Do you know what your clients really value? Many spa and wellness clinic owners think that customer value only boils down to PRICE, when in fact, your prices only become an issue when it is presented as the only benefit of your treatments or products.If you are wanting to increase profit margins in your business, you and your staff must establish real value and partnership with clients. This can me done by asking prospective clients PURPOSEFUL questions that will enable your practice to sell on true value and not price. Here's how:
1.) Write down your questions to show clients that you really do care about their needs and desires.
2.) Help the prospective client understand what makes you and your spa's treatments and products successful by highlighting value. For instance, if you currently use The Scandle Lotion Candle in massage treatments and sell the candles retail, point out that the candle provides an all natural aromatherapy treatment and skin soothing massage lotion/moisturizer in 1 multi-functional product. By doing so, you are focusing on the product's value over traditional candles and not the price point.
3.) Practice makes perfect! Practice value marketing daily!
What other tips do you have for determining what your clients value most?
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!