Putting A Price on Value at Your Spa & Wellness Establishment

Often times, when business owners are asked what they think is the driving force in customer business, they will say "PRICE"!  However, what most of them don't realize is that price only becomes an issue when it is perceived as the only benefit of a spa service or product.  According to a recent article in Skin Inc.,  if you want to overcome price and increase sales and margins, owners need to teach their team, "how to establish real value" and then practice, practice, practice this skill repeatedly!

Statements like "We are the best...," "We offer superior customers service...," etc. will only get you so far.  In order to determine what is of "value" to your customer you must ask purposeful questions that sell on true value and not price.  Here are some suggestions:

1)  Write down your questions

2.)  Help the client understand what makes you and your spa, practice, business...successful

3.)  Practice this "value marketing" skill everyday!

If, after talking with clients, you discover that they can't afford the product or service being offered, then DO NOT lower the price or the perceived value. Instead, find a new client for the higher-end product or service, and work with your current client to find a lower-cost alternative.  By being honest and admitting that a service/product is not the best fit, you will acutally gain creditbility and trust instead of using "slippery" sales tactics to get a client to buy a service/product they can't afford.  For the best results, owners and their teams should sell clients on RESULTS at the best price to generate longer lasting relationships.

What have you done to set your spa or wellness business apart on value based marketing?  Share your ideas here.