"I have a question for you, when you have clients purchase their after care kits after
their treatments that call for it, how do you price it into the treatment? And how
much do you charge? The Post Home Care Kits are now xx.xx each our price, so I am trying
to incorporate how to price it, for example if someone gets a peel or 4 layer facial
would you tell them they have to purchase the kit separately or would you put
it into the cost of the treatment, if you could give me some ideas that would be great
I am trying to put together my pricing."
Thank you for this great question:
FIRST AND FOREMOST:
On all orders over 500.00 you receive 10% back to you in Gratis. This means free dollars to spend on samples from the Image Skincare Line, Tri- Kits, Trial Kits and Marketing Materials. Most clients don't realize that if they kept all of their small orders and put them into one, one time a month they would actually maximize the amount of free gratis dollars they could accumulate towards samples!!
Just as a side note: Gratis dollars can also be used on T-Shirts, Treatment Manuals, Videos and Shelf Talkers! How great is that??!!
Here are some examples of ideas to consider:
On all orders over 500.00 you receive 10% back to you in Gratis. This means free dollars to spend on samples from the Image Skincare Line, Tri- Kits, Trial Kits and Marketing Materials. Most clients don't realize that if they kept all of their small orders and put them into one, one time a month they would actually maximize the amount of free gratis dollars they could accumulate towards samples!!
Just as a side note: Gratis dollars can also be used on T-Shirts, Treatment Manuals, Videos and Shelf Talkers! How great is that??!!
Here are some examples of ideas to consider:
Lets start with how to quickly convert the client that typically buys nothing or buys the bare minimum from your business/spa.
1. Option to have the client purchase the products to try at a discount the day of the service. It is a great treatment incentive and a very smart way to send the client who would otherwise purchase nothing home with some of your fabulous homecare and better your professional advice on how best to incorporate it into their daily regimen. In this case I would recommend offering the kit at the WS price.
For all clients as a Treatment Special for a given month.
For this coming month you may want to do a Mom's, Grandmom's and Mr. Mom's Special.
2. Option to incorporate a particular Trial Pack with a particular treatment. For example if you are doing the
Image 4 Layer treatments, the Vital C kit might work well.
In this case the cost of the kit is rolled into the price of the treatment. Again, your homecare and professional advise are the final selling points here for the client. It is also great to use our prescription pads to remind the client of any other suggested products or just as a refresher on the routine -- should they forget once they are home alone.
A Must Do: Display the kits on the retail shelves and use a shelf talker that points out that the Image Skincare Trial kits are airline friendly and easy to take to the gym or on the go. You can remind clients that they do not have to compromise their skincare routine when these kits are available to them.
3. Option to just sell the kits at a said retail price - some clients mark up 50% others mark them up 100%. You decide what will motivate your clients to purchase!
Smart Marketing:
4. Option to use the Trial kit as a gift with purchase incentive. For example if the client is purchasing for $100.00 worth
of homecare the Trial kit is (we will use the new Post Kit as the example here) a 30.00 gift with purchase incentive on the day of their service. This is a special treat for those clients who love to feel like you are pampering them even more at the cash register :)
Monthly Special Idea:
5. Option for the day of service is to have the client rebook and pre-pay for their next appointment and receive a gift of a custom Trial kit. Remember we have all varieties, Vital C, Ormedic, Clear Cell, Ageless and the New Post Kits that includes the following 5 products: Ormedic Cleanser, Hydrating Enzyme Mask, Skin Lightening Serum, Max Creme, Ultimate 35 SPF.
I find that when you give something away it becomes less valuable however, when you value something it retains its value and gains a following.
The way the trial kits are ment to work is to increase sales for you and to help grow your income each and every month.
This idea resonates with the goal of working smarter and not harder.
If you are doing a sound job of retailing 3 or more products to each client I think you can give a gift with purchase on the day of the treatment as a nice thank you to the customer but make sure they rebook too :)
Best,
Stephani Ramirez RN LME
1. Option to have the client purchase the products to try at a discount the day of the service. It is a great treatment incentive and a very smart way to send the client who would otherwise purchase nothing home with some of your fabulous homecare and better your professional advice on how best to incorporate it into their daily regimen. In this case I would recommend offering the kit at the WS price.
For all clients as a Treatment Special for a given month.
For this coming month you may want to do a Mom's, Grandmom's and Mr. Mom's Special.
2. Option to incorporate a particular Trial Pack with a particular treatment. For example if you are doing the
Image 4 Layer treatments, the Vital C kit might work well.
In this case the cost of the kit is rolled into the price of the treatment. Again, your homecare and professional advise are the final selling points here for the client. It is also great to use our prescription pads to remind the client of any other suggested products or just as a refresher on the routine -- should they forget once they are home alone.
A Must Do: Display the kits on the retail shelves and use a shelf talker that points out that the Image Skincare Trial kits are airline friendly and easy to take to the gym or on the go. You can remind clients that they do not have to compromise their skincare routine when these kits are available to them.
3. Option to just sell the kits at a said retail price - some clients mark up 50% others mark them up 100%. You decide what will motivate your clients to purchase!
Smart Marketing:
4. Option to use the Trial kit as a gift with purchase incentive. For example if the client is purchasing for $100.00 worth
of homecare the Trial kit is (we will use the new Post Kit as the example here) a 30.00 gift with purchase incentive on the day of their service. This is a special treat for those clients who love to feel like you are pampering them even more at the cash register :)
Monthly Special Idea:
5. Option for the day of service is to have the client rebook and pre-pay for their next appointment and receive a gift of a custom Trial kit. Remember we have all varieties, Vital C, Ormedic, Clear Cell, Ageless and the New Post Kits that includes the following 5 products: Ormedic Cleanser, Hydrating Enzyme Mask, Skin Lightening Serum, Max Creme, Ultimate 35 SPF.
I find that when you give something away it becomes less valuable however, when you value something it retains its value and gains a following.
The way the trial kits are ment to work is to increase sales for you and to help grow your income each and every month.
This idea resonates with the goal of working smarter and not harder.
If you are doing a sound job of retailing 3 or more products to each client I think you can give a gift with purchase on the day of the treatment as a nice thank you to the customer but make sure they rebook too :)
Best,
Stephani Ramirez RN LME
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