Certainty about your Service
December 4th, 2007 by Alexander KohlSerge is a naturopath who came to a small Australian country town. He has a strong French accent, maybe that added to his appeal, but he managed to fill his practice in 3 months with no advertising.
He offered a very simple formula: first session was $40 for 1 hour, second and third session was $30 for half an hour. If any more sessions were necessary, they were free.
What does that translate to?
A discount for the first session
If you add all these up, you get $100 for 2 hours. An average of $50 per hour. The first session was cheaper, so people got a great deal. The second and third sessions had a lower face value (even though the hourly rate was higher), so clients felt good again.
A clear plan and a guarantee
People were told up front that it would take 3 sessions. They knew what to expect and Serge did not have to convince them to come back.
They had a guarantee that they would not spend more than $100 total, so Serge took on all the risk and left none with his clients.
The key is Certainty
These are all the tactical moves to make it work, but the real key was his absolute certainty that it would work what he offered. And it was that certainty with which he communicated to his clients that brought them in the door.
So if you want to build your natural health practice, build your inner certainty.
Share your story
One way of building certainty is being inspired by other people’s stories. So if you want to help other practitioners bloom, share your story as a comment. I would love to read how you built your own certainty.
Alexander
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