Sell one, give away the other two. Then sell all three.

Clinique postcard from Sears

Clinique postcard from Sears

King Gillette made his fortune in the razor business from a simple premise; give away the handle and sell the blades. Clinique's business model does not include a handle, but I can see what the firm is trying to achieve.

I've been a loyal user of Clinique products for over 30 years. I use the "dramatically different moisturizing lotion" twice a day. I've tried the soap and clarifying lotion, but the habit has never stick the way the moisturizing habit has.

I can see the advantage of this promotion. People who have bought into part of the "3-Step" skin care system may be predisposed to try the other two steps. And if they try the other steps they may like them and become a regular loyal customer.

It has been observed many times that if I am a loyal customer it is much easier to keep me that try to rustle up a new customer.