I am a massage therapist who owns her own spa and works on the table as well. I have 5 other people who work for me. I have been thinking of instituting tiered pricing like some Salons do. I would like to charge more for my work so the new girls fill up quicker. I'd also like to work smarter not harder. (The constant challenge.) Has anyone done this? Any ideas how to present it to clients?

Hello Tantractami,

This is a BIG subject and a large part of the consulting that we do but here is some info that may help you:


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Hi Tantrictami

You might find that by making yourself more expensive you fill up faster as the clients perceive that you are better as you are more expensive, the mentality being that you dont get a ferrari for chrysler money!

I have seen this a lot in Personal training in the health and fitness industry.

Nathan

I agree with Nathan on that point: Don't be afraid to charge more for your services, particularly if you feel that your skills are more highly developed than your peers'. The market value of your services is not based on the availability of them but the quality. If you have the quality then charge accordingly. You may get fewer clients at premium prices but you'll need fewer of them, too!

This type of tiered payment program can motivate your employees and set you apart as you are at the top tier. Rewarding motivation and performance is always the key here. Plus if your ready to work smarter not harder, the LMT motto, you should be charging premium. Your clients who need you will follow, the others will fall to residual therapists. With your support and training they can also eventually raise their pricing.

Introducing this to clients depends on timing somewhat. If you haven't raised them for awhile. Create some collateral/take home flyers etc. to announce the change and it's date of effectiveness. You may even want to provide a client appreciation party and offer discount on multi treatment bookings in advance etc..... get creative.

If your worth it, it won't be a problem. I had clients that followed me to three different locations as I grew in my private practice in the past. Because I gave them value.

If you want to work smarter not harder you can also use new tools in your massage, like Thai Herbal Compress to relieve your hands, and enhance your treatments. We do trainings on these with CEU'. along with working with and recommending the similar compensation model with consulting clients that Douglas does.

Hope that helps, enjoy!