Catherine Maley, MBA, with nearly 30 years in helping cosmetic practices, urges you to pause before you “work with” patients on price.
Hello, and welcome to “Beauty and the Biz,” where we’ll discuss the business and marketing side of plastic surgery.
As always, I’m your host, Catherine Maley, author of “Your Aesthetic Practice – What Your Patients Are Saying.” and consultant to plastic surgeons, helping them get more patients and more profits.
Before You “Work With” Patients on Price
Typically, when markets tighten, most practices react quickly. Often, they discount. Similarly, they bundle. Frequently, they “work with” patients on price. Consequently, profits quietly erode.
However, the deeper issue usually isn’t just the economy. Instead, it is positioning. Specifically, if patients negotiate hard with you, perceived value may not be fully established.
⬇️ Click below to watch “Before You “Work With” Patients on Price — Catherine Maley, MBA.”
This week, I’m sharing a training video from my Cosmetic Practice Vault. Notably, it directly supports profitable growth during uncertain times:
“Position Yourself to Charge Premium Prices” (link to LP to be created)
Simply put, you cannot protect margins unless you protect positioning.
In this training, I explain:
- First, why patients must emotionally justify your fees
- Second, why patients must logically justify your fees
- Third, how branding signals quality, service, and price expectations
- Fourth, how consultation structure reinforces premium positioning
- Finally, why mindset shifts help you confidently charge more
Importantly, premium pricing is not about ego. Instead, it is about alignment.
When every part of your practice communicates premium value, patients are less likely to haggle. Instead, they commit.
Therefore, uncertain markets are not a reason to lower fees. Rather, they are a reason to strengthen positioning.
Ultimately, if you want to charge premium prices, be premium in everything you do.
Indeed, if you’d like an objective look at where your revenues may be underperforming — without adding more ads, more staff, or more chaos — request a private Practice Growth Review. Sometimes, one operational adjustment can influence the entire year.
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