Med Spa CEO Podcast Summary
Episode: The Smartest Way to Package & Sell Your High Ticket Treatments with Mike LeMieux
Release Date: March 5, 2025
Host: Heather Terveen
Guest: Mike LeMieux, MedSpa Media
Introduction
In this insightful episode of the Med Spa CEO Podcast, host Heather Terveen engages in a dynamic conversation with Mike LeMieux of MedSpa Media. The duo delves into advanced strategies for packaging and selling high-ticket treatments in med spas, aiming to boost profits while maintaining work-life balance for practice owners.
Backgrounds of Heather Terveen and Mike LeMieux
Heather Terveen begins by sharing her extensive experience in the med spa industry:
- Early Career: Became a licensed esthetician and certified laser technician at age 12, setting a Guinness World Record.
- Professional Growth: Worked in a plastic surgeon's office, helped launch a family practitioner's med spa, and transitioned from a corporate sales and marketing career to exclusively serve med spas.
- Podcast Milestone: Launched the Med Spa CEO podcast five years ago, achieving over 200 episodes focused on helping med spa owners grow their businesses without sacrificing personal well-being.
Notable Quote:
Heather Terveen [00:36]: "It's totally possible for you and your business. Plus, simpler than you think."
Mike LeMieux complements Heather’s expertise with his background in med spa marketing, emphasizing effective customer acquisition and the integration of influencer marketing and social media strategies.
Creating Signature Packages
A significant portion of the discussion centers on transforming generic a la carte menus into signature signature signature packages:
- Comprehensive Signature Packages (CSPs): Ranging from $3,000 to $10,000, these packages offer holistic solutions tailored to specific patient needs.
- Example Transformations: Instead of selling individual IPL treatments for hyperpigmentation, Heather suggests creating a "Brightening Package" with a branded, multifaceted clinical approach.
Notable Quote:
Heather Terveen [07:05]: "We're going to give it a sexy name that is branded to your practice or med spa and that is going to have a multifaceted clinical. So we're taking your clinical protocol and making it into a package that is more palatable."
Limiting Decision Fatigue for Clients
Heather emphasizes the importance of simplifying the decision-making process for clients to enhance sales effectiveness:
- Miller’s Law: Humans can only process 3-5 decisions at a time. By limiting package components to this range, clients experience less overwhelm and are more likely to commit.
- Simplified Offerings: Presenting packages with clear, singular objectives makes them more irresistible and easier to sell.
Notable Quote:
Heather Terveen [08:04]: "My goal with all of my clients is we actually want to give an annual treatment plan to your patients, but we want to limit their decisions to three to five."
The Consult Process (C.A.R.E.S Framework)
Heather outlines her consult process designed to effectively sell high-ticket packages without being pushy:
- Clarify: Understand the client's needs based on intake forms.
- Affirm: Reinforce what the client has shared to build trust.
- Recommend: Suggest tailored solutions that address their specific concerns.
- Explain: Use metaphors and analogies (e.g., comparing skincare routines to dental hygiene) to make recommendations relatable.
- Show: Present before-and-after photos to demonstrate potential results.
- Clarify & Affirm: Reiterate the benefits and ensure client understanding.
Notable Quote:
Heather Terveen [24:51]: "Selling. My definition of selling is making offers to help."
Structuring Memberships with Function
The conversation also covers structuring memberships that inherently provide value beyond loyalty:
- Functional Memberships: Designed to support ongoing treatment outcomes, ensuring that clients receive continuous care aligned with their annual treatment plans.
- Naming Conventions: Avoid generic terms like "membership" and opt for branded names such as "Glowing Skin Club" to enhance perceived value and clarity.
Notable Quote:
Heather Terveen [30:25]: "I don't love memberships that are just, like, about loyalty. I think there's a big, like, oh, it's like, it's recurring revenue and I love that part of it for my clients. But, like, how can we give them membership a function that when your team members are doing these consults, it naturally layers in that it's gonna help me get better outcomes that year."
Selling High-Ticket Packages Without Being Pushy
Heather provides strategies to help providers overcome mental blocks associated with selling high-ticket items:
- Results-Driven Sales: Focus on the benefits and outcomes rather than the price, fostering a consultative approach.
- Team Training: Educate team members on the value and effectiveness of packages to ensure confident and authentic recommendations.
- Clarity and Confidence: Ensure that the sales team has a clear understanding of what they are selling, enhancing their ability to communicate value effectively.
Notable Quote:
Heather Terveen [13:14]: "We have a whole consult process that we take that we teach with our clients as well too, to help."
Building Memberships That Sell Themselves
Heather shares her philosophy on creating self-sustaining memberships:
- Functional Integration: Memberships should complement high-ticket packages, reinforcing treatment plans and ensuring sustained client engagement.
- Value Over Discounts: Emphasize the comprehensive benefits and long-term results rather than merely offering discounts.
Notable Quote:
Heather Terveen [31:03]: "It's very different than, like, hey, I'm just selling you on the fact that there's discounts in this membership."
Final Advice and Contact Information
Heather concludes by reassuring med spa owners that transforming their sales approach is simpler than they might think. She encourages practice owners to start with what they have and strategically position their offerings for maximum impact.
For those interested in learning more or seeking Heather’s expertise, she directs listeners to:
- Podcast: MedSpa CEO
- Website: heatherterveeen.com
- Instagram: @heatherterveeen
Notable Quote:
Heather Terveen [33:47]: "It's simpler than you think. It doesn't have to be complicated to really make, like, huge, like, to really, actually totally change the trajectory of your sales."
Conclusion
This episode provides med spa owners with actionable insights on packaging high-ticket treatments, simplifying client decisions, and structuring memberships that enhance both client outcomes and business profitability. Heather Terveen and Mike LeMieux offer a comprehensive framework that emphasizes clarity, value, and strategic communication, ensuring that med spas can thrive without the associated overwhelm.
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