Online marketing is a dog eat dog world and you will need to stay competitive if you want to seal the deal with some local clients. This is especially the case if you offer a service that can be acquired anywhere in the world, but you have a leg up on the competition if you're local. Being local means you are within a certain proximity to the clients business or home (Duh). But being local doesn't just mean you're close, it means you can be trusted more since you can shake the hand of the potential client if ever needed
I've had plenty of local clients want to sit down with me just to see who I was. They wanted to make sure that I was actually local and that I was who I said I was. I completely understand this because there are so many SEO companies out there pitching that they are "local" but they're actually 200+ miles away. This happens a lot in the Chicago area, I've even heard some Indiana companies saying they're "Local" because they're close to northwest Indiana haha
Being local is what will get your foot in the door, giving local discounts is what will seal the deal. When I'm talking with a potential client and I think they're still on the fence, I will offer them a local discount. Now local businesses would rather hire someone local because they're keeping the money within their community, but they will outsource work over seas if the price isn't right. By offering discounts to your local clients, you will entice them to sign up with you instead of outsourcing what they need done.
Why People Like Discounts
Consumers and Businesses will love a good discount because it simply saves them money. I've actually had people sign up for my premium services, which were twice as much as my competitor, because I was local and gave them a 20% discount because we were in close proximity lol. They were paying more to use me, but were happier because I was close and gave them a slight discount.
People like discounts because they feel like they're saving a ton of money. Now you can't go an offer a 2% or 4% discount because you'll just get laughed at. I like to go as low as 20% and as high as 50% depending on the service or product.
Why Local Discounts Work
Local discounts work because if a potential client is on the fence, or negotiating a price, they will instantly be sold on the XX% off. You can pitch to them that you want to keep the money local in order to keep building, which will help build value to the neighborhood, and the client will get hit in the feels and likely work with you lol.
I had a local web design client sign up with me after I quoted him almost twice as much as my competitor, while offering a discount to help him out. He signed up with me because I treated him well and we got together a couple times to go over what was going to be done with his website. He even told me how he didn't like the presentation of the other company because they were all business and didn't seem like they has his best intentions in mind. He also said that the discount didn't hurt because it showed I was trying to work with his budget lol
Why Offer Discounts
Offering discounts has been around for longer than anyone reading this discussion. It's a way to entice people into making a purchase because they feel they're saving more money with you than they could with your competitor. With 99% of businesses being online today, it's easier to shop around when you want something physical or digital. By offering discounts to low ball your competitors, you will be seen as a great service or product provider as well as a great deal to everyone's pocket book.
Offering discounts in a strategic way can actually increase your profits more than selling a top dollar service or product. Haven't you seen a car commercial where they say you get $X,XXX off at singing? Well they all do it, and those are all discounts lol
A discount is great, but a local discount is even better because it shows you're trying to help out people within the area. I run a global online marketing service but I will give local businesses discount codes they can use in order to save some money. Them saving money means they can use it for their own business and I make money from the business owners that might not have signed up with me lol. Coupons and discounts will be around for a very long time becuase they work. If you're not using discounts and coupons for local businesses, I urge you to try it out and thank me later lol