Copywriting For Coaches

4 Ways To Increase Holiday Sales Without Discounts

• Megan Kachigan • Season 1 • Episode 26

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Ready or not, the holidays are here. You want to increase holiday sales without discounts, and the good news is that you don’t need to slash prices to see a spike in sales. 

In fact, offering discounts could even undermine the value of your services, especially if you're working with high-end clients. The key is to create offers that feel irresistible without cutting into your margins. And today, I’m going to show you 4 different ways to do that.

By the end of this episode, you’ll have fresh ideas to drive revenue this holiday season and avoid the discount trap. I’m giving you four practical strategies that boost sales, keep your profits healthy, and still feel generous to your audience. These simple but effective strategies will help you sell more, serve better, and stay profitable—all while maintaining the premium perception of your brand. 

[1:27] - Why discounts increase sales (urgency and exclusivity), but can undermine value for high-end services

[2:07] - Two factors to consider when deciding on discounting

[5:10] - Four strategies to increase holiday sales without discounting


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Welcome to the copywriting for coaches podcast. My name is Megan catchin, and I am obsessed with having your brand actually sound like you on the internet. We help you write all the things that you've been trying to articulate about your business but have never been able to put into copy. We're going to go deep to uplevel your business without adding more to your already full plate. We'll keep it simple and sustainable. Sound like a breath of relief. Let's dive in. Ready or not? The holidays are here. You of course want to increase holiday sales, but you feel maybe a little uneasy about do I have to discount the good news is that you don't need to slash prices in order to see a spike in sales. In fact, offering discounts could even undermine the value of your services, especially for those of you working with high end clients, the key is to create offers that feel irresistible without cutting into your margins, and today, I'm going to show you four different ways to do just that. By the end of this episode, you'll have fresh ideas to drive revenue this holiday season and avoid the discount trap. I'm giving you four practical strategies that boost sales, keep your profits healthy and still feel wildly generous to your audience. These simple but effective strategies will help you sell more, serve better and stay profitable, all while maintaining the premium perception of your brand. So first, let's dive in from a psychological standpoint. Why do discounts increase sales? Well, they tap into two big motivators, and those are our friends, urgency and exclusivity. People want a deal if they feel like they're getting something valuable at a lower price, then of course, they are more likely to take action, wouldn't you? But here's the thing, if you're offering high ticket services, discounts might actually send the wrong message and cheapen your product or offer the goal with your copy is to build trust, demonstrate expertise, and create a sense of value that doesn't rely on price cuts. Here are two things you need to consider when deciding on discounting or not. One is, what market are you serving? Your copy has to speak directly to your market's mindset. For high end clients, it's not about getting a deal. It's about investing in quality and transformation. Is it going to save them time? They're willing to buy their time back, use your copy to show how your service is the solution to their specific needs, making them feel confident that their investment is worth it without needing a discount. It's all about positioning. If the value you offer is crystal clear, price becomes a secondary factor. But really, as always, it comes down to knowing your audience. If you're offering high ticket services, discounts can be a way to reach customers who might otherwise shy away from your price point. But as we talked about, if you're serving higher end clientele, these customers typically aren't as price sensitive. They're after the value, the transformation, the expertise, which needs to be clearly articulated in your copy and served on a silver platter. They're not going to go digging for the value, and if they don't have to go digging, they may still book you at full price. The second thing you need to consider when you're deciding on discounting or not is, at what cost will those revenues come so sure discounts can bring in more revenue up front and yes, we see the coaches out there flashing their top line revenue as stripe payouts, as screenshots. But how much of that are they keeping? They are likely not talking about how much they're actually taking home. And when you factor in reduced margins and long term profitability, you might be doing yourself a disservice by focusing too heavily on revenue instead of net profit. So if slashing your prices means shrinking your margins, are you really coming out ahead? Think long term here. Wouldn't it be better to focus on profitability and not just flashy, fancy, quick wins that are likely maybe ego driven? That's where these four techniques I'm about to share will help you maintain both your revenue and your margins. Your Copy helps here by shifting the narrative from look at this discounted price to here's the unique value and experience you're getting with me. That is what we're going for here. And I think we're also it's kind of normalized for us, right? Because discounts might work wonders for retail or product based businesses because they're trying to move inventory. However, as an online service provider, your strategy needs to be different. Just because everyone's doing it, quote, unquote, doesn't mean you should too. Instead, let's focus on what really matters, keeping your profits healthy while delivering the value your clients crave and deserve. So let's get into it. How can you sell more this holiday season without discounting? Strategy number one, bundle your offers. So instead of cutting prices, create value, packed bundles, position your services as a package that feels like an incredible deal. Combine complimentary products or services and offer them as a set customers feel like they're getting more value without you cutting your prices. So here's some examples. Maybe for a health coach, you can have a holiday health and wellness bundle, maybe it's a couple of one on one coaching sessions, a personalized meal plan and a bonus 30 minute mindset coaching call to kick off the new year. Strong example for business coaches, maybe it's a business growth power pack. You can include a 90 minute strategy session, a social media audit and access to your content calendar template to streamline your q1 plans. Obviously, those are just examples. Take what suits you. Let something come to mind right now and write that down. What's coming to mind for you? What do you want to bundle together? For me, I will be packaging up the starter doc templates like the literal google doc I use when starting to write copy for myself or for my clients, I never start from a blank page. I include a packet of the deeper questions I ask my clients in the form of journal prompts, and also a PDF of common mistakes to avoid based on what I'm seeing in my weekly audits with my copy critique club members. So all of these are going to be bundled as a website tune up, a sales page fix and even an email bundle so that you can actually see DIY success. I've been wanting to do something like this for so long, but I've resisted the idea of templates because by themselves, they don't always usually work. I've had way too many clients come to me asking me to clean up or just rewrite start from scratch what they had from a template, and they wish they hadn't wasted their money and just put it towards a real copywriter to begin with. So if you want to know when these are live, join my inbox community at megancatch again.com/email that link is also in the show notes as well. Strategy number two, to sell more without discounting is exclusive limited time offers promote exclusive products or services that are only available during the holiday season. Because scarcity can drive urgency without a the need for a discount. This could be a new release, a limited edition product, or a special holiday service package. And I hope this goes without saying, we had a whole nother episode on scarcity and urgency. And like, if you're being honest with that, obviously not fake urgency, obviously not fake scarcity. Of course, that's a no, but if it's honest, how like is that ethical? Does that work? We have a whole nother episode on that, and blog post as well, which I'll link in the show notes. But the bottom line there is that when it is honest, then yes, the psychology, it does work. So here's examples of what that could look like. Maybe a life coach does a holiday goal setting masterclass, a one time live event only available in December to help you map out your business or health goals for the year. Or maybe you do a VIP holiday coaching package, get a four week deep dive to tackle your biggest challenge, plus access to a private community group for the first quarter of the year, only 10 spots available. So again, that's honest scarcity and urgency, right? Because you just don't have capacity to honor more than 10 clients. So there's, there's literally only 10 spots available. This is a great way to bundle a bunch of different things together and then together create a deeper transformation than maybe just the one piece alone could provide. Personally, I will be offering pop up Vox SERP office hours for a limited time when you purchase copy critique club, and to be alerted when that happens again, join my inbox community at megancatch again.com/email or just go ahead and click the link in the show notes. Okay, strategy number three is to give away free gifts or added value. So instead of discounting, you can offer a free bonus with purchase. So for example, you can add a digital product, ebook consultation or a small product when a customer buys over a certain threshold, the key is to make the customer feel like they're getting something extra. And that bonus doesn't necessarily have to cost you anything. It could be IP. Or a small digital offer that you've already created. So for example, a mindset coach could say, purchase a three month coaching package and get my 30 day mindset reset workbook for free. Or a business coach could say, sign up for a coaching session by the end of the year, and I'll include a personalized action plan worksheet tailored toward your specific goals. For me, I love to bonus my how to write better, faster guide. It's quick, simple and super actionable to make your writing more profitable. And last strategy number four is loyalty and referral programs, leverage the holidays to strengthen relationships with your existing customers. Offer exclusive perks or early access to new products. Referrals can also be a powerful way to drive sales by incentivizing existing customers to spread the word. So for example, you could offer your current clients refer a friend who books a coaching package, and I'll gift you a free one hour coaching session as my thank you, and that could be a group one hour coaching session if you want to leverage your time a little bit better. Another example as holiday client appreciation. You If current clients renew your coaching practice package before the end of the year, get a free goal setting workbook to kick off the new year, or, you know, XYZ workbook, whatever makes sense for your audience that they would want. For my affiliates of copy critique club, you will also get a free bonus audit in addition when someone signs up through them during this time period, that's what it will look like for me. So I hope that these four you can do like as I showed through my examples ways I'm implementing all four of these strategies, but I would say at least choose one and really make it work for you. Black Friday is just around the corner the holiday season in general. Q4 is a big month, statistically for businesses, so these are ways that you can really make the most of it. So as we wrap up, it's clear that effective positioning of your offers can increase holiday sales without the discounts. You don't have to do a discount by using strategic offers like bundles, exclusive time sensitive packages and valuable add ons you can keep your profits healthy while delivering exceptional value to your clients. Remember, it's all about showcasing the transformation you provide through your strong, articulate copywriting, not necessarily lowering your prices. Thank you for tuning in to the copywriting for coaches podcast. If you've been enjoying these episodes, let me know that you're listening and what you love about it by clicking on the copywriting for coaches show in Apple podcasts and leaving me a review. Be sure to subscribe while you're there. So it's easy to catch new episodes every week if you want digital resources to finish that copy project you've been working on the links are all waiting for you at copywriting for coaches podcast.com you.