Increasing Service Value
To give you an advantage over your competition and make more money.
Increasing service value can cost you very little and keep your clients loyal. I think you will agree with me that you would instead go to the doctor’s office that is clean, use cloth sheets, and have fresh flowers in the room rather than the standard plain doctor’s office.
“Experiences are perceived as more valuable than money. Instead of offering discounts or referral bonuses, give loyal customers special experiences as a reward for their continued business. “-https://www.forbes.com
In my blog post “Small things that keep your clients coming back” I talk a lot about small gestures or add-ons to a service that makes your services seem more personal, stand out and increase value.
“By improving on the experience and satisfaction delivered to your customers, you’re erasing the chances of losing them to you competitors. In the age of improved consumer awareness, customers are now well aware of the powers that lie in the choices they make. Use this opportunity to your own advantage.” https://www.entrepreneur.com
Learn how to increase service value
I do not have a magic formula for what I charge clients for extras or what I include in the cost of a service, but I generally follow a few rules:
Any consumable (coffee, essential oil, snacks) cost me less than $2.00, which I give clients free.
Higher-end add-ons I charge for (paraffin hand dip, lip masks etc.), but I will always give an add-on to every client at least once so they can try it. I have found that over 60% of clients will purchase an add-on at least once after testing it.
Invest in a loyalty program
Give clients access to your loyalty program. They will feel like they are a part of a club. At the end of your clients’ appointment, say, “Jane, you have been a valuable client. I want to give you one of my loyalty cards to say thank you.” Explain how the loyalty program works. There is a more in-depth blog post about loyalty systems HERE.
⇑Awesome Book Alert⇑
How to get more appointments with add ons
If I am booked less than 75% full, that’s when I start to give free add-ons to my clients to increase my service VALUE. I advertise to clients that they will get a free add-on when they book between specific dates. This eliminates discounts on the actual service and will likely cost between $2-3 to me.
No matter how full I am booked, I ask every client if they would like to purchase an add-on. It’s apart of the phone call or online booking.
My Favorite Add-ons For Increasing Service Value
There are many things you can do to make your service more special or add on an extra to the service.
•Offer paraffin hand or feet dips
•Add on Easy to apply peel off mask
•Give a free Lip Wax
•Moisture hand treatment, (cuticle oil, thick hand cream wrapped in a warm towel)
•Essential oil of choice in the diffuser is a nice add on
•Offer coffee, tea, spa water (Keep paper cups to go on hand)
•Heated neck warmers keep clients war and relaxed
•Make sure the room is decorated luxuriously
•Offer an electric massage pad or foot massager
•Have salt lamps or candle going
•Add on hair treatment
•Give out take home samples
•Use cloth napkins and sheets whenever possible (instead of paper)
•Accept credit cards and debit cards
These tips are all things that pretty much any spa or salon can offer. You won’t be able to provide them with all but try one or two. Your clients will love the minor upgrades to services or improvements to your space, and this will increase their loyalty to you.
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