TL;DR: A med spa membership program turns one-time clients into recurring revenue. The 3-tier structure that converts best is Glow ($99/mo), Refresh ($249/mo — most popular), and VIP ($499/mo). 100 active Refresh members = $298,800/year recurring at near-zero acquisition cost. Below is the full template plus the soft-launch playbook.
The 3-tier structure
Glow — $99/month
- 1 Hydrafacial per month (typical retail $150-200)
- 10% off all add-on services
- Members-only event invites
- Rolls over for 60 days if unused
Refresh (most popular) — $249/month
- 1 Hydrafacial OR equivalent ($150 service value) per month
- 1 free LED light therapy add-on per month
- 15% off injectables
- 15% off all retail
- Quarterly skin consult
- Member-only seasonal events
VIP — $499/month
- 1 medium-value treatment per month (Hydrafacial, microneedling, peel — $300 service value)
- 20% off injectables
- 20% off all retail
- Priority booking (30-min response window)
- Monthly skincare allowance ($50 toward retail)
- Annual full skin consult + photo journal
The economics (real numbers)
| Tier | Monthly | Service value | Margin | Annual recurring |
|---|---|---|---|---|
| Glow | $99 | $150 | $50 | $1,188 |
| Refresh | $249 | $250 | $130 | $2,988 |
| VIP | $499 | $400 | $200 | $5,988 |
100 active Refresh members = $298,800/year recurring revenue, almost zero acquisition cost. This is the math.
The 4-week soft launch playbook
Week 1: Top 50 client invitation
Personal SMS to your top 50 LTV clients:
{{first_name}}, we're launching a small membership program — only inviting our top 50 clients first. Want a quick rundown?
Pitch the Refresh tier specifically. Aim for 15-20 founding members.
Week 2-3: Add to website + product page
Add the membership to your website with the 3-tier comparison. Add a checkout upsell ("Add the Refresh membership and your today's treatment is free").
Week 4: Add to consult close
Train every consultant to ask: "Are you booking individual treatments or would the {{tier}} membership make more sense?"
Tooling
Mangomint, Boulevard, Aesthetic Record, Vagaro, and Mindbody all have native membership modules. Stripe Subscriptions if your booking software doesn't support it.
Frequently asked questions
How many members should a med spa target?
15-20% of your active client base. For a spa with 600 active clients, that's 90-120 members.
What if a member doesn't use their monthly service?
Allow rollover for 60 days. After 60 days, the credit expires (with reminders before). This protects your margin while feeling fair.
Should the membership include injectables?
Most don't include injectables in the base benefit — just a discount. Including injectables makes the math break (margins are already tight on injectables).
Can clients pause memberships?
Allow 1 free 30-day pause per year. Anything more becomes complex and erodes recurring revenue commitment.
How do I price retail discounts inside the membership?
15-20% off retail is the sweet spot. More cuts into your retail margin (which is your highest-margin product). Less doesn't move the needle for the client.
What's the average member tenure?
Top spas see 14-22 months average. Below 12 months, your tier benefits aren't compelling enough; above 24 months, you're under-priced.
For the complete retention module covering memberships, see our pillar on rebook & retention.
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