We talk about this with clients a lot, and currently have a company thinking about switching to us because their current partner relies too heavily on promos.

The danger isn’t in discounting itself. It’s in conditioning. When buyers consistently see 20% off, they don’t view it as a bonus — they start viewing full price as a penalty. Over time, your standard pricing feels inflated, and loyalty shifts from brand to bargain.

The balance will (likely) get harder in our post-tariff world.

Sales and promotions are tools in your toolkit. But they shouldn’t be the introduction.

via Buyology