What Makes Your Medical Spa Profitable?
As a consultant in the Medical Aesthetic Market, the most common question I’m asked, is – “How do I increase my sales?” My response to this question is not about increasing sales, but rather – increasing profit, because when sales increase, so does profit. The easiest way to increase sales/profits is to increase the sale of dermal fillers.
Dermal Fillers is the only service/procedure that can generate $10,000 an hour or more in sales. Lasers, fat elimination, cellulite treatments, chemical peels, skin tightening, or any other energy device or procedure, cannot generate that amount of revenue per hour, only dermal fillers can. I’m not suggesting to eliminate any services from your medical spa. However, I am saying that unless you have adequate staff to perform all other services, you must realize you are limiting your profits unless you are completely free each day to perform dermal filler injections only.
All other services and products certainly support the sale of dermal fillers, just as toxins (Botox, Dysport, Xeomin, etc) do. Referrals from toxins are Fabulous, since the patient is already interested in their appearance, and are naturally good candidates for more profitable services such as dermal fillers. Toxins can be your most valuable “lost leader,” bringing patients back every three months or so, for follow-up treatments. Toxins are the “gateway drug”, meaning, that loyal patients will return on a regular basis for toxins.
Dermal Fillers should be introduced to all patients in the medical spa/practice, whether the dermal filler injection is a “bee sting pout” (filler injected on the center of the bottom lip), or a complete “liquid facelift” using only dermal fillers. Dermal Fillers allow you to rejuvenate the face due to aging, and/or the correction of a facial defect. There’s almost always the opportunity to enhance facial features, which may require just a little more emphasis by using dermal fillers.
Dermal Fillers are one of the most versatile treatments in a medical spa, as well as the most profitable.
A simple replenishment of loss of volume for the hands can be an easy add-on, as well as profitable, and will allow the patient’s hands to look more refreshed. When treating a patient with dermal fillers, hands are often overlooked and can giveaway their age, even with the best of facial rejuvenation. In addition, lifting the knees with dermal fillers allows aging patients to feel more comfortable wearing shorter skirts, and/or even shorts. Don’t forget the ball of the foot loses volume after wearing heals for years and replacement of volume in this area using fillers, gives comfort when walking or running. The earlobes thin as we age as well, yet another opportunity.
Finally, never forget the male patient. Though men age differently, most often men want enhancement of the jawline and under the eye, both of which help to create a more youthful, masculine appearance.