Generate Monthly Recurring Revenue with Memberships
I've been thinking through the "Facial Funnel" and this is the next step to predictably generating recurring revenue...
If you want to know what January revenue looks like in November—without stressing about posting to Instagram, then memberships might be the best way to achieve that.
Today I’m going to share what I’ve found to be the best way to get new patients into your med spa, and then how to get them coming back month after month with an irresistible membership offer.
Memberships can dramatically increase your monthly recurring revenue, and the way you run your med spa.
Every med spa wants to sell more of them, but they don’t think through the offer—what the patient gets in return.
It’s Like Gym Membership For Your Face
I’m briefly going to recap why facials are your most valuable service, and the Facial Funnel. Then I’ll share an example of a memberhsip offer I put together based on my research.
The Facial Funnel Explained
The Introductory Offer
Membership Offer
The Back-end: Where the Money is Made
Let’s dive in.
The Facial Funnel
Over the last couple of weeks, I’ve realized that facials, are one of the most overlooked opportunities for med spas.
They are a great acquisition tool for getting new patients into your med spa.
I made a video breaking it down here:
And Then I Just Kept Going: The Introductory Offer
I started researching med spa’s membership offers to find the common pattern.
Disappointingly, there were none that stood out.
Everyone is just winging it…
But I began to piece together (what I think) is the winning strategy.
The next logical step, was to create an introductory facial offer.
The one that I landed on was this:
The reason I like it, is because it get’s the patient to come back twice.
It’s common sales advice to book the next appointment while the patient is already at the med spa.
I think that’s easier said than done.
Personally, I find that to be an aggressive sales strategy. (I don’t want to be forced to book a treatment I might not want yet.)
HOWEVER, if you’ve just bought 2 facials… then it only makes sense to book the second once you’re at the med spa.
Meaning you get 2 upsell opportunities. 2 chances to build trust with the patient (who is no longer a lead—but a buyer).
And the likelihood that they buy a higher-ticket item, like botox, jumps up.
Plus, facials are already cheap services. Discounting them doesn’t hurt your brand reputation, and make you the cheapest place in town.
The philosophy is to keep your high-ticket services high, and get people in the door with a great deal on low-ticket services.
Membership Offer: It’s Like a Gym Membership For Your Face
After researching a ton of different med spas membership offers, this was one I put together for my client in Denver that we’re going to trial run.
(It’s important to note that you can play with the ingredients. The services you offer that make sense to include.)
This is what I came up with based on our available services and margin:
The most important addition I noticed successful med spas were running, was adding a banking system.
So if the patient misses a month for whatever reason, they don’t lose their money. They can instead use their credits on a higher ticket service like Radio Frequency or CoolSculpting.
(Feel free to swipe elements from this offer structure for your membership offer.)
The Bottom Line: The Goal is to Acquire a Customer
Remember, the facial gets them in the door, but the money is made with memberships and upsells.
This isn’t uncommon. Here is a testimonials I found during my research:
Training your aestheticians on the upsell conversation is vital.
But if you have an irresistible membership offer, it makes that upsell convo A LOT easier for them to have.
That’s all for today.
Talk soon,
Nicholas
Never Worry About Losing Patients to Med Spas With Better Online Visibility Again.
When you dominate local search, you effectively build a system that attracts high-value patients consistently. (Think Botox, PRP, peptides, CoolSculpting, etc… and not price shoppers.)
It’s like setting up an insurance policy that secures your clinic’s growth in the long run because you’ll be visible to patients who are actively looking for the services you offer.
And the longer you dominate the local search results, the more established and recognizable your med spa becomes. (I call it the compound interest of SEO effect.)
Not to mention if you ever want to sell your med spa for top dollar, buyers take your Google presence into account.
Get your Free Local SEO Report and find out exactly where you stand right now.
Here’s what you’ll see:
Where you rank compared to your top local competitors
What patients in your area are actually searching for right now
The gaps that are sending high-value patients to other clinics
Afterwards you’ll have practical insights you can act on. No commitment. No sales call. Just your data.