Practical Sales Training™ > How To Convert > Paid for Flexibility
What is it?
When you book something like a plane ticket, but you need the flexibility to change or cancel it without penalty, then often you can pay for this convenience.
Why does it work?
It works because although we’re seemingly paying a penalty to avoid a potential penalty, the convenience of the flexibility and the avoidance of paying a charge or losing our ticket entirely makes it an attractive proposition. As a business it also provides additional revenue and makes you appealing to those who have erratic schedules and may not wish to “risk” booking with you in case they need to cancel.
How can you use it?
Depending on your business, you could have two charging models for the time/resources you allocate to clients. The first charge is a standard fee for the session/plane ticket/access, but it’s non refundable. The second is a “flexible” charge which is more, but allows the client to not lose their booking should anything change.
Hypothetical Example
An online fitness coach offers one-on-one coaching sessions for £50 each. These are non-refundable and fixed in the diary. However, for £70, the client can book a “flexi session” that allows them to reschedule or cancel up to 24 hours before without losing their money.
Many busy professionals happily pay the extra £20 for this flexibility, as their schedules can change at short notice. For the coach, this model not only generates more revenue per session but also appeals to clients who value flexibility over a rigid commitment.
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