.
Its ok to say no. I don’t get a discount from my hairdresser but she will give me a little bottle of hair oil, or free complimentary treatment which I really appreciate... who doesn't love a freebie?!
I recently had the parents and the grandparents at a newborn viewing appointment. I looked out to see if they had arrived and seen them all huddled around my printed price list pointing at products….clearly setting the budget before they came in which isn’t a bad thing.
Once they were seated, I explained that I’d usually provide tea/coffee sweet treats but due to restrictions masks need to stay on.
GRANDFATHER: “That’s ok, we’ve looked at the pricelist, if you give us £300 off, we will take the top package.”
….nervous laugh from the parents..
ME: Im afraid not.
GRANDFATHER: “Well if you don’t ask, you don’t get.’”
ME: “Absolutely, you can always ask, no harm in that at all, but if I said yes to giving discounts you wouldn’t be sitting here now because I would have a business.”
Everyone laughs, and parents nod in agreement.
No discounts applied, they bought the top package at £1800.
But you don’t want to seem like a meanie pants as my kids put it, I get it but you can give discounts but on your terms….You absolutely can, there are lot of opportunities to give discounts throughout the year via your campaigns such as discounted sessions, print credits, early bird booking rates etc. That’s the opportunity for new clients to jump on board and try you out and for your price point clients, or just a thank you for your regular clients.
You can also show your appreciation of your clients and their loyalty and orders through other ways too, but you don’t have to discount.
Use your great customer service to provide extra value, without discounting.
You can provide a free mounted print – that’s a £55 freebie, instead of taking £55 off the order..and yet it doesn’t cost you £55.
You can pop in a small complimentary product as a surprise.
You can upgrade from regular frame to a premium free of charge
You can provide 25% off the next session fee when they book with you.
Adding value is always better than discounting. You clients will appreciate the kind sentiment.
How do you get around the discount question?
You can go back to its not fair on other clients, or you can straight up explain that when running a business you’ve set your prices according to your business …and its just simply not sustainable for you to offer discounts and go on to point out the best value on your price menu.
I find that when adding value to my clients in other ways, the discount question is very, VERY rarely asked.
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