How to price med spa treatments

Pricing aesthetic services requires balancing market rates, costs, and perceived value. Get it right, and you build a profitable, sustainable practice.

Understanding your costs

Before setting prices, know your costs:

Product costs:

• Botox: Cost per unit

• Fillers: Cost per syringe

• Consumables and supplies

Overhead costs:

• Provider salaries/compensation

• Rent and utilities

• Insurance and licensing

• Marketing and software

Time costs:

• Treatment duration

• Consultation time

• Downtime between appointments

Pricing strategies for injectables

Botox and neurotoxins

Two common models:

Per unit pricing: $12-18 per unit (transparent, clients pay for what they use)

Per area pricing: $250-400 per area (simpler, better for marketing)

Pros and cons:

• Per unit is more transparent but harder to advertise

• Per area is easier to market but may lead to over/under-treatment

Dermal fillers

Price per syringe with tiered pricing:

• Lip fillers: $600-900 per syringe

• Cheek fillers: $700-1,000 per syringe

• Premium fillers (Sculptra, Radiesse): $800-1,200 per syringe

Consider package pricing for multiple syringes to increase treatment value.

Pricing laser and energy treatments

Laser treatments should factor in:

• Equipment depreciation/lease costs

• Consumable costs per treatment

• Treatment time

Typical pricing:

• Laser hair removal: By body area ($150-500)

• IPL photofacial: $250-400 per session

• Laser skin resurfacing: $500-1,500

Offer package deals (e.g., 6 sessions for the price of 5) to encourage commitment.

Creating profitable packages

Packages increase average transaction value and client retention:

Popular package structures:

• Treatment series: 3-6 treatments at a discount

• Combination packages: Botox + filler combo pricing

• Maintenance packages: Monthly membership with credits

Example membership:

• $199/month includes: 20 units Botox + 1 chemical peel

• Additional treatments at member pricing

Competitive positioning

Research your market:

• What do competitors charge?

• What's the median income in your area?

• Are you positioning as luxury, mid-range, or accessible?

Premium positioning tips:

• Higher prices can signal higher quality

• Luxury experience justifies premium pricing

• Exceptional results command higher rates

Raising prices strategically

Review prices annually. When raising:

• Give existing clients notice (30-60 days)

• Consider grandfathering loyal clients

• Communicate value, not just price changes

Key takeaways

• Know your costs before setting prices

• Choose per-unit or per-area based on your market

• Packages increase revenue and retention

• Position your pricing to match your brand

• Review and adjust prices annually