If I had a dollar for every time I’ve heard that one…

Can you relate?

How many times have you heard this question when you’re speaking with a client or potential client about a service or product you offer?

I know for me, it’s far too many! Even more annoying, is that it is often the very 1st question I hear from potential spa clients when they call looking for services.

But guess what?

It’s not their fault.

With all the heavy discounting that takes place in our industry due to “daily deals,” the general public has just been trained (like puppies) not to pay full price for their beauty treatments (or for anything else for that matter). We’ve created a culture where someone can find anything they want on the internet and they can search around rather easily to find the cheapest price. We’ve all been guilty of this – as consumers, we’ve shifted our focus to price rather than quality and value. It’s gotten so bad that oftentimes people don’t even care if the product is outdated or a knockoff or if the service is done by the best person for the job rather than someone who can go through the motions.

Our priority has shifted to price.

So what’s a hard working, honest and sincere beauty biz gal supposed to do now?

Well, I’ll share how I address this…

Spa Client: “How much are your facials?”

My Response: “Could you please tell me exactly what type of skin problems you are trying to correct?”

That’s not a fancy evasive maneuver, the reason I don’t answer right away with just the price is because people will ultimately feel more comfortable with the required investment if they understand the value to them – it’s what they actually want to know, they just don’t know how to LEAD with that question. I want the opportunity to engage with them as this gives me the opportunity to build their trust. If I were to just spew out the price, I may not get the opportunity for that engagement.

Successful Sales 101: People buy from those they know, like and trust.

This “how much does it cost” way of thinking needs to change or we are going to be in big trouble as the economy shifts back to a more stable place. We can each do our part in the conversations we have with those we do business with (whether you’re buying or selling).

Value is where the magic is – price is only slightly relevant.

Discounting may have its place in motivating people to buy in limited, short term situations. But it’s detrimental longer term. Here’s the real deal… In the last 3 months my spa rent has gone up $350 per month. My business insurance went up $250 per year. My retail product vendor raised their prices $5 – $10 per product. Even the toilet paper that I buy for my business (at Costco) went up in price!

Your prices must be set on the value provided or your business will suffer. I am serious… it’s time we start charging what we are worth and answering the “How much is it?” question with confidence or we’ll find the struggle to stay profitable in business even greater now than it was during the failing economy.

You’ve heard me say this a gazillion times… We are in a multi-billion dollar industry. The numbers are in our favor and we can be successful, if we create a movement together and start to look at our beauty biz license as a gift to give us a lucrative career.

Are you with me?