Quote:
Originally Posted by Trirunner
Do you guys think I just lucked out with this client and I should leave the prices as is? Or, is just say $100 off a eight week program good?
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As part of your conditioning program, do you really want your client to adapt to lower prices?
Instead, INCREASE THE VALUE YOU DELIVER. This could a gift that supports the overall fitness program (eg: JB's
Gourmet Nutrition book) or as simple (read: free) as an 'advanced preview' of an ebook/video/project you're working on.
Just make sure your client knows WHY you're giving it - this will condition them to do more of the same (classical conditioning, ala Pavlov's dogs).
In the case of a referral, the quicker you reward the action, the better - even if the referral doesn't become a client.
It's up to you to:
1) define what a quality referral is
2) close the deal
3) re-define quality referrals and/or do a better job selling if you're unable to close referrals.
-JS-