Understanding this simple concept will literally change your business. Once a client has started to spend, it’s so much easier to get them to continue spending. A client will initially want to book you on the best value package possible, as they are shopping with the side of the brain that makes them a bargain hunter and quite analytical. However, this goes out the window quite quickly once a couple finds someone they love (you) and a package they can’t resist. Things change, so don’t be scared of the initial frugal approach. Just give them a reason to change their mind!