CareCredit Business of Beauty with Amy Anderson Video 3: Presenting Value vs. Cost

Amy Anderson, founder and CEO of ACG Practice Partners, shares how to present value vs. cost to patients. Anderson is a seasoned practice consultant, bringing more than two decades of hands-on experience in surgical practice operations, coaching and business strategy to aesthetic and surgical practices nationwide.

Video Transcript

Don’t make the mistake of talking about cost rather than value.

Hi, I’m Amy Anderson, practice management consultant. Let’s talk about one of the most important skills for any practice team: how to present the value of a complex aesthetic procedure and not just cost.

Step 1: Focus on Benefits

When presenting the fee quote, start by focusing on the transformation and benefits they can expect:

“Our body contouring procedures are designed to help you feel more confident and comfortable in your own skin. So many patients tell me after surgery that they’re able to enjoy activities, clothing and social events with this renewed self-assurance, so I'm excited for you to have that."

Step 2: Make It About Them

Connect the procedure to the patient’s unique goals and lifestyle:

“Based on your goals that we discussed, this is the procedure that's going to help achieve that silhouette you’ve been working towards. Dr. Marshall will tailor it to ensure your results look natural and fit your vision.”

Step 3: Be Clear About Investment

State the price directly and detail what’s covered in the quoted price, so patients understand the full value:

“The total investment for this treatment is $15,000. That includes your pre-operative care, the surgical procedure itself, anesthesia, facility and all post-operative visits — it's truly an all-inclusive price. Our entire team is committed to your safety and comfort, and I will personally be your guide throughout the entire process. I am going to make sure every detail is taken care of."

Step 4: Give Options for Payment

Give them options for payment.

“We understand that’s a significant investment, which is why we offer multiple payment options, including the CareCredit credit card. Would you like to know more about it?"

Step 5: Moved Toward Scheduling

Now, gently move the conversation toward scheduling. Getting them to look at their calendar is a powerful closing technique:

“You mentioned you were thinking about having the procedure in October. Do you have your calendar with you? Let’s compare schedules and see what dates make sense.”

Remember, patients aren’t just buying an aesthetic service – they’re investing in their quality of life. When you lead with value and support it with flexible financing options like CareCredit, you help patients feel confident in saying yes to the care they want.

Learn More: View the next video in this series.

CareCredit Business of Beauty with Amy Anderson Video 4: Responding To “I Need To Think About It"

Hearing “I need to think about it” often? Watch this video for practical strategies to help address patient hesitation.

Watch now