Offering discounts for consulting clients isn’t as simple as it may appear.
While slashing your prices may initially seem like a great strategy to bring in new clients, it's crucial not to sell yourself short.
Offering discounts is like walking on a tightrope—you have to balance attracting clients with valuing your expertise, time, and commitment. Today, we’ll discuss a strategic approach to help you do just that!
Keep reading to explore 5 smart tactics for discounting your services without devaluing them, ensuring that every deal remains a win-win for both you and your clients.
As we already mentioned, you shouldn’t take offering discounts lightly. Consider the following pros and cons and learn how to strike the perfect balance between the two.
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“Make it clear in the invoice—add a line that says ‘10% new client discount’. That way, if they come back with more work, you have a paper trail to point to and say, ‘No, that was a one-time discount to see if we work well together. This is my actual rate.’” - Consultant via Reddit |
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💡Pro-tip: One trick you can use is to raise your true rates, and offer your old rate as the discounted price. This will ensure you feel comfortable working for the discounted rate while still offering incentives to clients. |
Before you can get around to the discounting, you must first attract leads to engage with your offers. Below, you’ll find several ways to captivate leads and set the stage for your promo strategies.
While marketing may immediately bring to mind slick ads and fancy campaigns, you can start much smaller without needing to invest any money. At its core, marketing is all about sharing your story and connecting with people who resonate with your message. Whether posting on social media, sharing tips on your blog, starting an email newsletter, speaking at local events, or creating helpful content that solves people's problems, spreading the word and your expertise can attract clients who believe in what you do.
Another great way to generate more sales leads is by providing a sample of your work. Offering free consultations or valuable resources lets potential clients get a taste of what you have to offer without any commitment. Whether it's a quick chat over the phone or a downloadable guide packed with helpful advice, giving a sneak peek can build trust and show potential clients that you're the real deal. Plus, you can leverage the free downloadable to collect email addresses for your marketing list!
Ever had a friend rave about a great experience they had with a business and then been tempted to check it out? That's the power of referrals! Encouraging referrals from satisfied clients by offering rewards or incentives can turn happy customers into enthusiastic advocates. Whether it's a discount on their next service or a freebie for each successful referral, sharing the love can turn your clients into lead-generating machines.
Collaborating with other businesses or professionals can open doors to new opportunities and introduce you to new audiences. Whether co-hosting an event, partnering on a project, or simply cross-promoting each other's services, teaming up can expand your reach and bring in new clients.
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🌎 Real-world example: Corine La Font, YCBM user and host of the Between the Lines podcast, offers podcast host swaps, where hosts get to be guests on each other’s shows for free. This allows both hosts to tap into each other’s networks to generate leads and referrals! |
Packaging your coaching services in a clear and attractive way can make it easier for potential clients to understand what you offer and how it can help them. This could include offering different tiers of service with varying levels of features and pricing, bundling services together into packages for a discounted rate, or creating specialized packages for specific industries or niches. By packaging your services in a way that resonates with your target audience and addresses their needs, you can make it easier for them to see the value you offer and decide to work with you.
These are discounts you offer to clients who are new to your services as an incentive to try them. The discount can be a percentage off their first project or service or a fixed amount.
When should I use them?
Use these promos when you're trying to attract new clients and get them in the door. It's a great way to entice leads who may hesitate to commit to your services for the first time.
One Reddit user advises caution with new client discounts: “The first rate you charge a client becomes very sticky going forwards. When you’re new to the industry and need credits/work for your reel, making discounts to win work is a good strategy. Once you’re past that threshold, it’s not worth giving an introductory discount.”
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🌎 Real-world example: Business coach Laura has a handy pop-up on her site leading to a dedicated landing page for new clients. On this page, Laura offers almost a 75% discount on a 60-minute 1:1 clarity call. New clients still on the fence about Laura’s coaching can dip their toes in for less to see if it's the right fit for them, gaining valuable insights and guidance without breaking the bank. |
These are promos for consulting clients who pay the entire amount upfront rather than in instalments. This works well for extended-time offerings, such as packages, programs, or clubs.
When should I use them?
Use this discount when you want to encourage clients to pay upfront and improve your cash flow. It's also a way to reward clients who are willing to commit to your services long-term. This business model mirrors that commonly seen in many SaaS products, where opting for an annual plan over a monthly one is encouraged.
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🌍 Real-world example: Marketing coach Romana offers a 10% discount on her 6-month group coaching program if paid fully upfront. This offers an incentive for all clients who want to commit to their growth journey while enjoying savings and peace of mind with their investment. |
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💡 Pro-tip: To simplify offering discounts, consider YouCanBookMe—a platform that not only offers user-friendly booking capabilities but also lets you generate custom promo codes. With YouCanBookMe, you can create personalized discount codes with options like setting expiration dates, redemption limits, and minimum order values. Your clients can effortlessly apply these codes during booking to receive instant discounts on your services. |
These discounts are offered when clients purchase a bundle of services or a package deal instead of individual services such as one-off sessions or hourly rates.
When should I use them?
If you want to earn a steady income while offering your customers great value, it’s time to package your services. This will give your clients a concrete plan and strategy. Essentially, you offer a lower price in exchange for your client's commitment to a longer-term working relationship.
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🌎 Real-world example: Copywriter Emily has bundled her services into an email club with a 3-month minimum commitment. Her clients gain tangible and valuable services, while Emily secures long-term clients—it’s truly a win-win. |
Psst…if you click on Emily’s “Let’s chat” button in the section just below this one, you’ll be taken to a YouCanBookMe booking page!
These are discounts given to individuals who do some of the work for you by referring new clients. Cue the viral “It’s like a reward” sound in your head.
When should I use them?
Use this to reward clients who refer new business by offering a discount on their next project or a set amount off. It's perfect for consultants focused on building strong client relationships and leveraging word-of-mouth marketing.
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🌎 Real-world example: Life coach Kathleen has a Reward for Referrals Program to encourage her clients to refer new people to her coaching services. For every new referral who completes a service, Kathleen offers her client $100 off their next coaching program. |
These are promos for consulting clients that come through a partnership or collaboration with an individual or a business. This is a great way to offload the marketing.
When should I use them?
Offer these when clients come through partnerships, giving a percentage off their first project or a set amount discount. It's ideal for consultants with established collaborations seeking to benefit from referral networks and expand their client base mutually.
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🌍 Real-world example: Bookkeeping software Wave partners with accounting and payroll consultants to offer customers personalized support. As with most partnerships, this is mutually beneficial—Wave gets to add another perk to its accounting software, while accounting consultants have a new base of customers. |
With the right strategy, discounts can be a helpful tool for consultants to attract and retain new clients. By offering promos such as new client welcome offers, upfront payment incentives, package deals, referral rewards, and partnership discounts, consultants can incentivize new business while strengthening relationships with existing clients.
As long as you balance offering discounts with maintaining a sustainable business, these promos will be the cherry on top of your thriving consulting business!
Who you give discounts to depends on the services you offer, where you are in your business journey, and your goals. If you’re just starting out and trying to build a steady client base, try offering discounts to new clients. If you’re in the process of scaling your business, we recommend building packages that reward long-term commitment with a lower price than you would typically charge per hour. If you have a solid customer base with a large network, try instituting a referral program where you give a discount to customers who bring in new clients.
Consultants bring many valuable benefits to their clients, including specialized expertise, fresh perspectives, and tailored solutions to address specific challenges or goals. They can provide guidance, insights, and support to help clients navigate complex issues, make informed decisions, and achieve their objectives more efficiently and effectively. Additionally, consultants often offer an outside perspective, objectivity, and accountability, which can be invaluable assets to clients seeking to improve their performance, streamline processes, or overcome obstacles.