Medspas can increase their earnings through membership programs, profitable treatments, retail products, and marketing plans

Medical spas are currently an $18 billion industry, and that number is growing year over year. That means good opportunities for savvy business owners. At the same time, there are more than 10,000 medspas in the United States. The money is out there, but there’s going to be some competition for it. If you’re looking to grow your medspa business, you’ll need some reliable revenue growth tactics.

The trick to increasing revenue is to take slow, simple, and sustainable steps. Membership programs build client loyalty. Retail products give you a chance to earn extra money after every appointment. A marketing plan lays out a clear path for growth.

These tactics aren’t quick fixes. But with sustained effort, they can help increase your revenue, build your brand, and prepare your medspa for long-term success.

1. Create membership and loyalty programs

If your medspa doesn’t have a membership program yet, you may be leaving money on the table. Medspa memberships can double your repeat visits and entice your clients to spend as much as 35% more than usual. A good membership program can also benefit your clients, saving them money on their favorite services.

Membership programs have become a powerful trend in the medspa industry, offering a reliable stream of recurring revenue while boosting client loyalty. One popular approach is the "banking" model. This option allows clients to set aside a fixed amount of money each month, creating a dedicated beauty fund that makes their favorite treatments more accessible and budget-friendly. Often known as a "beauty bank" or "Botox bank," this model can also come with exclusive pricing, priority booking, and special member-only perks. It’s a win-win for both clients and medspa owners.

Another effective membership model is the service-based approach, which works particularly well for treatments that require consistent scheduling to maintain optimal results. This is ideal for high-demand services like facials, IV therapy, and other regular medspa treatments. The service-based approach helps clients stay on track while ensuring repeat visits and long-term loyalty.

Loyalty programs are another good revenue generator. These systems track how often clients come in, then reward them with freebies and discounts. While membership programs are always paid, loyalty programs can be free to join. They’re often a good way to build relationships with new or infrequent clients.

A good piece of medspa software can help you create and maintain both membership and loyalty programs.

2. Focus on high-margin treatments

Growing your medspa’s revenue is good; growing your profits is even better. Remember that revenue is how much money your business brings in, while profit is how much you get to keep after expenses. The more profit you earn, the more money you’ll have to share, save, or invest. Focusing on high-margin treatments is a smart way to stay profitable.

Generally speaking, your medspa’s profit margin is the difference between the amount of money you earn and the amount of money you spend. You can apply this thinking to individual treatments, too. You’ll come out just about even on low-margin treatments, but there’s more room for profit on high-margin treatments.

For an easy example, think about dermal fillers vs. laser therapy. Fillers need consumable chemicals and disposable needles, which you need to buy over and over. Just about every medspa offers fillers, so competition keeps prices fairly low. On the other hand, laser therapy equipment is a one-time purchase. Because the treatment is specialized, not as many locations will offer it, allowing for higher pricing. Don’t jump to redo your menu to focus solely on high-margin services, though. You’ll want a mix of low-margin treatments to get new clients through your doors, and high-margin treatments to keep those doors open.

3. Communicate with clients

Convincing clients to come back for repeat visits is one of the most powerful revenue growth tactics you can use. One of the best ways to do that is to communicate with them between sessions. When clients first visit you, make sure you get their email addresses and phone numbers. After they leave, you can email or text them to see how they enjoyed the visit. A few weeks later, you can follow up to see whether they want to schedule another session. If they haven’t been in for a while, see if a discount or small gift might get them to come back.

Opening the lines of communication can boost your revenue in smaller, less obvious ways, too. Clients can get in touch if they’re running late or have to cancel, giving you a chance to schedule other appointments during that time. A responsive staff can also earn your medspa a personal recommendation or a positive online review. 

4. Curate with purpose

Avoid stocking products that clients can easily find at local pharmacies or big-box stores. Instead, focus on high-quality, medical-grade skincare, innovative beauty tools, or exclusive, professional-grade brands that are harder to find elsewhere. This not only reinforces your brand’s expertise, but also encourages clients to purchase directly from you rather than online.

5. Use smart inventory management

Leverage inventory management software to track sales trends, monitor stock levels, and optimize your product mix. Balance low-margin, high-turnover essentials with premium, high-margin items to maximize profitability. Review past sales data to identify peak buying periods, such as holidays or special events, and adjust your inventory accordingly.

6. Offer gift cards for long-term growth

Gift cards are a powerful way to attract new clients while generating immediate cash flow. They also encourage repeat visits, as recipients often become loyal customers once they experience your services. Consider promoting gift card specials around key dates like Mother’s Day, Valentine’s Day, and the holiday season for maximum impact.

By refining your retail strategy, you can turn your product shelves into a steady, reliable revenue stream that complements your core services.

7. Offer personalized care

The self-care industry is all about building relationships, and medspas are no exception. Personalized client experiences help solidify those relationships. Suppose a client has to choose between two medspas near their home. Both of them offer excellent service and reasonable prices. But only one location has staff members who greet the client by name, help them find the perfect treatment, remember the retail brands they like to buy, and follow up between appointments. That’s where the client — and their business — will most likely return in the future. Use medspa software with dedicated client profiles so that your entire staff will have detailed notes on each visitor.

If you get to know a client particularly well, you can take personalized care one step further and develop long-term treatment plans for them. This is good for clients, as they can work directly with an expert provider to get the best possible results. It’s also good for your business, since it gives you a steady, predictable revenue stream. Your long-term treatment plan can mix low-margin and high-margin treatments, which helps balance your client’s budget with your bottom line.

8. Train your staff

Most of the revenue growth tactics on this list are ways to attract repeat clients. The best thing you can do is share this information with your staff. Staff members interact with clients constantly, from the receptionists who check them in to the medical personnel who administer treatments. Teach your employees the ins and outs of each treatment, add-on, and retail product. They should also familiarize themselves with your medspa software so that they can access client profiles and stay on top of their scheduled appointments.

9. Build a marketing plan

Generally speaking, the more clients you have, the more revenue you’ll earn. To attract and keep those clients, you’ll need a solid marketing plan. The specifics of the plan will vary depending on where you are, what services you offer, and how big your business is. You might refresh your website, build a strong social media presence, host a special event, sponsor a local charity, or hire an influencer to hype up your business. What’s important, though, is that you write down a plan, take specific steps to carry it out, and measure your revenue as you go. Over time, you’ll learn which techniques were effective and which weren’t worth the time, effort, or money.

With these nine tips, you’ll be ready to boost your sales and provide even better service for your clients. Once you have some extra cash coming in, you could hire more staff, invest in new equipment, or open up multiple locations. All it takes is a little planning, a few creative ideas, and a lot of dedication.