the Free Hypnosis Social Network
How to Persuade clients to commit to multiple sessions
Many of us are now running Coupon deals (Groupon, Living Social, Amazon, etc). These are IMO only good if you can persuade the client to commit to multiple sessions at your regular fee. I think I'm pretty good at this but I am interested in how other people do it. I might be missing a tip or two.
I begin setting up this mindset over the telephone when the client calls to schedule their first appointment. I don't discuss the session prices or discounts for multiple sessions then. After I ask them what they want to work on in their session I tell them I want to be up front with them and let them know that I will do all I can in one session but that their problems normally require multiple sessions to resolve. I tell them that in my experience their issue typically requires a range of sessions (3-5 etc) to resolve. I also tell them they didn't get into the fix they are in overnight and it isn't realistic to expect to reverse it instantly. But, I assure them I will pack as much into their first session as their unconscious mind will allow.
Then, when the client is in my office and I notice that my client is in deep rappot I tell them that hypnosis is the closest thing I know to true magic but that I am not Harry Potter and cannot "fix" their problems in one session. I again assure them that I will pack as much into their session as their unconscious mind will allow me to but that the UM sets boundaries and parameters that I cannot exceed. I then tell them about my multi session discount packages. I explain that their coupon covers the first and most expensive session. Then I drop the sales pitch until after their session is over.
Since I record everyone's session, as I'm handing them the CD of their session I ask them if they would like to schedule another appontment for the following week? If they say yes, then I offer them a per session fee or a multi-session discounted package. To get the discount they have to pay for the whole package on their first visit. This does not come as a shock since I've pre-framed the concept of multiple sessions twice already.
Currently, I convert 50% of these coupon clients to multi-session packages. I would like to convert 70%-80% or more. Some of the people who buy the coupons simply do not have the money for sessions so I think it is unrealistic to convert 100%. Some expect a sales pitch adn are dead set not to buy it no matter what. I'd just like to improve my odds.
So, how do you propose multiple sessions to your new clients--regardless of whether they bought a coupon or were referred by someone or responded to an ad you ran?
Tags: advertising, coupons, multiple, sessions
Replies to This Discussion
-
Permalink Reply by Dennis Atkinson on -
I am hopeful you will get a great number of ideas and responses to your post, Melissa.
I recently ran my first GroupOn campaign, and much against my gut feelings, I followed GroupOn's suggestions and greatly discounted the offers. I ran ads in the past on a similar email coupon type marketing campaigns, however the type of client I attracted was bargain hunting, and not very motivated to change.
This time was different. The people from the GroupOn ad are by far some of the most motivated people I have worked with where personal change is concerned ... the problem is so far, none have been motivated to spend money at a normal session rate beyond the GroupOn ad. They want to wait until the next GroupOn before they come back
So I too would be interested in peoples comments.
I definitely plan to run future GroupOn's ads because in the long run, even after taking into account the discounted pricing and potential loss of income, from an advertising standpoint, it is quite inexpensive and you reach a wide audience.
-
Permalink Reply by Roy Hunter on
-
I do not use GroupOn because I've already heard such stories. Years ago I learned that if you discount your fees, you discount the value of your services...and even referrals from those clients will want the "bargain" rate.
The discounts that have worked for me are:
1. Special "holiday" discounts during December.
2. 20% discount for clients who are retired or disabled.
3. One free stress management session offered at a presentation.
Most people who call for the free session become clients.
Roy Hunter
-
Permalink Reply by Craig Eubanks on -
Hi Melissa,
In May I'll be doing a teleseminar with Marc Carlin on how uses GroupOn. He seems to have figured out all the issues with it.
Cheers,
Craig
-
Permalink Reply by Darell on -
Hi Melissa - From a client's point of view, it's simple. Be successful. When a client gets their expectations met, they are more willing to come back and more likely to recommend your services to others.
-
Permalink Reply by Leo Gopal on -
This was the first time I did a public talk where it was not my event or a hypnosis event that I was presenting at (that i am used to) so this was an audience completely new to hypnosis and completely new to me.
I had a room full of around 30 to 40 people. I was given the last slot of the day (usually the quietest) and it was supposed to be an hour - but it stretched out to be my presentation for 45 min and then an additional 45 minutes was the questions and answers and chat session.
I had 16 people express interest and asked me to send them info immediately about my trainings.
I had 22 people RUSHING to book the earliest possible session with me...
This is from a single event, a single chat...
Thanks Kevin - I am sure you increased the success rate for me phenomenally with your method!
-
Permalink Reply by Rory McCauley on -
Well done Leo, networking is a great way of getting referrals and fair play on taking the leap.
A good way Mellisa I found of making sure people come back for more are
1.deliver great quality of service to them and
2. get a deposit which comes off the last session.
for example, take a 50 dollar deposit which is deducted from the session 6, the last session. It's good outline the program and like that too.
-
Permalink Reply by Anthony Lucas on -
I have to agree with Roy. Recently (Sept 2011) I ran a voucher special with Dealfind - sister of Group-on. And out of 137 voucher clients I was referred twice and three voucher clients paid full session fee. The problem was dealfind ran a two 60 minute and a 30 minute consultation for $35. You can imagine the people who brought into that deal. Many of them are bargain hunters. The people they recommended afterwards called and said, so and so brought into dealfind and they said you gave them a deal, is it still available. I had to tell each one that I don't give deals. Dealfind is an independent discount entity. If I would do a dealfind or group-on campaign again, it would be under different circumstances. Also, the people don't respect the service.
Thanks Roy.
Roy Hunter said:I do not use GroupOn because I've already heard such stories. Years ago I learned that if you discount your fees, you discount the value of your services...and even referrals from those clients will want the "bargain" rate.
The discounts that have worked for me are:
1. Special "holiday" discounts during December.
2. 20% discount for clients who are retired or disabled.
3. One free stress management session offered at a presentation.
Most people who call for the free session become clients.
Roy Hunter
-
Permalink Reply by Tim Bartley on
-
I've been back and forth on the per session or per program fee scale for years. I think it's much better to do the per program for many reasons. I think you have to frame your client correctly starting with your website and then the phone call. I point out that in traditional talk therapy people will be going weekly for a year or more. Even with insurance it ends up being much more money and time. You should tell them that hypnotherapy is cutting edge, we find the cause of the problem and eliminate it. (if you do age regression). I don't require them to pay up front, in fact if they need to setup a payment plan where I swipe their CC once a month for X amount that's fine. You do need to have a legal form that they sign though that commits them to the program. I also put in writing that the program is X amount, 1 to 6 sessions. This means that if you fix the problem in 4 sessions you're done. People don't have a problem with that, in general they just want to get over the problem. I also use the word investment a lot. I don't say I charge .... I say your investment will be X amount of money and 2 hours of time per session. If they seem resistant ask them what they have done so far to solve the problem, ask them what their next step will be if they don't work with you...
Tim Bartley
-
Permalink Reply by Dennis Atkinson on
-
These are some good ideas Tim ... Thanks for sharing
Tim Bartley said:I've been back and forth on the per session or per program fee scale for years. I think it's much better to do the per program for many reasons. I think you have to frame your client correctly starting with your website and then the phone call. I point out that in traditional talk therapy people will be going weekly for a year or more. Even with insurance it ends up being much more money and time. You should tell them that hypnotherapy is cutting edge, we find the cause of the problem and eliminate it. (if you do age regression). I don't require them to pay up front, in fact if they need to setup a payment plan where I swipe their CC once a month for X amount that's fine. You do need to have a legal form that they sign though that commits them to the program. I also put in writing that the program is X amount, 1 to 6 sessions. This means that if you fix the problem in 4 sessions you're done. People don't have a problem with that, in general they just want to get over the problem. I also use the word investment a lot. I don't say I charge .... I say your investment will be X amount of money and 2 hours of time per session. If they seem resistant ask them what they have done so far to solve the problem, ask them what their next step will be if they don't work with you...
Tim Bartley
-
-
Thanks Dennis. I spoke with a hypnotist in New Zeland and he really helped me a lot in framing my clients. I also spoke with a hypnotist in Chicago, a tip he gave me was to give your client a gift almost every session. I give free DVDs that I copied, teach EFT, things like that. He also told me that if you do a per session rate to start high and then reduce the rate as they go to keep them coming back. For example:
Session 1 - $125
Sessions 2 &3 - $95
Sessions 4 & 5 - $85
All other sessions - $65
Tim Bartley
Dennis Atkinson said:These are some good ideas Tim ... Thanks for sharing
Tim Bartley said:I've been back and forth on the per session or per program fee scale for years. I think it's much better to do the per program for many reasons. I think you have to frame your client correctly starting with your website and then the phone call. I point out that in traditional talk therapy people will be going weekly for a year or more. Even with insurance it ends up being much more money and time. You should tell them that hypnotherapy is cutting edge, we find the cause of the problem and eliminate it. (if you do age regression). I don't require them to pay up front, in fact if they need to setup a payment plan where I swipe their CC once a month for X amount that's fine. You do need to have a legal form that they sign though that commits them to the program. I also put in writing that the program is X amount, 1 to 6 sessions. This means that if you fix the problem in 4 sessions you're done. People don't have a problem with that, in general they just want to get over the problem. I also use the word investment a lot. I don't say I charge .... I say your investment will be X amount of money and 2 hours of time per session. If they seem resistant ask them what they have done so far to solve the problem, ask them what their next step will be if they don't work with you...
Tim Bartley
-
Permalink Reply by Marc Carlin on -
Hi Melissa,
I did a Groupon offer that has gotten me a great response and I did another deal offer on a smaller coupon site that got me a horrible response. And I learned from my earlier experience to make my Groupon experience a wild success. But I'm still tweaking things as you are, and looking to improve my success, which I am doing regularly. The Jury is out but I will have some substantial info to offer during my interview with Craig in May. (this is not an intentional tease ;-), but it's a tease nonetheless).
I'll give you some insights that have helped me in the last few years improve my business and remained valuable with Groupon offers as well.
Don't offer individual sessions at all. They either accept a solution based program or they go elsewhere. This forces you to choose the clients with the best chance of success in my opinion. Will some who you can help fall through the cracks? Yes. But there are others out there who will be able to help them and you can refer to them if you like.
You need to get them to acknowledge not only what their problem is costing them emotionally, but financially as well, so in comparison, your solution is affordable. (and our solution is always affordable!)
Hypnosis is not only about creating change in the way of thinking, which happens instantly, but in creating habits in that new way of thinking. Common knowledge is that it is through repetition that habits are created, so additional sessions support that habit creation.
I've got much more on how to make Groupon work and I'm continually testing out new methods to fine tune all of my marketing of my practice. So stay tuned.
P.S. don't be angry at me if you call and I refuse to speak with you about this until May (I've already gotten calls about this since Craig announced the teleseminar last month and it's just too time consuming for me to speak to each of you individually and that's why we're doing the teleseminar!)
Craig Eubanks said:Hi Melissa,
In May I'll be doing a teleseminar with Marc Carlin on how uses GroupOn. He seems to have figured out all the issues with it.
Cheers,
Craig
-
Permalink Reply by Marc Carlin on
-
Marc Carlin said:Hi Melissa,
I did a Groupon offer that has gotten me a great response and I did another deal offer on a smaller coupon site that got me a horrible response. And I learned from my earlier experience to make my Groupon experience a wild success. But I'm still tweaking things as you are, and looking to improve my success, which I am doing regularly. The Jury is out but I will have some substantial info to offer during my interview with Craig in May. (this is not an intentional tease ;-), but it's a tease nonetheless).
I'll give you some insights that have helped me in the last few years improve my business and remained valuable with Groupon offers as well.
Don't offer individual sessions at all. They either accept a solution based program or they go elsewhere. This forces you to choose the clients with the best chance of success in my opinion. Will some who you can help fall through the cracks? Yes. But there are others out there who will be able to help them and you can refer to them if you like. (This is a take-away and a powerful motivator to get people to commit).
You need to get them to acknowledge not only what their problem is costing them emotionally, but financially as well, so in comparison, your solution is affordable. (and our solution is always affordable!)
Hypnosis is not only about creating change in the way of thinking, which happens instantly, but in creating habits in that new way of thinking. Common knowledge is that it is through repetition that habits are created, so additional sessions support that habit creation.
I've got much more on how to make Groupon work and I'm continually testing out new methods to fine tune all of my marketing of my practice. So stay tuned.
P.S. If anyone calls me about this, don't be angry at me if you call and I refuse to speak with you about this until May (I've already gotten calls about this since Craig announced the teleseminar last month and it's just too time consuming for me to speak to each of you individually and that's why we're doing the teleseminar!)
Craig Eubanks said:Hi Melissa,
In May I'll be doing a teleseminar with Marc Carlin on how uses GroupOn. He seems to have figured out all the issues with it.
Cheers,
Craig
Resources
Featured Advertising
Latest Activity
Richard Nongard - NLPBoard.com replied to Don G.'s discussion Are Cognitive-Behaviorists Really Hypnotists in Disguise?
Events
-
Life & Career Coach Training
February 21, 2013 at 7pm to February 20, 2014 at 9pm – online/Skype/phone
© 2013 Created by Scott Sandland.
About Us
Contact Us
Subscribe To RSS