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When setting prices for your spa and massage practice services, do you find it difficult to ask for what you really want? This is often true, especially when business owners are starting out and think they should use pricing as one way to attract new clients. There are a number of problems with this strategy, though. While you may attract some clients who are looking for a lower-priced option for massage therapy, for example, they may not be the loyal clients who stay with you as your prices rise over time to meet your business growth.  Also as the lower-cost option, you may lose potential business prospective clients who perceive that less expensive means less experienced.

The bottom line is that you want to earn what you believe you are worth and also what you need to build your business, cover your costs and net you the profit margin you seek. If you are not sure how to go about asking and getting what you want and deserve, here are some pointers:

Check the competitive environment: You can’t even begin to go about setting a price for your services without first knowing the going rate in your market. But don’t settle for that out if you feel you deserve more. If your skills and expertise are worth more than the competition; set your prices at the level that reflects that.

Be confident: You may be inclined to take less than you want because you lack the confidence to ask for what you deserve. Put that out of your mind. Think confidently and remind yourself daily that you deserve what you want and so should ask for it.

Talk about your value: When prospects inquire about your services, start the conversation by first talking about your training and expertise. Don’t lead with prices. You want the prospect to understand why you stand out and the value you offer before you even talk pricing.

Don’t worry about the outcome: When you are talking to prospects, don’t focus on whether or not they will accept your fees. Focus on your worth and engaging with the client. Some clients will always look for a bargain even though they eventually will pay what you ask because you they realize they will be getting great service.

Offer options: If someone has a budget issue, try to work within it by cutting back – shortening the session, for example. Don’t compromise on your service; provide a solution the client can’t afford that still will provide desired outcomes for both parties.

Don’t settle for less than you deserve. Ask for what you are worth and you’ll attract clients who are looking for value and not low cost.