To Give or Not to Give Pricing over the Phone
To give or not to give pricing over the phone, that is the question! While each practice has a different policy on this matter, I have a very strong opinion and it all comes back to my first ever designer bag purchase.
The Designer Bag Method and Why it Works
My clients will inform you that I tell this story at all of my sales & front desk trainings.
I had just received my first big commission check and I wanted to reward myself with a designer bag. I had desperately been wanting a YSL bag for years but I wanted to keep the price below $1500 with taxes and tags. I searched on the YSL website for hours on end trying to find something in my budget but I wasn’t able to get a gauge on how big the purse was, the fabric, the strap length and so on…. I was noticing that a lot of the things that I liked were outside of my budget and I almost gave up because of it.
I decided since my budget was so restricting and I had so many questions that I would head to the YSL store and shop around in person. The store was absolutely stunning and they treated me like a queen! They brought me champagne, showered me with compliments, showed me bag after bag after bag. Slowly my budget of $1500 had grown to $2000, and then $3,000.
An hour and a half later, I walked out of the YSL store with a $5,000 bag and zero buyers remorse.
Moral of the Story
And that is why you don’t give pricing over the phone. You don’t have the opportunity to build the want, the need and the experience for the patient if you’re giving them pricing over the phone, especially for larger packages.
If your policy is currently giving pricing over the phone, I suggest you try the Designer Bag Method with your Front Desk and watch as you get more consults, less price shoppers and more quality clientele.
The Aesthetics Advantage 