Cheap Treatments Are Killing The Industry… Here’s How To Price Properly

Cheap prices aren’t just hurting your business - they’re damaging the entire industry 😢 

In this episode, I’m breaking down the real impact of undercharging, why it’s making it harder for skin specialists to be taken seriously, especially in the whole “medic vs non-medic” conversation, and how it’s affecting your ability to actually build a profitable, sustainable clinic 💰 

I’ll also walk you through exactly how to set your prices properly - including a simple formula to work out if your current pricing even makes sense 📈 

If you’re fully booked but still not earning what you should be, or you feel like you’re constantly working just to keep up - this one is for you! 👂 

If you enjoy the podcast please subscribe, rate and comment to help push it out to help us grow the pod and be able to do even more with it!

Also I would LOVE it if you could share to your socials, tag us in your stories @theskindustry_ so we can see where you're listening and message me any time for help, questions and more information about the 1-1 skin specialist coaching - I want to help as many as you as possible achieve the business of your dreams ☁️🤍 

Thank you so much for supporting every week 💕 

Transcript

SPEAKER_00 0:00

Hello! Welcome back to the skin industry. We are now on episode eight, which is crazy. So we are two months old. How exciting! Um and it's sunny, it's finally sunny, and it's given sun all week. I can't wait. Like, I actually cannot wait. That's so exciting. Like, summer is coming, girls. Summer is coming. And I, for one, I'm a summer girl. Like, I thrive in the sun. If I wake up and I can see the sun peeking through my curtains, best believe I'm in a good mood that day. Like, it changes my mood, my outlook on life, my motivation, everything. Woke up this morning. I set an alarm for 7am. It's Sunday today. I set an alarm at 7am because it's weekend two of Coachella, which means Justin Bieber. Woo! I don't know if anybody saw my story from last week. I had a bit of a crash out listening and watching Justin Bieber's Coachella performance from weekend two. I don't know what happened. Like, I really do not know what happened. I couldn't tell you the last time I cried like that. It was honestly, if I had to describe the level of like emotion and sobbing that I was doing, it was imagine if somebody had murdered my entire family and I just found out that is how hard I was crying. Like I had I didn't know I was I knew I was gonna cry, but not like that. Like I didn't think it was gonna be that emotional, but oh my goodness. I cried that hard, I gave myself a headache. I was driving at the time as well, which in hindsight shouldn't have done. That was not a good choice on my behalf. So I set my alarm for 7am this morning so I could get up and watch him again. No tears this time. I think I'd got it all out of my system. Very, very close to tears at a couple of points, but managed to hold it together and I just I love him so much. I know that you're not all here to listen to me talk about how much I love Justin Bieber, but this is my podcast if I want to talk about Justin Bieber. I will talk about Justin Bieber. I have loved Justin Bieber for so long. And I had tickets to his last tour that obviously got cancelled. I've seen him before that, but I've just never healed from that, I don't think. And just watching that today, oh my god. After last weekend, I was looking at tickets and flights and accommodation to go this weekend, but I couldn't find any tickets that weren't literally like £10,000. And yeah, I wasn't gonna go and get on a flight and book accommodation without getting a ticket, so but the FOMO is real. I actually looked at going last year when they announced the headliner being Justin Bieber, and I didn't go because none of my friends like him, so I would I would literally would have had to go on my own, which at the time felt like no, I'm not doing that. I can't just go to America on my own for Justin Bieber. But now really wish I had done that. I would have made it work, like I would have found people and made friends and all of that. So bit of a regret on my part, but I feel like something's coming. I feel like there's gonna be a tour of some sort or at least some shows, and not gonna do that again, not gonna miss it out again, we'll be going. So that's the Justin Bieber section of the podcast over for anybody that just does not care. But also, second secondary, if you do love Justin Bieber and would go and see him, message me because I will literally go with you. None of my friends like him, like none of them. So I need Justin Bieber friends, which saying at 30 years old, I mean, not something I thought I'd ever be saying, but you know, the love really does run very deep for little JB. So yeah, if you would go and see him and want somebody to go with, I'm your gal. But yeah, back to why we're actually here and to talk about the skin industry and the industry in general and learn and do all the things, even though I could talk about Justin Bieber for hours. I'm not gonna because some people don't like him, and that's not what we're here for. So I have been reaching out over the last couple of weeks to people that interact with the podcast and the Instagram and just basically asking what people want to hear because I've just banged my knuckle on the table, sorry. What people want to hear. And one of the most popular answers is people want me to talk about pricing and how to set your pricing, how to work out what you should be charging, what if you're in an area that you know you think people won't pay, all of these things. So that's what we're gonna cover today. So, one of the biggest problems in this industry is that people are massively undercharging, and then it has a knock-on effect. And I think people see it as, oh well, I'm just you know, a bit cheaper, but it doesn't affect everybody else. It does, if you're charging not enough for the treatment that you're offering. So, microneedling, this is something that gets brought up in the groups that I'm in all the time. My personal opinion is that no matter what, microneedling should not be any less than £100, £90 at the absolute least, but it should be, in my opinion, £100 or more, regardless of the device you're using, etc. etc. Obviously, within reason, if you've bought a TMU device, you shouldn't be doing microneedling at all. But as long as you're using like a proper, safe device, then you know, you need the education. Pretty soon we're probably gonna have to be level four, so everybody's spending more money on their education to do that, which is also a lot of work, you know, there's a lot of work that goes into getting you level four. It is a more expensive treatment because of the actual cost of the products and the um cartridges and all of that sort of thing. It's just generally an advanced treatment, so it should have an advanced price point. It's like laser, for example. Laser is an advanced treatment. If you were gonna go and have laser treatments like facial treatments, you would not expect to be paying any less than £100. And if you found it for less than £100, Christ knows what they're using because I don't think I've ever seen like facial laser treatments for less than £100, unless you got it on like a model deal or whatever. But yeah, it's it's crazy to me that like people are just not charging enough, and not only, like I say, does it devalue the industry and devalue what we do as you know industry professionals, it also means that you're not earning enough. Like unrealistically, that's why we're all doing this. That is why we all do this job, is because we want to earn money and we want to earn more money than we would if we were self-employed uh employed. And I know that some of you girls are charging less than you will get paid an hour for what you're doing. And I know that on paper you're looking, well, no, I'm you know, I'm charging £45 for this station. Okay, take all of the costs out of it, take all of your products, your stock, your time, which is the biggest chunk of what you should be paying for, your education that it's cost you to get here, your rent, your bills, everything that it takes you to run your business, any money that goes out of your account every month, remove all of that from that cost, and what are you left with? Because that is your wage at the end of the day. And if that is less than I don't even know what minimum wage is now, is it like £13? Then you're getting paid less money than you would be doing if you were employed and doing more work because we all know that being self-employed is a lot more work than being employed. So, why are you not earning more money? Why are you charging so little that it's not even worth it for you? Like it's crazy to me. So, another side of the issue of undercharging is that clients actually expect to just pay less, which again is really detrimental to the industry because people that do want to actually take this seriously, have a successful business, be charging the right amount and what they're worth and what they need to charge to actually cover their costs. Clients are looking at them and being like, well, she's expensive, which shouldn't be the way that you look at them anyway. If somebody's expensive, there's usually a reason why, and it's usually good, it's usually good reasons. But yeah, it's just crazy. And I think one thing to take away from it is if your prices are cheap enough to compete with everybody, so you're you know, either cheaper than or the same price as everybody else in your area, you're not competing on skill anymore. You're competing on who can survive the longest being underpaid, which we don't want to do, like nobody wants to do. And I know that at the minute there's so much going on, and everybody's got no money, and everything's becoming more expensive, and there's a war, and there's this, and there's that, rah rah rah. In the 2007 recession, which is I think off the top of my head, I don't know, I'm not a politics um girly, was one of the worst recessions that like we've ever had, if not the worst. And the hair and beauty industry grew, and I think was either one of or the only industry to actually grow and earn money, like more money than it did previously. And that is because when people are worried, when people are stressed, when people aren't feeling good, what do they want to do? They want to treat themselves, they want to make themselves feel good, and the way to do that is go and have a treatment done. People really, really value the things that they have done every month because to them they are non-negotiable to me. Having my nails done, having my lashes done, those are my two non-negotiables. I go every two, three weeks to have them done, and I do not falter on that. I never miss an appointment. If something came up and I had to miss an appointment, I would be devastated. And if I could shuffle it around to make sure I got them done, I would. Because for me, my nails and my lashes are my they're the only two things that I consistently get done. Like I'll go and have like other treatments here and there and stuff, but these are my two things that I pay for and I love and I would not change. So we need to look at it from the client's perspective that if we're giving them the value that you know they want and need, why are we worrying about the price so much? Like, obviously, I know for people there is a limit, but we also have to take ourselves into account and understand that we need to earn a living and we need to make it sustainable for us, and we need to actually benefit from doing this, like this needs to be profitable and beneficial, and if it's not, what is the point? What are you doing? Like, there's literally no point in it. You may as well go and get a job at LD because you'd probably earn more money doing that than what you're doing now. Another issue that I think it really sort of like leans into, which is obviously a really big like topic at the moment with all these new regulations and what's happening, and rah-r-rah, is medic versus non-medic and the difference between charging with that. I know it's really big in specifically aesthetics. Um, I know that medics have like a real big issue with non-medics charging a lot less, which I think has its own issues and whatever, and just for the whole argument of medic versus non-medic, I think medics charging a lot. Some people will only go to a medic. They would never let a non-medic touch them with a needle, and that's fine, and they understand that they have to pay more for that, but then if you're also not bothered about that, then it can range from eye-wateringly low prices that you wonder that doesn't even cover the cost of what they're like injecting into your face, so how are they charging that little to up more towards where the medics are at? So I think it's such a big spectrum, and it's exactly the same with skin as well. I see people charging like 30, 40, 50, 60 quid for microneedling, and I just want to scream. Like, it costs me 50 pounds to do microneedling, like just in product. That's not my rent, my time, anything else. There's nothing else included. It costs me £50 to do that. Because I have skin pen, and obviously I have to like get the costs and stuff from them, and they are they're more expensive because of the quality of them and because of the name and the brand and everything else that you get with it. Like people come to me for skin pen because it is skin pen, and because it's skin pen, they expect to pay a premium for it. So I charge £180 for skin pen, and that includes because I again another situation is I hear people just trying to cram as much into every single treatment as possible and then charging nothing for it, like stop it, stop doing that. But when I have a skin pen appointment in, they come in, they get a double cleanse, I wipe the skin over with Clinicept, and my critical done. That is it, nothing else for £180. And when I've spoken about that in the group before, people are like, oh my god, well, you know, I just feel like my clients are used to getting this and that and a sheet mask and ice globes and LED and blah blah blah bla bla bla bla bla. So that if I put my prices up and then actually do less, like they're not gonna be happy, rah rah. How do you know that? How do you know that they're not gonna be happy? All it is is just educating the client and framing it differently. All you have to say to them is look, I've been and I've done some training, even if you haven't, I've been, I've done some training, I've learned loads more about microneedling, or I've I've bought a new device and it's more expensive, I've got it's better quality, and you get so much better results from it. The price is gonna go up, and all that's gonna be included now is this, this, and this. Because what we need to do is instead of trying to calm the skin post-needling, we actually need it to stay inflamed because that means the wound, um, the wound healing response is kicking in, it's working at its absolute like highest level, and that needs to happen for a minimum of 12 hours. So I'm gonna send you home with a sheet mask, maybe if that's what you wanted to do. You could send the client home with a sheet mask that they can apply 12 hours afterwards. So then they get that take home thing. So they have like a tangible thing and they think, oh well, I didn't get that before, and then it's something for them to take home and do themselves. Obviously, it's totally up to you what you want to do and what you want to include and stuff, but I think we need to remember that sometimes by actually including all of these things in the treatment, you're actually compromising your results because we're not supposed to calm the skin after microneedling. That's the opposite of what you want to do. You've just caused all of that trauma and inflammation to the skin. That's the point of microneedling, and then you go, right, we need to calm the skin now, the client can't be red. But that's the point. That's what we need, that's what we're trying to achieve. That is the body showing you that the wound healing response is now active and it's working and it's doing its thing. So then you then calming that down, it's only gonna slow that wound healing response down and lower the results. So by doing more, you're actually giving the client less, and they're probably gonna end up spending more money over the time period because they're gonna need more treatments to get the good results. Whereas if you knock all of that out, charge more, yes, it's obviously more a session, but they'll probably need less sessions overall. So, overall, it could actually work out being less expensive. And where before I started offering skin pen, I had the I think it was the Dr. Pen A20, it's like the FDA approved one. And I was charging £117 for microneedling. So they also made it much easier than when I invested in skin pen, and the price then had to go up quite substantially. It wasn't that substantial because it was already over £100. So going from like essentially what's £120 to £180, yes, is what, £50, but the way that I framed it, the way that I educated the client about what skin pen actually is, and they're gonna need less um treatments overall because it's so much better results and blah blah blah blah, I didn't lose a single client, not a single one. I kept every single one of my skin pen clients. I gave them their first skin pen session at my original microneedling price of the 117 so they could try it and see the difference. Every single one of them saw a difference, they saw a difference with their like healing process. They were like, it was much more obvious I'd had the needling done and I had downtime. But my clients understand that a lot of the time downtime is a good thing because of the way that I've educated them. And they also said that the way their skin looked and felt instantly after was completely different, and they could really see the difference. They felt like they had better results from it. So then every single one of them has then committed to skin pen. I don't offer the Dr. Pen My Canodle anymore. I've taken it off my treatment list completely, I only offer Skin Pen now, and I've also had so many more new clients that have come and have it now as well. So a lot of the time, again, if you're undercharging, clients notice that and they won't always look at it and think, oh my god, what a great deal. They'll look at it and think, well, why is that that price? Why is that so cheap when everywhere everywhere else charges like upward of £100 for it? Why is that one so cheap? I personally, obviously I'm in the industry, so it is slightly different, but I personally, if I see something and it it seems too good to be true, I know it probably is. I'm not gonna go to the cheapest place I find because it's probably not gonna be great, in my opinion. Not saying that if you are really cheap that you're shit at what you do, but that is kind of the box that you're putting yourself in because premium brands charge a premium price. It's like looking at Lou Vuitton, they charge a premium and their products are premium, and people pay it because it's premium, because having that thing makes you look premium. Does that make sense? Like, people are happy to pay thousands of pounds for bags and not even just celebrities and people that are rich, people that aren't rich and people that don't have loads of money will save up and buy these bags and buy like designer things when they could just go to Primark and buy something similar, like looks the same, just doesn't have that badge on it, and isn't like obviously of that quality, but because it's that thing, it want it makes them want it more because of the the name and the the like affluence it gives them basically, like it makes them feel good, it makes them feel I've treated myself to this, and this is an investment, and I'm so happy with it because they've spent so much money, like it's the psychology of it is crazy, and this is what we need to take into account. We really need to take this into account when positioning ourselves and positioning our pricing. Do you want to be somebody who is cheap and budget and you know just not giving that like luxurious energy, or do you want to be more premium and gives that luxurious energy and people feel like going to you is a treat and they look forward to it and they value it because, as well, people that are spending a lot of money on things really value that thing, whereas if they're spending you know 40 quid on a treatment, they're less likely to actually listen to the information that you're giving them, like do what you're asking them to do because there's no value behind it, they just think, oh, it's only 40 quid, like it's not that cheap. Whereas, you know, if they're spending 180 pounds, they're a lot more likely to follow the aftercare and listen to what you tell them to do and all the information that you give them because they're spending a lot of money on it and they want to get the results, they don't want it to be a waste of money. If I went on a massive tangent then away from the medic non-medic thing, but basically, what I was trying to say was you can't charge £40 for a treatment and then expect to be taken seriously in a medical-led industry. It just doesn't work like that, and that's what skin is. It is medical led, it is led by aesthetics, and then it trickles down into like our advanced treatments and then lower into like your your more basic facials and your massage and anything like that. It is a spectrum, a spectrum of an industry, it's not just like facials and aesthetics, it all melds into one and they all work very, very well together. Does us well to work together? Obviously, a lot of people offer both skin and aesthetics, you know, but you need to bring it back to your education, your experience, your results, and your professional standards. If all of them, if you have a really high level of education, you've got lots of good experience, you get amazing results for your clients. And your like professional standards, like your clinic and your space, or whatever, like wherever you work from, is like of a really high quality, but then you're charging £40 for an hour and they're getting loads of treatment like within that. That just doesn't work, like it doesn't work out. That to me tells me you're losing money. Nobody else but you is losing money, you're losing out on opportunity and profit, and you know, like what you deserve, really. Like, you deserve to earn more. So, some of the reasons that people are undercharging, I think the main one is like local competitors. Nobody wants to be the most expensive person for some reason. I personally don't understand that. I am one of the most expensive, if not the most expensive, in my area. And I'm fine with that. I wear that badge with pride because who doesn't want that? Of course you want to be the most expensive, of course you want to be the person that's earning the most money from what you do. And you know, people value you and respect you and see you and want to pay that money to come and see you. I don't know what that is, but maybe it's the lack of confidence that people have within themselves. And I'm not saying that I don't like confidence. There's days where I think, oh my god, what am I doing? Like, I uh if I have a quiet day, I think, oh my god, I'm quiet, like, oh god, maybe I need to put like an offer out or but then I think no, why am I doing that? Like, where's that coming from? And you need to have more confidence in yourself, and just even if you start off by just faking it, which I think sometimes is what we have to do, you have to trick your brain into believing that you are confident, you have to tell it that you are a confident person. The more negative you give your brain, the more negative thoughts you have about yourself, and the more negative thoughts that you're telling yourself, how is that gonna make you feel? Is it gonna make you feel positive? No, it's gonna make you feel negative, and the more negatively you think about yourself, you get into that cycle, and that cycle repeats and repeats and repeats and repeats, and that is how you see yourself. I'm not good enough. I shouldn't I can't charge that much, I don't have enough experience, I don't know what I'm doing, I'm not good enough to do that, I'm not good enough to offer that, rah rah rah, rah, it just goes on and on and on and on, and that's wrong. You need to back yourself because nobody else is going to. If you don't back yourself, why would anybody else? You need to back yourself, you need to be your biggest cheerleader, and you need to just be confident. And I know that sounds really stupid because well, what if I'm not? I'm not all the time. Like, before I started this podcast, I wasn't confident enough to get on camera and microphone and talk. Here we are, eight weeks later. I love this, like I actually love it, I thoroughly enjoy it. I don't get nervous about it at all, like there's zero nerves for me anymore about doing this. Literally, after the first one, I thought, well, that was easy. Like, I can't believe I've been putting that off for so long. It's fine, like sometimes you just have to do the thing. And then once you've done it, you kind of realize, oh, it wasn't that bad, was it? It wasn't that bad at all. Another reason that people don't put their prices up is fear of losing clients. I back in Webber 2026, December 2024 put my prices up substantially, like by a large amount. Some of my prices doubled overnight. I didn't tell any of my clients, I didn't make an announcement, I didn't do anything. I closed over Christmas and I did a refurb of my clinic. I literally like painted it, redecorated it, got new furniture, changed the layout, all like everything. And I over Christmas didn't book any clients back in for January. I explained to them what's gonna happen is I'm gonna put you in a WhatsApp group and on boxing day, because I changed booking systems as well. Actually, I changed from my old one to fresher. I said on boxing day, the new booking system is gonna go live and you can make your January appointment. I was shitting myself, like absolutely shitting myself. I'd not told a single person that my prices were going up. I had almost doubled them, if not some of them were literally double of what I was charging before. And I thought this is either gonna make or break me. Like, I genuinely don't know if I'm gonna have any clients left after this. Like, I I was terrified. And when I put the link in the group on Boxing Day, I thought I was gonna throw up. Like I was so scared that everyone was gonna get log on, see the price, and go, oh my god, absolutely not. No way, I'm not paying that. I think I lost three clients out of like over 200. I don't know how many clients exactly I had at that point, but I think I lost about three, which is fair enough. The prices had gone up a lot. I expected to lose a lot more than three, and I lost three clients, and all of my clients said you're worth it, like you deserve to be paid more. You've got the experience, you've got the knowledge, you give us like that experience. You don't want to go anywhere else, kind of thing. So if I can double my prices and not lose many clients, I think you could put yours up by a tenner or 20 quid. Like, you don't have to do it the way I did it as well, and just overnight decide they're doubling. You can put them up in small increments throughout the year. Every quarter, put it up by five, ten pounds. Again, you probably will lose some people. I don't like that people make a big song and dance about putting prices up either, like posting all over socials and this and that and the other. All I would do is just make people aware when they're making their like at the at their appointment, at their appointment before they come for the next one, just say, Oh, prices are going up slightly to your appointment will be X amount next month. Or you can just say our prices are going up slightly if they book online. So prices are going up slightly, you'll see the new prices online when you go to book. End of conversation. That's all that needs to happen. Don't need to make a big post and say, Oh, well, because of the cost of this and because of the cost of that and the war and rah-r-r-ra. No, you don't need to do that. You do not need to justify why you are putting your prices up. If I was to make a post about why I'm putting my prices up, I would say, so just to make everybody aware, from May, for example, my prices are going up by X amount because I have the experience, I've had more education since I last looked at my pricing, and this is why I deserve to be paid. Like, that is it. We are putting our prices up because we deserve more. As an industry, as individuals, we deserve more. What we offer, the education never ends. We are always learning, there's always new information coming out, there's always new treatments coming out, there's always conversations happening, like it's constant. So we need to get paid for that, you know. People are also not understanding their numbers when they're making prices. Instead of actually sitting down and working things out, they just look at what everybody else is around them is doing and pluck a number out and go, that'll do. How do you know that Sally down the road? You know, her prices aren't reflecting the fact that she actually owns her building, so she doesn't have a mortgage on it, so she shouldn't pay her any rent or anything a month. Or she pays electricity and her insurance. So her prices can be a lot cheaper because her overheads are a lot smaller. You need to charge what you need to charge. Do not copy other people's prices, you need to sit down and you need to work out what it actually costs you to run your business, include everything down to any like subscriptions you pay for, because they they're a necessity to running your business. So if you pay for Canva, include that. If you pay for Chat GPT, include that. If you have a membership that you're a part of, like Skin and Kin, for example, include that. All of these things need to be included because they are expenses and it costs the business money to be, you know, to have these things. So therefore, that needs to be reflected in your pricing. If you are level four trained, that needs to be reflected in your pricing because you're of a higher level. If you're level five or level six trained, that needs to be reflected in your pricing. Like you need to start thinking about your business as a business and not a hobby. Because if you want clients to respect you and respect your time and respect your business, but you don't, why should they, you know? So how to actually set your prices. So, what to consider when you're doing I don't know if you want to write this down or come back to it or whatever, but what you need to consider is the cost of products and consumables for each treatment. So you need to work out, and I mean to the penny ideally, what it costs you to do each individual treatment. Don't make an average, don't guess. You can contact companies and ask them how many treatments you'll get out of a bottle of moisturizer or whatever. They will they can give you a breakdown of what it costs per use. So you can do all that, you your consumables like your cotton pads, any lip ones, any what whatever you're using, cartridges for microneedling, any chemical peel, literally everything that goes into doing a treatment, work out that price. And then you need to work out how long it takes you per treatment. So not just the actual doing the treatment itself, but any consultations, any note-taking before and after, any time it takes you to sit sit down and write a skin plan for that client afterwards. Also, factor in time for admin as well, because a lot of people obviously will message before appointments or after appointments and want information. Factor that in as well. Your experience and your qualifications. How many qualifications do you have? What level are you qualified to? How long have you been doing it? The obviously, the longer you've been doing it, the more experience you have, the more experienced you are. Therefore, that can reflect in your pricing. Like I've been doing it for 10 years. I think I can charge, you know, what I charge. I think sometimes I should charge more. And I haven't put my prices up since I put them up last time, and that is something that I've been considering doing recently. But I need to sit down and I need to work out my costings and how everything's going, because it's changed quite a little bit since I did it last time. Also, the results that you deliver. So if you are an acne specialist, automatically should be charging more because being a specialist in something means a higher price point. If you're getting insane results for your clients all the time, like literally changing their lives with the results that you're getting, charge more because that is a premium. Getting those results, not just anybody can do it, and they, you know, should be paying for that. People, I think, expect to pay for that. Um, your overheads, so you rent, your stock, your insurance, any devices that you pay for, like if you have anything on finance, work those into the costs, any training that you're doing, or just like a budget for training, because obviously we do extra training like every year, most of us, and then your profit margin. So, what you actually want to earn on top of all of this, so not just breaking even and covering your costs, you then, after all of that, want to make a profit. That's the point. That's why we're all here, isn't it? Really? You're not just pricing a facial, your pricing, your expertise, your results, and the business that you've built, it's a no-brainer at this point. We need to be making sure that we are earning what we are worth and not what we think people might pay. So, I am gonna give you a little task to go away and do. So, again, you might want to write this down or record it or come back to it when you can if you're not sort of sat doing nothing right now. This is basically your way of working out if you're currently charging enough right now. You need to work out your average treatment price. So, doing that, you take your cheapest treatment and your most expensive treatment, add them together, and then divide it by two. You then want to pick your yearly income goal. This isn't the number you feel comfortable with. This is the number that you want, that is your like dream number, whatever you want that to be. Pick your number, write it down. This number, as well. I want you to look at it in a frame of this isn't me just trying to survive, this isn't me just earning what I think I deserve. This is me thriving, like this number would give you everything you want and need to make your life your goal life, like your dream life. Pick that number, do not play it safe here because this is gonna show you exactly what you need to do to get there, and it's such a good framework. Like, when I did it like a year ago, I was like, Oh my god, and this framework is actually what made me think I need to change my prices, like, I am changing my prices. This is what made me do it. So then divide your goal by your average price, and that is the number of clients that you would need to do a year, which obviously is quite a big number. It's hard to sort of picture that because you don't really think about how many clients you do over a year. So then you want to take that number, the clients per year, and divide that by 48. This is how many weeks of the year that you will work. Obviously, we've taken four weeks out for holidays. So 48 is like a good round number. Most people will have about four weeks off a year. If you don't have that many off, obviously add more weeks in. If you have more than that off, add more in. And then take that number and divide it by how many days a work a week you work within your business. So whether that's two days a week, or whether it's four days a week, or whether it's seven days a week, pop that in now. And that's how many clients you would need to do on average per day to earn your dream yearly income. How's that number looking? Is it telling you that you need to do 50 clients a day? Because if it is, and if that number that you're looking at is you think, oh my god, that's too much, that's overwhelming, you need to put your prices up. I know for some people, obviously, if you're part-time doing this, this is a little bit harder to figure out because obviously you're not doing as many days as you would be, you know, whatever. So maybe factor in how many days you want to work within your business, or give yourself like a time frame that you're working towards to get into the you know the time frame. Or this is a really good way to look at it for once you do leave your job, how many clients am I gonna need a day to earn what I need to earn? So you could put in this could be a good one for you, actually. I've just thought of this right now. Here we go. You could put in the number that you need to earn to make quitting your job viable for you to quit your job how many days a week or how much money would you need to earn, sorry, to be able to do that. Then do the rest of it and change your your days that you work now into how many days you're working, and then you'll know how many clients you need to do. And if it's still too many, you need to put your prices up because you will never be able to leave that job until you put your prices up, because you need to earn that money to secure you into being able to leave that job and give you that financial security and freedom to be able to do that, because you know, surely that's the goal for us all, isn't it? If you have your full-time job and then you do skin on the side, I would imagine your goal is to be self-employed full-time. So ask yourself now, obviously, after you've done that equation formula, whatever we want to call it, is that number actually realistic? Can I physically do that many clients a day? Do I have the time for that? Is there enough hours in the day? Can you maintain that without burning out? If it's telling you you need to do 20 clients a day, seven days a week, it's not gonna happen, is it? Like, that's not possible to maintain. It's one not realistic, but also if you were doing that, if you were managing to cram 20 people in a day, you're gonna burn out pretty soon. Like, that is very, very heavy. Does it leave room for admin marketing and just life in general? Because if not, something needs to change with that because we can't do that. We need our life outside of the business. That's the whole point in doing it again. We want the freedom. If you're employed, you don't have the freedom that you have as being self-employed. But then if you're self-employed and you have no freedom, what's the point? And the last one is are you reliant on being fully booked every single day? Because if you are, is that realistic? What happens if you go through a quiet spell? What happens if you are unwell and you can't work for a couple of days? What happens if you have to have some time off work for a family emergency or literally anything? Your dog's ill, you have to have a week off. What happens then when you're not, you know, earning that money that you're being fully booked every day? You need this number to be so low that even if you had to take a week off, you could then earn it back within the rest of that month. Does that make sense? So, say for example, your number that's come out at the end of that is four. You only need four clients a day to earn that dream goal. That was obviously if your prices are, you know, high enough to do that. So then if you thought, right, I need I need a week off, I'm I'm not feeling good, or somebody's ill and you need to have the time off to take care of them. That those four clients a day from that week, you could then get in elsewhere in the month because you only need to do four clients a day, so you're not ramming yourself full all the time, you're not, you know, squeezing people in to try and make enough money. You can think, oh well, you know, I've got so much free time. I can get those clients back in, it's fine, it's not, it's not a big deal. Whereas if you're relying on being fully booked back to back constantly, if you needed to have a week off for an emergency, where are you getting those clients back in? I see it all the time. People that are like fully booked for like two months in advance, and that is great, that's incredible. And they're like, I physically cannot get anybody else in. I've you know extended my days, I'm working extra days, I've got no free time. What happens if something happens? What happens if you get ill? What happens if there's an emergency and you need to take time off? Where are you getting those people back in? I think people see being fully booked for months in advance as the goal, but if you're doing it to the point where you're that busy that you physically cannot, you know, have a day off or have any time off, and you're just rammed, rammed, rammed, rammed. To me personally, that doesn't feel like success, it feels like scarcity. It feels like you're trying to get as many people in as possible because you're worried about what happens if you don't. What happens if people cancel, what happens if you lose clients, at least if you're fully booked to the rafters, losing a couple people here and there won't matter. That's not the way we want to be looking at things. You need to be working for yourself and not for everybody else, and your prices need to reflect that. So pricing should support your life, not exhaust you. Like I say, if you're having to work every day of the week back to back for 12 hours, that's not supporting you. That's not supporting your life, it's not supporting your health, your mental health, your wellness, nothing. That is only gonna cause bad things to happen. Higher prices equal better service, better experience, and better results. That's the psychology of it, in a nutshell. People look at things and think, ooh, that's expensive, they expect expensive. Whereas if your prices are lower, they expect less. But sometimes we're charging lower prices and doing the absolute most to try and cram as much value as possible into these treatments, and it's just crazy. Like, you don't need to be doing that, or if you are doing that, you need to be charging accordingly for it. You don't need more clients. I think one of our things is people, another one of the most asked things when I was asking people what they want to hear is how to get new clients, how do I get more clients? How do I get more clients? Where do you get clients from? How do I get clients? I don't know how to get new clients, I'm struggling to get new clients. You don't have a client problem, you have a pricing problem. And you could earn the same amount of money with less clients, less stress, less work if you just put your prices up. Like, honestly, if you sit and do the maths, it's crazy. Like how much time you can save by just putting your prices up. Honestly, it's it's you will be shocked. Shocking! But yeah, I think most people I speak to do not charge enough. Like those people in the groups that I'm in are undercharging massively for their skill level, the products that they're using, the brands that they have in, the results that they're getting, you yeah, you need to really, really consider your pricing and make sure that it's working for you. And if it's not, it's down to you to fix it. If this episode Has made you realize that your pricing isn't where it needs to be. Do not ignore that. This is your sign and your push that you need to reevaluate your pricing. You can sit down, take some time out of your admin day to sit down and work it out and work out where it's going so wrong. Staying busy is not the same as being successful. And this is something that I am going to talk about on in another episode, because this is something that it took me a long time to sort of come to terms with and understand. But just because you are busy does not make you successful. If you are working your fingers to the bone, you have no free time, you're stressed all the time, you're tired all the time, your life just revolves around work, you don't have time for anything else, that is not success. If you need help with actually fixing this, mapping it out, working things out, getting everything in line, understanding what it is that you need to change and where you need to change, and just putting it all together, but you just do not know how, I can help. As I said last episode, I have my new one-to-one virtual skin specialist coaching sessions. So you get an hour and a half, so 90 minutes with me. It is completely bespoke to what you want and what you need to cover. So one to another are completely different. It literally depends on exactly what you want to talk about. We will talk about, and you will leave with a framework and a strategy in place you can go and implement yourself and you can do it confidently. I love helping you all. I get so many DMs and so many messages telling me how much the podcast is helping, how much you're enjoying it, and I love that. Like that's all I wanted from this is for people to just enjoy it and find it helpful. So I'm so glad that it is that for you guys. As always, if you enjoyed, you can tag us in your stories. The more you do that, the more obviously it pushes it out to other people, and the more listeners we get. And I love that. The more people we can get in this little club, the better. So you can tag us at the skindustry underscore, and you can also tag me at my clinic, which is Foxy Skin Clinic, which is F O X I E Skin Clinic. I hope you all have the most gorgeous week in the sun. May this be the first of many, and may it just get hotter and hotter and hotter because I am ready for summer at this point. It feels like it's just rained for months and months and months and months. Well, it has really. What's it been like seven, eight months since it was last like hot, which is really depressing. Yeah. Enjoy the sun, girls. If you have any questions or want to speak to you about anything or want some more information on the one to ones, give me a message. You can message me on either Instagram, either is absolutely fine. And yeah, I will see you next week.