Getting hassled on price and asked to price match is a daily occurance in the aesthetic industry. As enticing as it can be to take the cash and run, it is a very slippery slope. It’s an uncomfortable conversation to have for both parties, so here are some different talk tracks your team can use to overcome these objections.
Quality-focused: “I understand your concerns about the cost, but our pricing reflects the high quality of services we provide. We use the best equipment, highly skilled professionals, and ensure we deliver the best care possible. Lower pricing often means compromises in one or more of these areas.”
Value-driven: “While I appreciate your interest in a lower price, our prices are set based on the value we provide. This includes not only the service itself but also the expertise, care, and follow-up we offer. We believe that the value of our service exceeds its cost.”
Expertise argument: “Our prices reflect the extensive training and expertise our team brings to every service. While I understand it might be tempting to go with a cheaper option, it’s important to remember that you often get what you pay for, especially when it comes to your health and wellness.”
Overhead costs: “I understand that cost is a significant factor in your decision-making process. However, our prices factor in many elements beyond the service itself. These include the latest technology and equipment, staff training, insurance, and other overhead costs that ensure we can provide you with the highest standard of care.”
Long-term benefit: “While we can’t match a lower price you might have found elsewhere, keep in mind that investing in high-quality service now can save you from potential issues and additional costs in the future. Our aim is to provide you with the best care that will serve you in the long run.”
Remember, it’s essential to communicate this with empathy and understanding, acknowledging that cost is a significant factor for clients while also emphasizing the value and quality they’re receiving.
But with that being said…. Know Your Worth!
The Aesthetics Advantage 