New Tips Newsletter, Issue #005 -- Holiday Gift Certificate Sales
Contents:
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Stunning Holiday Gift Certificate Sales
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Use Multiple Gift Certificate Sales Systems
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Try Ten Times & Change It
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Completely Practical Tip!
Massage Marketing Bones
Achieve Stunning Holiday Gift Certificate Sales
The holidays are upon us and it is not too late to set the stage for volumes of gift certificate sales. Here are some good things to keep in mind when starting to make plans and goals for selling gift certificates.
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Don't assume how much your clients will enjoy to purchase from you. If you give your client's many options for different packages of massage, you may find yourself surprised. In fact, if you have three options, statistically 30% will choose the most expensive option.
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In true Client Problem Solving Marketing fashion, carefully think through the difficulties your clients face with holiday shopping, and make it super easy to do their shopping with you.
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Make goals for how many gift certificates you would like to sell, and then decide what you need to do to make that happen. Push yourself a little. You may not make your goals, but you will definitely create more sales doing this.
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Finally, create many different promotion methods for offering your gift certificates to your current clients, and to people you have not yet met.
Keep in mind that selling gift certificates is one of the best ways to market your business to new clients.
Massage Marketing Muscles
Use Multiple Gift Certificate Sales Systems
Start by coming up with a variety of at least three different gift certificate options, with each one costing a bit more than the last. Offered three options, many people will choose the least expensive, but most will feel cheap doing so and will upgrade to the next two levels.
One way to do this is to create holiday specials that offer some discount for purchasing larger volumes. Maybe offer a one-hour massage at your regular price, and then three certificates with half price on the third, and then your most extravagant package could be five massages with the fifth free. Give your packages attractive and interesting names.
Or you could package services together for your more expensive options.
Increase the value of the offer by offering gift-wrapping or shipping. Get some very attractive gift boxes to put the gift certificates in at no extra charge.
It may solve problems for people if you offer to sell half hour massage gift certificates because of the lower cost. In addition, if a person buys two gift certificates instead of one, you get to work on two people, so your chances of repeat clients goes up. If you do this make sure you include an upgrade offer, and mention it again when the receivers call to schedule. Most folks will take advantage of the upgrade and you will then have the chance to make money twice on that same gift certificate sale.
Now that you have your different enticing gift package options, get the word out as quickly as possible to as many people as possible. Create a desk sign that displays your gift packages and mention it to every person. Have a little sign in your treatment rooms. Get an inexpensive banner made at Kinko's for outside your office.
If you send out a newsletter, create a special holiday gift section in it describing your gift packages. If you do not have a newsletter consider sending out a postcard that attractively describes your offer.
If you have built up a relationship with any other businesses, offer to give part of the proceeds to them for selling your holiday packages to their clients.
Businesses often need to purchase many gifts for their employees, so help solve that purchasing problem. Massage is great for everyone. Make a bulk purchase offer to larger businesses in your area. This could be a big boost to your practice.
Massage Marketing Skin
Try Ten Times & Change It
Try testing different ways of suggesting gift certificates with your clients. After ten massages, try suggesting your gift certificates with the same words each time. Then change that for the next ten clients. See if you can find something that works better for them, making it easier to purchase a gift certificate. Keep careful track of all your holiday gift certificate efforts, what worked and what did not work, because next year you will want to know to improve.
If you approach businesses with your bulk gift certificate option, try two different offers at least, so that you can learn what works better. The same goes for your newsletter or postcard. Try two different headlines with an eye for improvement.
Completely Practical Tip You
Can Put Into Action Now!
One interesting gift certificate sales method you could try is to send out three to five gift certificates to all of your clients. Included is a note that explains that all they have to do is call to activate any number of the gift certificates they want. Then you take payment and write down the gift certificate numbers that they have opted to use. This saves your clients the trouble of even having to go shopping.
"When one door of happiness closes, another opens; but often we look so long at the closed door that we do not see the one which has been opened for us."
- Helen Keller
"Opportunity is missed by most because it is dressed in overalls and looks like work."
- Thomas Alva Edison
