Discount dilemma

[CheyGirl]

The other day I was approached by the owner of the healing center where I rent a room one day a week regarding gift certificates. He is an acupuncturist and works with a group of about 20 doctors nearby, and he wants to give them gc's for free massages. Now, he already knows that I will not work for free, but he asked me how much I would charge HIIM for the gc's of 30 or 60 minutes. I have no idea. His idea is that by working on these doctors they will start referring patients to us. I'm not big on the idea of discounts, especially since I'm having some repetitive strain issues lately and don't want to overwork my body for nothing. And come on, they're DOCTORS - doctors tend to make quite enough money to pay for massages. Hmm...looks like I answered my own question.

Ok, so since I am not interested in giving a discount, but would still like the money since we all know that most gift certificates go unused...any suggestions for any type of incentive I could tack onto the session? 15 minutes of free Reiki perhaps?

(speaking of Reiki, I just read about a study that claims it helped patients with diabetic neuropathy. very interesting.)

 

[dickydaddydynamite]

Does the group already refer to you and the LAc? If so, free massage is unlikely to change/increase the referrals. (Speaking from experience.)

If they are unfamiliar with your work (and the LAc's,) you might try a "mobile afternoon," where you and the LAc go to their group and do a presentation, demonstration and offer some "samples" of 5-10 minutes chair massage. If you do the chair demos, be sure and do actual demos of the nature of work you are pursuing, IOW, NOT "chair massage" demos, but show how you work on TOS, neck pain, sub-occipital release, trigger points, etc. If you are after the Reiki referrals, be sure to do a single demo that can be observed and be aware of the fact that most doctors scoff at energy work, so take information about the documented value to chemo patients, children, etc.

You may wish to charge the LAc for your time of demo-ing, or if you are really making a pitch for you own practice, consider the 1-2 hours as marketing.

 

[calley]

I don't think we receive referrals from them now. The demo is a good idea, I'll have to remember that in the future. Unfortunately, I think he already gave them the gc's, which puts me in an awkward position. There is only one other MT there, who just started and whom I have yet to meet, but regardless of what she would choose to charge, I also feel the need to maintain my own standards.

 

[The Rikstir XIV]

I haven't done it, but I know a massage therapist that built her entire successful business on doing few doctors free. They referred her their patients for years since.
Good Luck!

 

[Krish K]

Since he has already given the certificates, maybe you could work out a deal where he is only paying you as/if they are redeemed, since so many GCs never get redeemed, that would like a very good discount, eh?

t017

 

[Emmyjak13]

I'm with Breathe on this one. Pay as they are redeemed. One year from now, he/she may ask if some were not redeemed and ask for $ back.
I personally don't do discounts. Added value, yes, but never discount.

 

[airforcewife64]

Doctors can certainly afford their own massages, but they are not using your services because they don't know about you. Trial is the best way to create a purchase.

The flip side to pay as redeemed is discount but collect up front.

If you give the LAc a 25% discount, but only 50% use the GCs, you come out making 50% more money than "pay as redeemed" at full price.

Plus, your discount counts as a marketing expense.

Between the cash flow advaneforum.xxxe of being paid up front and the redemption rate, this is the way I would go. Pay for 5, get 6 is the same idea -- so long as you buy all 5 at once.

One of our hotel clients purchased a dozen GCs at a 25% discount to give to frequent guests. In 6 months we have had 1 redemption.

 

[Johneisha]

Doctors can certainly afford their own massages, but they are not using your services because they don't know about you. Trial is the best way to create a purchase.

The flip side to pay as redeemed is discount but collect up front.

If you give the LAc a 25% discount, but only 50% use the GCs, you come out making 50% more money than "pay as redeemed" at full price.

Plus, your discount counts as a marketing expense.

Between the cash flow advaneforum.xxxe of being paid up front and the redemption rate, this is the way I would go. Pay for 5, get 6 is the same idea -- so long as you buy all 5 at once.

One of our hotel clients purchased a dozen GCs at a 25% discount to give to frequent guests. In 6 months we have had 1 redemption.

Very clever. I had already come up with that exact same dollar amount, but it will sound much better as "a 25% discount." Thanks!

 

[rpobsession]

Doctors are notoriously very busy, and rarely make time for massage. When I first opened my practice, I sent GC's to every doctor in my town. Only one called to make an appointment, and she ended up cancelling at the last minute due to an emergency. I'd be surprised if any of your GC's get redeemed. As Breathe suggested, demos are more effective, especially if you do it over a clinic's lunch hour, and provide lunch in addition to the demo. Again, doctors often won't attend the demo, or if they do, they'll only come for 5 minutes. However, their staff will attend (nurses, assistants, etc.), and they can create goodwill and referral of patients.

Lastly, doctors are more likely to refer, if you're covered by insurance. I know physical therapists who have done the demo/lunch successfully to get referrals for alternate therapies they provide (Cranio, Lymph, MFR, etc.)