You want to increase holiday sales without discounts, but you’re not sure how to pull it off. The good news? 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.
Why Do Discounts Increase Sales?
From a psychological standpoint, discounts tap into two big motivators: urgency and exclusivity. People want a deal. If they feel like they’re getting something valuable at a lower price, they’re more likely to take action. But here’s the thing—if you’re offering high-ticket services, discounts might send the wrong message and cheapen your product/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:
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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.” Instead, it’s about investing in quality and transformation. Use your copy to show how your service is the solution to their specific needs. Make 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.
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 here’s the thing. If you’re serving a higher-end clientele, these customers typically aren’t as price-sensitive. They’re after value, transformation, and expertise—which needs to be articulated in your copy, served on a silver platter. If they don’t have to go digging for the value, they may still book with you at full price. (Source: Forbes)
2. At what cost did those revenues come?
Sure, discounts can bring in more revenue up front. And yes, we see coaches flashing their top line revenue as Stripe payouts as screenshots. But how much of that are they keeping? They’re likely not talking about how much they’re taking home. 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.
If slashing prices means shrinking your margins, are you really coming out ahead?
Think long-term here—wouldn’t it be better to focus on profitability, not just quick wins? That’s where the four techniques I’m about to share will help you maintain both your revenue and your margins.
Your copy can help here too. By shifting the narrative from “look at this discounted price” to “here’s the unique value and experience you’re getting with me.”
Discounts might work wonders for retail or product-based businesses trying to move inventory. However, as an online service provider, your strategy needs to be different. Focus on what really matters—keeping your profits healthy while delivering the value your clients crave.
How Can I Increase Holiday Sales Without Discounting This Holiday Season?
Here are four ways you can increase holiday sales without discounts. You can choose one that makes the most sense for you – or try all of them!
1. Bundle Offers
Instead of cutting prices, create value-packed bundles. Position your services as a package that feels like an incredible deal. Combine complementary products or services and offer them as a set. Customers feel they’re getting more value without you cutting your prices.
- Example for Health Coaches: “Holiday Health & Wellness Bundle: 4 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: “Business Growth Power Pack: A 90-minute strategy session, a social media audit, and access to my content calendar template to streamline your Q1 plans.”
For me, I will be packaging up my starter doc templates. (This is the literal Google Doc I use when starting to write copy for myself or my clients). Along with the deeper questions I ask my clients in the form of journal prompts, and a PDF of common mistakes to avoid based on what I am seeing in my weekly audits with my Copy Critique Club members. These are going to be bundled as a One-Hour 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. I’ve resisted the idea of templates because, by themselves, they don’t work. I’ve had too many clients come to me asking me to clean up or just re-write what they have from the template. And they wish they hadn’t wasted their money and just put it towards a real copywriter to begin with. If you want to know when these are live, join my inbox community at www.megankachigan.com/email
2. Exclusive Limited-Time Offers
Promote exclusive products or services that are only available during the holiday season. Scarcity can drive urgency without the need for a discount. This could be a new release, a limited-edition product, or a special holiday service package.
- Example for Life Coaches: “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 next year.”
- Example for Business Coaches: “VIP Holiday Coaching Package: Get a 4-week deep dive to tackle your biggest challenge, plus access to my private Facebook group for the first quarter of the year. Only 10 spots available!”
Personally, I will be offering pop up Voxer office hours for a limited time when you purchase Copy Critique Club. To be alerted when that happens, join my inbox community at www.megankachigan.com/email.
3. Free Gifts or Added Value
Instead of discounting, offer a free bonus with purchase. For example, you can add a free e-book, consultation, or 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.
- Example for Mindset Coaches: “Purchase a 3-month coaching package and get my ’30-Day Mindset Reset Workbook’ for free!”
- Example for Business Coaches: “Sign up for a coaching session by the end of the year, and I’ll include a personalized action plan worksheet tailored to 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 you a wealthy writer.
4. 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.
- Example: “For my current clients: Refer a friend who books a coaching package, and you’ll get a free 1-hour coaching session as my thank-you!”
- Example: “Holiday Client Appreciation: Renew your coaching package before the end of December, and get a free goal-setting workbook to kick off the new year.”
For my affiliates for Copy Critique Club, you will also get a free bonus audit in addition when someone signs up through them during this time period.
Conclusion
As we wrap up, it’s clear that effectively positioning your offers can increase holiday sales without discounts. By using strategic offers like bundles, exclusive time-sensitive packages, and valuable add-ons, you keep your profits healthy while delivering exceptional value to your clients. Remember, it’s all about showcasing the transformation you provide—not lowering your prices.
If you’d like support with your messaging and copywriting to get more buyers at these price points, check out my Services Guide.
