When do you offer discounts or "discounts"?
In home services, it can feel like customers are always looking for a deal. But after years in the business, our approach is pretty simple: we don't discount. Not because we're rigid — but because o...
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I'm moving away from discounts entirely, and the data backs it up. The clients who haggled hardest for a deal were consistently the first to leave the moment they found someone cheaper. Price was the main thing they cared about from day one, so it stayed the main thing.
I used to offer referral discounts to encourage word of mouth, and it worked in the sense that I got referrals — but I noticed something interesting. The clients I charged full price to, who stayed because of results, were also sending me referrals without me offering them anything. They were just happy and told people.
What I've landed on: discount for discounts and you attract people who want discounts. Deliver results at full price and you attract people who refer other people who care about results. The referral pipeline quality completely shifted once I stopped using price as the hook and let the work speak instead.