I got a question recently from a subscriber.
I’m sharing it with you because I think it’s important to discuss the various issues it raises. Here’s the question:
What do you recommend when a client requires more than 1 treatment in a week e.g 2 or 3 – would you reduce the fee or leave it?
There are several ways to look at this question, and various ways to answer it too!
So here’s my take on this: Sometimes acute clients do need shorter times between treatments for 1 week or 2. I would ask you, how often does this happen? Is it a rare occurance or are you seeing clients who regularly need more than one session a week?
If this happens regularly, then you might like to offer a “3, 6, 10 treatment” package that clients can use over a short period of time or a longer period of time. Call it your “fast track to … better health/weight loss/clearer thinking/more energy” for example.
Underneath this question though may be a fear about the client not being able to afford your fee, or a worry about “overcharging”.
We are often more concerned about this than the client! However, they know their financial situation – you don’t. You also don’t know their priorities. Maybe you’re going to be able to solve the very thing they’ve fretted over, been in pain about, for YEARS and your solution is what they’ve been searching for and probably paid thousands trying to solve already.
Why would you deny them the best service – the best service being you need to see them 3 times during one week? I like to offer clients a 3 treatment commitment package – they are commiting to coming for 3 treatments and by pre-paying they get a discount. Making a commitment to their health, helps the treatment be more successful. (By the way, this also helps to reduce “no shows”). They of course have the option to just book for one session, and pay as they go, but by offering it they can decide.
Essentially if you do want to discount for multiple treatments be sure of your reasons. If it’s out of fear that the client won’t come back, or, you think they will think you’re doing this “for the money”, then you’re coming from the wrong place.
Be proud of what you can do for your clients, offer them the best option, and give them enough information so they can make a decision. Ultimately it is they who will decide how to spend their money. Treatment spacing is an important part of your overall plan.
No one likes to “SELL”, and people certainly don’t like to be “sold” (but remember people do love to buy things… especially something that will be of great help to them).
At the end of the day, whether you offer a discount or not, it has to sit with you right. But don’t feel you HAVE to offer a discount, but if you decide to, make sure you’re coming from a place of service, not of fear.
Hope that helps! Let me know what you do in this situation