Professionals dont discount. Period. Your lawyer doesnt. Neither does your doctor. A set rate is a set rate. At least for them.

But what about you? Having a sale on products you sell to generate interest or say thanks is fine, once in a while. It even makes people excited to test out your stuff. But have you ever felt the temptation to discount your services to sign on more clients? Come on, be honest.

Worse, you may be someone who has a sliding scale, meaning you determine what to charge once you get that prospective client in front of you. Youve got to stop doing that! Its about the worse thing you can do for your reputation, Client Attraction, and practice building.

Now, many people feel the pull to offer discounts to friends and people who cant seem to afford their services. Heres my thought about that: it devalues your services dramatically and shows others youve given them permission (as well as yourself) to think your services are not worth what you charge for them.

While youre at it, youre also giving them a signal to keep taking advantage of you over and over again. I remember when I was doing nutrition counseling, back many years ago, I was pressured by a client to give a discount. I was in a place where I needed clients, so I gave in, thinking that this person would not have signed up if I hadnt knocked off those last $200 or $300.

I found I resented that client the entire time we worked together. Somehow, I was a little angry that I was forced into this and I found myself giving less of myself in our sessions. I didnt like what I was doing. I just felt used. (Has that ever happened to you?)

It became clear that when someone takes an inch (asking for a discount and getting it), theyll then try to take a mile (not believing the policies and procedures apply to them). I had to set up a whole bunch of boundaries in the relationship. Needless to say, the whole thing was a disaster and if Id stuck to my original rate the first time (my boundaries around my rates) I wouldnt have had this problem throughout.

Discounting is not necessarily good news for you and your reputation. Heres what you can do instead. Offer different options, and different programs to fit all different budget levels. Let there be something for everyones budget, that way, you dont HAVE to discount.

Your assignment:

Make a pact with yourself now that you will never discount. Yes, right now. Trust me on this one.

If the person still cannot afford your services, thats OK. Avoid the temptation to reduce your rates, even just this one time, because I like you. (This is especially important for those who dont have a full practice and really NEED the money.)

Let them know youll be here to help them whenever theyre able to. Most times, people come back to sign up for one of your programs when they can afford it a few weeks later. Its worth the wait.

Instead, create different offerings at different price points to have something there for different types of clients and different budget levels.

2006 Fabienne Fredrickson

Fabienne Fredrickson

Using the very principles she teaches, Fabienne Fredrickson went from a mediocre private practice to a practice that was bursting at the seams, in less than 8 months! She then did it again with a second practice a year later, again filling it to capacity in less than 8 months.

Fabienne Fredrickson is the founder of ClientAttraction.com and creator of The Client Attraction System?, the most complete one-on-one Client Attraction training program for private practices and small businesses in North America.

Fabienne is also the celebrated author of the Client Attraction Home Study System? entitled “How to attract ALL the clients you need” and “The Secrets of Networkers".

Fabienne is known for combining a unique blend of innovative, straight-shooter, no-fluff strategies that really work, with an endless compassion for small businesses owners that are rarely seen together.

Her high-energy, cut-to-the-chase style keeps her audiences literally spellbound and taking copious notes. Fabienne’s motto about filling one’s practice quickly is, "If I can do it twice, you can do it too!" and her unique ability is getting people who’ve never had real success in attracting clients to take immediate action on a systematic basis to produce a full practice with more clients, in record time, every time.

She is a well known and respected expert on marketing for small businesses and speaks nationally to audiences whose members are looking for more clients, in record time, every time.