Sliding scales: How do you do it "right"?

[CarlG]

For those of you that offer sliding scale fees: How do you make this known to your clients? Do you have it in your brochures? Do you post a sign where you work? How do you handle it with a first time client, especially when you don't know anything about their financial situation?

How do you determine the rates in the first place? I know they are based on income, so do you have a range, i.e. under 25k a year pays X amount for an hour, etc.?

I have been trying to think of ways to let clients know about a sliding scale, without being intrusive or offensive.

I know this is a lot of questioning. Newbie here. I just have a strong belief that bodywork should be financially viable for everyone, and I want to do it right.

 

[Juliet]

My MT has a sort of sliding scale. It is a student rate that is $20/hour under her regular rates. It is still expensive (to me) but is a great deal. Plus, I always learn when I am there, so it is like getting a mini-class, and a good massage.
I am still in school, so I do not charge, but some of the issues I have heard regarding this are things such as do you want to be someone's banker? What if your bottom of the scale client tells you about the trip they are about to take to the Bahamas? I am not saying this will bother you, but it is something to think about.
I have also heard the idea of, rather than a sliding scale, choosing one of your clients (low income), and giving that one person no-charge sessions for one year, and no one else gets adiscount.
Just a couple of things to consider.
I, too, would be interested in reading some other replies.

 

[Margarita de la Rosa]

I don't do a "sliding scale" based on income. I agree with Papable about that and the client telling you about their vacation example.

I have maintenance plans were the client receives a discount for frequency of visits. I don't know if that would be something that you would be interested in, but it has worked well for me and my clients.

I have one client that I comp. a massage to once per week. And another "senior citizen" that I discount too. Everyone else has the option of the MP.

 

[Lucas (2nd account)]

Hi. Something that may be of help to you is to google "indigent care procedure" or "charity care procedure" for hospitals. Many hospitals do this sort of thing and you may be able to come up with a simplified version for yourself.

Just a thought. If I find anything relating to it somewhere besides google (because they have qite a few links for you to look at), I'll post.

 

[Scott]

I have also wondered about this recently, but was always worried I would be lied to!! Anyone actually do this?

 

[Pompal 09.]

Come to think of it, I would be very interested in hearing some more replies to this. In future practice, I really think I would like to do some similar thing, as I feel somewhat drawn to working with people in that middle ground who aren't necessarily "low-income" but don't have much expendable income.
I think the maintenance plan is a great idea. Do you charge for all visits up front, or is it a per visit discount?
Thanks for the google idea TG. I will try to check that out in the near future.

 

[wonny435]

I think the maintenance plan is a great idea. Do you charge for all visits up front, or is it a per visit discount?

I know a shiatsu therapist (just starting out) that charges $60.00 tax included for an hour. If the client books again upon payment for the most recent session (doesn't matter how far out the next appt is) the cost is $50.00. If they leave and call at a later date for the next appt. they pay $60. She also only charges her regular clients $50, and has a pre pay option of buy four get the fifth free.

This sounds very generous to me, but she is just starting out, (as am I) and these offers are helping her to keep people coming in. Just an example of one person's "maintenance" plans.

 

[jithin]

I agree with keeping things simple - a discounted package rate is good, or if they agree to come in so many times a month/year they get a smaller rate.

my 2 cents -
I tried a sliding scale and it nipped me, I had a long time client who became I became very friendly with. She came in spuraticly (not having a good day - dont care about spelling!) but needed massage often. Shes very 'hippie-esque' she sells handmade jewelry and purses for a living, teaches yoga classes and ski lessons in winter - so income is very tight and she lives on a short shoestring. I knew she needed massage and I enjoyed her visits so I set up a deal- if she came in twice a month I would give her a 50% discount. Well it didn't take long before she couldnt afford two $22.50 massages a month, but our friendship had grown, so now she just comes in every other week for free.

(we did work out a little barter - on my long work days in that town I drop my dog off at her farm for a 'play-date' with her dog.....and once in awhile she will bring me home made jams and jellies and organic produce, not much of a trade but it works for us)

So I guess the point of that was stay firm in your policies if you do choose to go that route.

 

[blah13]

i'm finishing up my internship tomorrow, and will be getting my temporary license next month. my hubby is a coach to almost 30 runners, triathletes, & cyclists. i'm planning on giving them a $10-15 discount if they use me. maybe i'll do a maint. plan for other clients. if we have a lot of clients going to a major race, then we are planning on traveling with them. i'll bring my table for pre and post race massages.

 

[Mary P]

remember that you don't necessarily have to have an actual structure. if you feel that someone doesn't have the money to come in regularly and you want to tell them that you'll make their rate $xx amount, go for it. i do a couple of things for my clients....if they rebook on the spot they get $10 off. i have some other clients who are older and i charge them a little less than my regular rate. maybe they have the money, maybe they don't but i just feel good about giving them a little cheaper rate...and they appreciate it. also, i'll give $10 off to any client that sends in a referral. if it comes from the heart, you can't go wrong. do what you think is best for you. but keep yourself from discounting too much. i ran into this problem and it frustrated me a bit. there's no reason you have to discount so be sure not to do it "just because".

 

[misa]

Gessika,
I thought maybe you might find this thread also with some discussion on sliding scales and the links provided there useful.

http://www.massageplanet.com/forum/viewtopic.php?t=1542&highlight=sliding+scale

 

[hotguy101]

I have also wondered about this recently, but was always worried I would be lied to!! Anyone actually do this?

One way to get away from being lied to is to do what the charity hospitals do. The patient must provide last years tax info (copies of the federal income tax forms), list of vehicles owned / purchasing, list of expenses (things like rent, electricity, water, food expenses, bills, etc.), $ in savings acct., $ in bank acct., copies of last 3-6 months bank statements, etc.

 

[LittleBitOfSugar]

sliding fee scale

I for one don't like sliding scales for massage. I prefer to give a discount on packages with prepayment and I do discount for one client who is 86 and on fixed income, she comes in twice a month and rarely misses her massages.
I think sliding scale makes us become financial experts, trying figure out something that we are not trained in. Also, what happens if one client finds out that another one is getting a "deal." This will bite someone's butt.
The reason that large businesses can do this is because they have the resources to absorb services at reduced cost and want to create goodwill.
just my 2 cents.
rubmyster

 

[Illana M]

I work out of a Dr's office and her patients and staff get a Discount as part of the terms of my using the space.

However, anyone who is not a patient or staff member (or immediate family of staff member) pays full price.

I just had a session with one of her patients who wanted to know if she could get a discount for housecalls. I explained that the patient discount is for in-office only but that I may be able to make some sort of arrangements.

This woman has a lot of physical problems and is unable to drive so she would benefit. In such a case I may offer a volume discount for house calls. Meaning, if she makes (and keeps several appointments) then she will get a discount. However, if she breaks an appointment then reschedules, she will have to pay full price for the rescheduled appointment.

That makes sense to me.

Discounts are a tricky thing. Especially because you don't want to appear "unfair" (I know, not a word). It's best to have a very clear idea of who to give discounts to and exactly why so that you can explain when asked.

 

[Kanchan]

I don't think there's a *right* way to offer discounts or a sliding scale. I don't have any kind of formula, nor do I require financial proof of need.

I advertise "flexible rates based on client need" on craigslist (I see those eyes rolling :wink: ). I will discount students, elders, soldiers or anyone else who I deem needs it....for example, a client came in who is a single mother, full time student and works as a waitress. I gave her a massage for what amounted to the average internship rate. She paid me with alot of $1 bills, lol! This young woman needed the work, and she was grateful...I told her up front the fee was "tip included" but she gave me one anyway.

I don't expect to be lied to, and don't worry about whether someone lies to me. The way I see it that's their karma, not mine! If one is going to worry about being lied to or cheated out of $$ then....offering a sliding scale is probably not a good move.

If, on the other hand, one doesn't mind that they might ~give~ something away unnecessarily...I recommend giving as much as comfort allows.

I will admit that this is a philosophy by which I attempt to run my life, not just my massage practice.

BTW, I work in a busy salon with a mostly *upper middle-class* clientele...they don't bat an eye at paying full price + generous tips. Discount clients are a tiny minority for which my well-heeled clientelle more than make up for. And the majority of my well-heeled clientele tend to pay with credit cards. My discount clients pay with cash.

One more thing to consider....if one is reluctant to offer sliding scale discounts but still desires to provide massage to those in need....contact an area volunteer coordinator. Highly rewarding opportunities abound.

 

[michael c]

rain4me, your philosophy on the subject is very similar to mine. I hope to one day have a sliding scale set like yours. I'm not sure when it will happen, as I am just starting out, and in the income group that would qualify for my own scale! :?

 

[angelinaguerin23]

Honor System Pricing

My 'sliding scale' is discretely mentioned on my website and if I intuitively feel I should mention it directly to a client, then I do. If you'd like to review it, go to my website at http://www.relaxationspecialist.com and click on Prices. At the bottom, you should find a link that takes you to the info regarding the HSP.

Take care,

 

[dark horse]

Thanks for sharing Denise.

 

[fenix]

getrelaxed,

From your website:

If you find yourself with budget constraints…let’s talk.

The Honor System Pricing is for you if you find yourself unable to fully afford the cost of healthcare. For you, I offer a price range for all massage therapy sessions. Then, you can choose the price that is most comfortable for you.

I would like to ask two question regarding this:
What price range do you offer and how do you determine what you offer?

How do I know if I qualify for The Honor System Pricing? If you can’t afford to pay your bills and manage your health at the same time, chances are you may qualify. It may be just this week…just for this month…forever. The first step is to call and talk directly with me about this program. Together, we will determine if you qualify

And, how do you actually decide if someone "qualifies" at all?

I am lost following how you set-up the qualification process A little more detail would probably really help those looking to do something like this. So if you could provide a little more information, it may give more therapists the opportunity to offer something similar.

Thanks.