Menu Pricing
For years I had different facials at various price points however clients would come in and just say "give me what I need". Great, I can do that! I need at least $100/treatment to survive my space and that doesn't even guarantee I'll personally make any money but they definitely get what their skin needed. For a variety of reasons I kept prices between $112-135. Then I read somewhere that a two-tier or three-teir pricing was a "better" way to go. Giving clients the option of a simple facial or the deluxe facial which I considered the "clinical" treatment vs. the "spa" treatment. However, it seemed everyone really liked a combination of both. Trying to grow my business I got worried about the price being too high, yet if I lowered I'd end up doing the higher end treatment anyway. Recently I changed my menu to reflect a clinical facial that is 45 or 60 minutes, a spa facial that is 45 or 60 min, a medispa treatment that is 60 or 75 min, an express facial 30 min and problematic facial 60 min and a 50 min men's facial. 10 different treatments with greater price options. I keep getting told it's not pricing that causes people to stop coming but when clients spend $100/month average on a facial when they can spend $300 on botox that lasts 4 months, price is an issue.
Thoughts?
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Replies to This Discussion
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Permalink Reply by betty bliss on
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I just created the menu so I'm not sure how it will fly. From your response my brain went "ping!" clients don't know what they want or need-- and so I guess from my perspective I try to give them a price option they will accept. It's my job to tell them what they need but I want to feel safe with the price. My space and skills are both in the clinical and spa arena so I can and I enjoy offering these options. I want to find that comfort level "price" that will keep them coming back.
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Permalink Reply by Marty Glenn on
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Betty
Botox and facials are totally different. That is like saying I have dentures and so I do not need to go to the dentist. That may not be a perfect comparison but maybe the point is made...
Did you know that a facial and chemical peel is WAY more effective 2- 3 weeks after botox since the resurfacing of the skin healing and regenerating is done on skin that is not moving. If that does not give you ideas... ;)
Marty
SkinCareScience.com
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Yes. I agree. If you can keep the dermas functioning properly with topical products and of
course good genes and more importantly with sun avoidance Botox can take a second seat.
Marty
Skincarescience.com
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I may have heard this before-- I always asked them to wait at least a week or get the botox after. I will keep this in mind and yes great idea to promote!
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Permalink Reply by coldsalineplexus on
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A three tier pricing structure drives clients towards the middle option. This is regardless of industry, services, etc.
So build the service you and your clients both love best, price it at a rate that you would be happy to do that particular service all day long, and then build one shorter and simpler and a little lower price, and one longer and more elaborate and at a little higher price, and see how it goes. If you're still booking too many of the lower price service, bump the price for it up a bit closer to the middle one that is your true passion. Good luck!
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Thanks I like that!... and correct that's what seems to happen. I kind of have a 3 tier price-- $95-125-150 and there's room to lower for special occasions, packages or rebooking.
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