Beyond the Mirror · Episode 12

EP12: Understanding Your Client Types

How understanding client types in the value-based beauty market shapes pricing, helps you overcome imposter syndrome, and builds loyalty and recurring revenue.

With Adrienne Varga & Jodie Fielden · FOCUS · January 1, 2024

Beyond the Mirror podcast, episode 12: EP12: Understanding Your Client Types

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What this episode covers

Does it sound familiar to struggle with retaining loyal clients in your salon and wellness business? Have you been told to simply offer discounts or promotions to attract more clients, only to find that it doesn't lead to long-term loyalty? The frustration of constantly seeking new clients and feeling undervalued by your current ones can be overwhelming. But there is a better way to attract and retain loyal clients in the beauty and wellness industry. You cannot assume who is going to be in this pocket of the market. It's not about how rich you are, it's about what you prioritize. – Adrienne Varga

Mastering value-based market principles in beauty and wellness will transform your business strategy. Understanding different client types is the key to unlocking client loyalty and satisfaction. Tailoring pricing strategies for different client groups will revolutionize your revenue potential. Overcoming imposter syndrome in pricing empowers you to confidently price your services for their true worth. Embracing personalized services and customization creates an unparalleled client experience that keeps them coming back.

Value-Based Market in Beauty The Value-Based Market in the beauty and wellness sector refers to a niche group of clients who greatly prioritize value, quality, and exceptional service over cost. These types of clients are typically passionate about their self-care and wellness routines and are more than willing to pay a premium for products and services that align with their values and result in superior outcomes. Understanding and catering to this market can open doors to increased client loyalty, more consistent revenue, and a solid brand reputation.

Episode chapters

  1. 00:00:02Introduction to Value Based Clients
  2. 00:01:44Understanding Value for Money Clients
  3. 00:05:09Prioritizing Spending and Client Mindsets
  4. 00:10:19Importance of Feedback and Client Retention
  5. 00:14:54Client Support and Business Resilience
  6. 00:17:44Importance of Proactive Decision Making
  7. 00:21:05Understanding Client Financial Mindsets
  8. 00:23:19Serving High-End Clients
  9. 00:27:47Transitioning Business Mindset
  10. 00:30:18Overcoming Fear of Change
  11. 00:35:37Overcoming Impostor Syndrome and Valuing Your Worth
  12. 00:39:46Valuing Specialized Skills and Experience
  13. 00:42:34The Cost of Undercharging and Undervaluing
  14. 00:46:27Importance of Strategic Pricing
  15. 00:47:38Long-term Pricing Strategy and Confidence

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Questions this episode answers

Frequently asked questions

How should I handle a client who has stopped coming in?

Have a method and a timeframe for following up lost clients. The hosts warn that reaching out nine or ten months later feels insincere, so track when a client becomes lost and act while it still feels genuine.

Do value driven clients really pay more?

Yes, when the value is clear. The hosts describe a therapist who comfortably charges around $300 an hour because she knows what she provides, while others hesitate to charge 60.

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