How To Increase Your Prices Without Losing Clients

A common topic in our Facebook group for licensed massage therapists is “how do I go about raising my prices?” It can certainly be a tricky scenario, as you don’t want to tick off clients, but with the proper preparation, you’ll be just fine.

1. Give advance notice to your existing clients
New prices with new clients is easy, the price is what it is and they didn’t know the price was lower before. For existing clients, you’ll want to give them advance notice. We recommend 2 months. Clients are much more understanding of a price increase if you give notice rather than having it come as a surprise when they are paying for their treatment.

Your best bet is to use email marketing software like Mailchimp, Constant Contact, or you can use the email marketing feature within ClinicSense. Send out an email 2 months before and a second notification/reminder 1 month before. For a personal touch you could even mail your clients a letter notifying them of the price increase.

2. Post your new prices on your website
If you have your price posted on your website or in brochures, make sure you update them. There’s nothing worse for a client than seeing a lower price posted on your website and then they come in to find out the price is more.

3. Provide a reason… or don’t
This is your business, you don’t need a reason to raise your prices. But, by all means, feel free to explain the reason for the new prices. Common reasons are:

• Your level of expertise has increased with continuing education.
• Your costs are increasing (rent, products, etc.).
• Prices are going up across the entire industry and you’re moving with the market.
• The raise in prices will allow you to improve your service – maybe something like an upgraded table which will ultimately benefit the client.

4. Don’t apologize
One mistake we’ve seen is the therapist apologizing for the price increase. Don’t do that. It’s your right to set your prices, and since you’ve proven your worth to your clients over the years, they should recognize the value that you offer even at the higher price.

5. Optionally give them a chance to pre-pay at the old rate
Finally, sometimes it’s nice to reward long time clients for their loyalty. You can offer existing clients the option to pre-pay for several appointments at the old price. Even though your prices are going up, the security of guaranteed business is a great trade off. Your clients will appreciate your gesture and you’ll appreciate a full appointment book!