Sell Without Discounting and What to Do Instead To Stay Premium

If your calendar is packed with Tox appointments but your revenue isn’t scaling, it’s time to rethink your model. In this episode, I share exactly how to transition from a high-volume, low-margin business to a scalable premium model using signature offers, annual consultations, and intentional client journey design. I break down the mindset and systems you need to turn your transactional Tox clients into high-value relationships. Tune in to learn how to package your expertise into a long-term premium pathway.   HIGHLIGHTS Why “Tox clients” don’t automatically convert into your premium packages. The mindset shift to go from high volume to high value. How to build an ecosystem of signature offers. The role of the Annual Consultation in retention and clarity. How to build back-end systems that support premium retention.   RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE  Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Behind every thriving Med Spa is a team that believes in the mission. In this episode, I sit down with the powerhouse team from Radiance Beautiful Skin, CEO Tara VanderValk, Kristin Whittington, Ana Broadwater, and Sarah Griffin, to talk about how implementing a signature menu and annual consultation process transformed their retention, confidence, and alignment. We dive into what it’s like to be coached together inside Med Spa Advantage, how they shifted from on-the-fly treatment plans to confidently presenting signature packages, and how the CARES consult process has strengthened their client relationships. We also break down the mindset shifts around selling with integrity, growing leadership, and building a team culture that lasts. Tune in to hear how this team moved from sales resistance to service-aligned confidence.   HIGHLIGHTS Why clients expect expert recommendations. What made them join Med Spa Advantage (MSA) despite already being successful. How having a signature menu gives providers clarity and confidence. Using the signature consult with returning clients to increase retention. Mindset shifts from the MSA team coaching calls. How to shift from selling to prescribing outcomes. Advice for hiring high-integrity team members.   RESOURCES + LINKS Learn more about Radiance Beautiful Skin HERE Try Ask Heather AI for 30 Days HERE  Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com Radiance Beautiful Skin: @radiance_beautifulskin

If your marketing, consults, or offers feel watered down, chances are you're stuck in suggestive mode when what you really need is assumptive authority. In this episode, I talk about why assumptive marketing, used by premium brands like Apple and Chanel, builds trust, attracts high value clients, and scales your business. I also break down the difference between assumptive and suggestive marketing, plus why this subtle mindset shift completely changes how your brand is perceived. Tune in to discover expert tips to upgrade your offers, consults, pricing, and packages to the next level.   HIGHLIGHTS What happens when assumptive marketing is missing. The danger of recommending “safe” starter plans. Why pricing based on time and effort limits your growth. What Apple and Chanel teach you about confident marketing. How neutrality and confidence create sales safety. Pricing rooted in outcomes vs. product/time. The psychology behind why assumptive messaging converts better.   RESOURCES + LINKS Try Ask Heather AI HERE Apply for The Med Spa Advantage HERE   FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Ads get a bad reputation in the Med Spa world, but it’s not the ads that fail… it’s the lack of a smart back-end system to make them work. In this episode, I share the exact strategy that helped me turn a $97 front end offer into over $340K in less than seven months. I talk about why you shouldn’t try to convert everyone, how to filter intentionally, and what really separates cold traffic that works from cold traffic that wastes your money. I also share how one of my clients went from doubting to tripling her revenue. Get ready to convert the right ones into lifetime clients.   HIGHLIGHTS Converting everyone should not be the goal of your ads. How a single $97 offer generated $340K+ in revenue. What makes a back-end system truly profitable. The ad agency costs I confidently pay. Why Meta, Google, and YouTube ads do work (if done right). The two non-negotiables for converting cold traffic.   RESOURCES + LINKS Apply for The Med Spa Advantage HERE   FOLLOW Heather: @heatherterveen  Website: heatherterveen.com

Visibility is no longer optional, it’s required. In this episode, I break down why every Med Spa and aesthetic practice needs a media arm to scale sustainably and attract your dream clients consistently. I share the exact mindset shifts, examples, and strategies you need to start building a media presence that reflects your expertise and book more of your signature offers. Get ready to simplify your content strategy, boost your visibility, and finally become known for what you do best.   HIGHLIGHTS What my daughter's nonprofit store taught me about visibility and impact. How college sports and creative careers now require a media presence. The one thing your business can’t ignore in 2025. 3 mindset shifts to make media work for your business. Ways to make your video content echo your core offers. How Ask Heather AI can help you with ideation, offers, and content messaging.   RESOURCES + LINKS Try Ask Heather AI HERE Apply for The Med Spa Advantage HERE   FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Ready to grow a business that feels as good as it performs? In this special Q&A-style episode, I’m joined by Danny from The Good in Media (my production team), as he puts me on the spot with 20 questions about all things Med Spa growth, marketing, and mindset. We talk about how to create signature offers that attract the right clients, boost confidence in your pricing, and position your Med Spa as the clear premium choice in your market. I also share how we’ve built these exact strategies into our Heather AI tools to help your team train faster, close with more confidence, and MORE. Get ready to stand out, charge more confidently, and attract your best-fit clients in 2025 and beyond.   HIGHLIGHTS What a signature menu is and why every Med Spa needs one. The marketing mistake most clinics make with à la carte menus. How decision fatigue affects your patients. Why my most controversial ad worked. The danger of being “affordable” without a pricing strategy. How I help teams shift their mindset around charging more. The most important strategy for competition-proofing your Med Spa. What it really looks like to become a category of one. The growth shift top clinics are already making for 2026.   RESOURCES + LINKS Apply for The Med Spa Advantage HERE Get Ask Heather AI HERE   FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Feel like your services are getting lost in a saturated market? It’s not about reinventing the wheel, it’s about branding it. In this episode, I break down what I call the Brand Power Ladder framework that shows you exactly how to move from generic services to signature branded solutions. I share how I turned basic tote bags into a viral product line and why that same strategy applies to your microneedling, Botox, or skincare packages. Get ready to charge more, create a loyal client base, and step into category-of-one status!   HIGHLIGHTS The difference between Red Ocean and Blue Ocean in marketing. How “zhuzhing” existing services can 10x your perceived value. The 3 levels of the Brand Power Ladder. How to go from generic to branded CSPs. How Keller’s Brand Equity Model applies to your med spa offers. Examples of products with premium pricing power.   RESOURCES + LINKS Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com

What if you could clone your brain and have it coach your team, revamp your offers, and write high-converting marketing content 24/7? In this episode, I sit down with Mike LeMieux, founder of Med Spa Media, to break down what we call the AI ecosystem for Med Spas. We talk about the three custom GPTs I built to help my clients implement my frameworks faster, more efficiently, and with less burnout, and how Mike’s agency uses AI to automate lead booking, retention, and reactivation without sacrificing that human touch. Get ready to work smarter, grow faster, and scale like the top Med Spas!   HIGHLIGHTS The 3 GPTs I built to multiply the impact of my coaching. How my custom GPT bots help clients with menu creation, consultations, and content. How team members use AI to handle objections and improve sales. Mike’s system for using AI to book, retain, and reactivate patients 24/7. The hybrid approach that keeps your brand human while scaling your systems. The one question you need to ask to know if this AI ecosystem is right for you.   RESOURCES + LINKS Learn more from Mike LeMieux HERE Apply for The Med Spa Advantage HERE Check out Unstoppable Brand Free Training HERE Get Ask Heather AI HERE   FOLLOW Heather: @heatherterveen Website: heatherterveen.com Mike LeMieux: @mikelemieux

You don’t have to choose between selling and staying premium… YOU just need the right strategy. In this episode, I talk about why mainstream discounting doesn’t work for premium clinics. I break down the White Glove Promotion mindset to elevate your client experience, drive premium sales, and manufacture success for your signature offers. I share examples from luxury brands (like Chanel and Ritz-Carlton), how I coach my clients through launch campaigns, and how I’ve built this exact strategy into Ask Heather AI. Get ready to stop crash discounting and start selling like a premium brand.    HIGHLIGHTS How crash discounting trains your audience to expect price drops. What makes a value-add irresistible without sounding salesy. The White Glove Promotion mindset that attracts high-integrity buyers. How to incentivize without cheapening your brand. How I coach clients to maintain a premium identity while increasing conversions.   RESOURCES + LINKS Use Ask Heather AI to role-play real sales scenarios and upgrade your team’s consults instantly HERE Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Success doesn’t happen to you… YOU manufacture it. In this episode, I break down the mindset and moves behind building early momentum when launching something new. Whether it’s a signature package, a new membership, or a fresh campaign, I share how to generate your first big wins, create undeniable proof, and build belief both in your team and in yourself. I also share how I used this approach to successfully launch Ask Heather AI, and how you can apply the same strategy to your next big offer. Get ready to stop waiting for traction and start creating it on purpose.   HIGHLIGHTS The launch boulder metaphor that changes how you show up in the early stages. How to manufacture proof, momentum, and belief in your offer. Bonus strategies to drive urgency and early results. The win-plan question I ask in every launch planning session. How I used this exact strategy to build buzz and buy-in for Ask Heather AI.   RESOURCES + LINKS Use Ask Heather AI to role-play real sales scenarios and upgrade your team’s consults instantly HERE Apply for The Med Spa Advantage HERE   FOLLOW Heather: @heatherterveen Website: heatherterveen.com