In this Post: Increasing your prices is intimidating! But often necessary to create a thriving business. Learn 8 steps for how to raise your massage rates.
So you have determined that it is time to raise your massage rates, good for you! But, now what? How do you actually go about the process of increasing your prices? How much do you raise them?
Still unsure whether the time is right to make a rate change? Check out: When to Increase Massage Rates – 5 Signs It’s Time for a better idea of when the time might be appropriate.
Other professions periodically raise their rates – no sweat, why shouldn’t we as massage therapists afford this same luxury?
You know what, we should! Periodic raises are appropriate. We should make sure that we are charging well within industry standards for the area in which we live. When we do continuing education to increase our skills, it is appropriate that we are compensated more for our time.
There are many ways you could approach this process. Here I am sharing my tried and true methods for how I have implemented these changes in the past. I have found the process with these methods to be surprisingly painless and effective.
I’ve even been surprised to have clients congratulate me and tell me, “it was about time.” Shocking, but true.
You may find pieces of my process resonate with you, or you may come up with a method all of your own. Either way, if you are reading this, I’m willing to bet it is time for you to implement a change. You have probably been considering this shift for a while, lamenting over the details and whether the time was right or you were worthy.
Well, I’m going to tell you, the time is right, and you are worthy. Take that leap of faith and proactively make your dreams a reality. It is time for you to create a thriving, sustainable business. One that allows you the freedom and flexibility to establish balance and harmony in your life.
8 Steps For How To Raise Your Massage Rates
Step 1 – Set a date.
I usually like to pick a date at least three months out. This gives me plenty of time to wrap my brain around all the steps involved with my process. I have time to reflect on the specifics of pricing, get mentally prepared for the emotions involved, and gives my clients ample warning about the impending hike.
Step 2 – Work on your mindset mentality.
This might be the hardest step of them all. In this step, you are establishing conviction and faith in your decision. Meditate on your mission. Practice self-affirmations that validate your worth and reasons for increasing your prices. It is never easy raising rates, but the more confident you are in your actions, the smoother the transition will be! Don’t let questions about losing clients, being good enough, and whether you are raising rates enough, circle through your head. It is time! Now keep reminding yourself!
Step 3 – Spread some breadcrumbs.
Start casually mentioning to your regulars that there will be a rate increase in the near future. This way they won’t feel like you are springing things on them overnight. This may feel a little intimidating, but if you have been working on Step 2 or mindset mentality, you should be feeling truly confident that you deserve that raise. At this stage, I usually tell people that I am not yet sure about all of the details, but that it won’t be anything drastic. I don’t like to quote specific prices at this time, in case I change my mind.
Step 4 – Figure out your new prices.
A lot of factors go into play here. So, think carefully about what adjustments you would like to make. If you raise them by too small an increment, you will go through this same process again in a year or two. Perhaps that is okay with you, but know that it never gets easier emotionally, not to mention all the printed material you will have to redesign and possibly pitch. When figuring out a number, think about how your skills compare to those around you, how you value your time, and who your ideal client is. Remember that you can always offer discounts, it is much harder to charge more.
Step 5 – Make edits to your promotional material.
If it is printed material that you are changing, send them to the printers. If you have a web developer, make sure to get them the new pricing. Let them know when you want the pricing to go live on your site. Having your prices in writing is a good idea, there is something about how we as humans process material in print that makes it seem more legitimate. Legitimize this process by getting prepared and armed to pass out price sheets when the time is right.
Step 6 – Send an email.
About a month before you are slated for the increase, send an email out to your client list. This is when I would first divulge the new prices, as well as explain my reasoning for the increase. Mention things like continuing education you have taken, what sets you apart from your competitors, and any other factors that seem appropriate.
Don’t have an email marketing practice in place? I strongly urge you to establish one as soon as possible. Check out: Email Marketing For Massage Practices for tips and tricks on how to successfully implement an email strategy with your clients.
In the email say something along the lines of;
We have been in business now for nine years, with the help and support of you. It has been a fun and inspiring ride! We are so blessed and honored to have gained your trust and business! Hopefully you can understand as we are currently looking at a slight rate change, slated to happen July 1st.
We have always strived to have fair prices and feel this change is still in line with these goals. We wanted to give you a “heads up” and the opportunity to “stock up” on massages at our current price. The last rate change we had was in 2013. Keeping in line with Denver industry standards and factoring the rising costs of doing business we felt at this time it was appropriate for this change. We will still be offering package deals, giving referral discounts, Facebook “like” discounts, and various other “special’s” so please continue to take advantage of these deals. Also we will still be honoring any pre-purchased massages.
We look at massage as a critical health tool aid. Massage not only helps relax and decrease stress, it also helps prevent injuries, decrease recovery time between workouts, and improve sleep. Thank you for valuing massage and continuing to choose us as a part of your health and healing journey!
Our New Price Structure (Starting July 1st) (A $5 increase per massage).
(These prices do not reflect the prices I actually charge, please don’t take these prices as suggestions, they are merely an example of how to convey your new pricing structure to your clients).
Individual Massages
$75 – 30 minute massage
$95 – 1 hour massage
$125 – 90 minute massage
Package Deals
$270 – Three 60 minute massages
$510 – Six 60 minute massages
$360 – Three 90 minute massages
$690 – Six 90 minute massages
Step 7 – Remind your clients.
Continue to remind your clients each week for the next month. Emphasize that they can purchase gift certificates which won’t expire.
Step 8 – Make the change.
It’s time, start making the big bucks. Update your website, display and distribute your printed material, and begin charging the new rate.
My one word of caution is not to keep specific clients at the old rates. This will complicate and confuse you profoundly. It will also allow for resentment to creep in, never a good thing.
Rarely is it easy, or a decision to take lightly, increasing prices. But necessary none the less. As the cost of doing business continues to rise, so does our need to increase revenue!
So go get your self-affirmations on until you start believing you are good enough, and you are worthy enough. Quit with this scarcity mindset, and start charging the big bucks! You want to thrive? Charge what you are worth!
