![]() The explanation for why this happens is that shoppers with incomplete information think that if the supply of something is limited, it’s because other shoppers with more information snapped it up first. The cookies in the “2” jar were given values significantly higher than the ones in the “10” jar. A famous experiment asked folks to rate the value of 12 identical cookies where 10 were placed in one jar and 2 in the other. It’s known that the perception or reality of scarcity increases the perception of value. So make sure your offers are shopping-channel neutral and that it’s as easy for a customer to buy online as it is for them to purchase the coupon in your office or over the phone. Once they get them, the coupons are used online, over the phone, or in stores. The Forrester study also found that email was by far the most popular way for people to receive coupons. Another study from PwC found that 46% of all respondents, 49% of women, and a whopping 61% of millennials (age 18-34) report being “happy” to receive coupons and other holiday offers on their mobile phones. Promotions Capitalizing on Coupon Feverīelieve it or not, in a Forrester research study on coupons, over 60% of respondents agreed that they “Love to Receive Digital Coupons” and 50% report being more likely to visit a store if they received a coupon. Just make sure the “free gift” however small is of high quality-a flimsy chachki, malfunctioning water bottle, or t-shirt that disintegrates after the first wash is likely to destroy any good will created by the gift. A perfect example of this is giving away a free t-shirt with your logo and web address on it with any purchase. If the gift is something that is both attractive to your customer and helps promote your practice, it’s an even bigger win. Many times, offering a free gift is all it takes to move a wavering prospect to a paying customer. The financially savvy client will naturally gravitate towards a series of multiple services when they can save money by doing so. Some use this same technique to help drive repeat business by charging significantly more for a single session than they do for a series of multiple sessions. An example would be selling a series of five 60 minute massages at the list price of four 60 minute sessions. Other ways to utilize “free” in your promotions include:Īs a massage therapist, you may already offer a “Series” of the same service to your clients. One powerful free offers you may have succumbed to: free shipping for online orders, as evidenced by multiple studies where respondents highlight it as the most important factor in making a purchase decision. Free gifts, free refills, or free services - free sells. Promotions Recognizing the Fondness for Free Make yours stand out by making it look a little different. When you craft a promotion, remember that it’s only as effective as its ability to attract someone’s attention. However, the offer is actually selling two services for one price, which can be discounted a small amount (or a large one). The concept is simple-people are attracted by the term “two-fer” and think “two for one”. My very first experience with this as a massage therapist was such a huge success that I continued using it effectively throughout my bodywork career. The very best sale is one in which your customer perceives value in a way that does not significantly affect your bottom line. ![]() The trade off is more sales for less profit margin. As long as you’ve established a baseline value for your products and services, you can use a discount-whether a sale price, a percentage off, or a set-dollar amount off-to lead a customer to believe that they are scooping up a great deal. Massage Promotions Playing on the Desire for DiscountsĮveryone likes to think they’re getting a bargain and saving money. ![]() The following are seven promotion types proven to help your massage practice grow. And never underestimate the power of a promotion to create customer loyalty that encourages them coming back for full-price services for years to come. They also help distinguish your practice from your competition. 1 rule for marketing and promotion is to create an offer that meets a specific need for your clients because those promotions can be successful any time of the year. ![]() Summer is fast-approaching, and as the pandemic eases and people are itching to get out and back to many of their normal pleasures, this season is a great time to promote one of everyone’s favorite vices - massage therapy.Īnd while this time of year brings some natural promotion opportunities with graduation and Father’s Day, it’s important to remember you don’t need a holiday or special occasion to promote something that’s both desirable to people but also a major boost to their well-being.Īnd who couldn’t use that boost right about now? ![]()
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