“Should We Charge the Team for Treatments?”
Hi there, Dori Soukup here, with another Question of the Week.
This week’s question came to us from Lisa from California. Lisa says, “What are your thoughts on giving the team treatments? Should they get them for free? Or should we charge them?”
That’s a great question. I’m so glad you asked it because it comes up a lot when I start working with clients one-on-one. One of the things that we usually find out is that your team thinks that just because your vendors are giving you products for free, they should get them for free.
Well, that’s not so. What we really should do or what we teach people like yourself, Lisa, to do is that we should create Key Performance Indicators. It should be part of your compensation mix. So what we teach is that you should have your base pay, you should have your bonuses, and then you should have your benefits. Then have your KPIs, your key performance indicators.
Your key performance indicators should include things like number of referrals, number of reviews that they get, retention rate, professionalism, communication and cross-marketing. These are important things that you want to track and monitor.
At the end of the month, when you check and measure your team’s results and you see that your team accomplished certain things, then you can reward them with things like giving them free Botox, CoolSculpting or fillers. These treatments are adding great value, and you should be showing these values as part of the compensation model.
So the answer is absolutely not. You shouldn’t just give them away to give them away. They should earn them. Because if they go to get Botox or fillers or something else somewhere else, they’re going to have to pay for them.
So what we do is we calculate how much value we want to give them on a monthly basis. And then they can cash in these values to get their treatments with you. So, they should earn them. That’s how you should set it up.
I hope I answered your question. If you need more information, I wrote about this in the first part of “How To Make Million$ With Your Medical Spa.” So you can go to part one; it’s all about financial health. In it, I describe a little bit about the compensation model and how the KPI should be rewarded for your team.
If you too have a question, make sure you email me to Dori@InSPArationManagement.com. Until next time, stay inspired!