Anyone who has dealt in the healing arts can tell you that it’s a hard one to make money at. You see, what I do doesn’t come with a finite price list and therefore it isn’t something you can “bargain shop” for. Like seeing a doctor it shouldn’t deal in sales and promotions. And finally, because it’s an emotional business people forget that it is indeed a business. It is how I earn a living. The money I earn pays for my rent, my car, my gas, and the food on my plate. I don’t get paid a salary, I don’t get paid vacation, no one pays half my taxes, picks up my health care payments, or matches money for my retirement fund. When I’m sick, or need to take time off for education and training, or business is slow, I make no income and pay myself from my savings.
Now, I’m very lucky. Most of my clients understand all this and see the value in what I do. They know that the prices I charge are exactly what I’m worth. They know that they can’t just go down the street and “get it for less” because no matter what the menu prices on the spa down the street says, they won’t get ME and therefore they won’t get IT at all. But now and then I have someone walk through my door who tries to haggle with me, or questions my prices. This is always hard on me. You see my career is driven by a desire to help, heal, and please. Unfortunately none of those words are what come to mind when you think money, success, and profit. And yet for me to keep healing, helping, and pleasing clients I MUST collect money and make a profit to be successful. If I don’t I fail, go into debt, and leave the profession forever.
So whenever a client tries to bargain with me. I have to put my foot down, but it always makes me feel like Scrooge. You see, a client can tell me their story – “I can’t afford to pay X amount of money to get rid of Y because…” But I can’t reply with my own story “Well I I have to charge you X because it costs me Y…” without looking unprofessional and rude. So I have to just stand there and hope they understand that I truly wish I could give them a better “deal” than they are already getting, but in my profession making a “deal” is like giving into terrorism – it’s a lose lose situation. If I give in once what’s to stop me from giving in again and again. Then I have to cut my costs, which stops me from doing the best I can for this client, the results won’t be as good, their face will suffer, and so will my reputation.
And in an industry where a “facialist” is a dime a dozen, my reputation is all I’ve got. I’m good at what I do. Very good. And I work really hard to be that way. I use only the best products, and I continue getting the best education I can. Last year I spent 34% of my earnings on advanced education because to be the best takes time, money, and dedication. All of which were paid for by my own very hard working clients. Like I said before, most of my clients are amazing in their understanding of all these facts. They support me. They send new clients my way who then support me too. And they trust me to do the best I can for them and the best price I can. They realize my value – even without a finite price list.