The Relationship-First Approach: How Leading MedSpas Are Blending Aesthetics With Regenerative Wellness for Sustainable Growth

eliotbergbauer
May 7
4 min read

In an increasingly competitive MedSpa landscape, the businesses that continue to thrive are those that blend cutting-edge treatments with an authentic, relationship-focused approach to client care. Ardis Schmitt, RN and founder of Revive Medical Spa, recently shared insights that reveal how successful MedSpas are evolving beyond traditional aesthetics to create sustainable growth models centered on holistic client transformation.

The Evolution of MedSpa Services: From Beauty to Total Wellness

The MedSpa industry has undergone a significant evolution in recent years. What began as primarily beauty-focused injectables and laser treatments has expanded to encompass broader aspects of health and wellness.

"One of the leans is going to be into more regenerative health-related medicine and medical aesthetics," explains Schmitt. "We definitely have the foundation of the beauty part of it... Now it's really going to lean towards things like infrared saunas, red light therapy, cold plunging, all the things that can help to regenerate your health."

For MedSpa owners looking to maintain competitive advantage, this shift toward integrating regenerative wellness offerings presents significant growth opportunities. The most successful businesses are already expanding their treatment menus to include:

Red light therapy with near-infrared capabilities
Infrared sauna treatments
Vitamin IV and injection therapies
Blue light therapy for acne treatment

These modalities not only create additional revenue streams but also position MedSpas as comprehensive wellness destinations rather than purely cosmetic service providers.

The Clinical Science Behind Trendy Treatments

While consumers are increasingly drawn to treatments like red light therapy and infrared saunas, successful MedSpa owners understand the importance of backing trendy offerings with solid clinical expertise.

Schmitt highlights how red light therapy's efficacy was first recognized through NASA research and has since been validated through extensive clinical application. "It reduces inflammation significantly... it's really healing for your tissue, deep and superficial," she notes.

This science-forward approach enables MedSpas to differentiate themselves from competitors who might offer similar services without the clinical foundation necessary to deliver optimal results. By emphasizing the medical science behind treatments, MedSpas can build greater client trust and command premium pricing.

The Consultation-Centered Client Journey

Perhaps the most valuable insight from Schmitt's experience is her approach to client consultations. Rather than rushing clients toward quick-win treatments, her MedSpa allocates a full hour for complimentary consultations that address the whole person.

"When someone comes in as a new client, we do a full face and body consultation, discuss their needs, their goals. And it's very personal," Schmitt explains. "I start off with the question, 'What do you love about your face?' And we go from there."

This consultation-centered approach accomplishes several key business objectives:

Creates a non-threatening entry point for new clients
Establishes the practitioner as a trusted advisor rather than just a service provider
Lays the foundation for longer client relationships and higher lifetime value
Naturally surfaces opportunities for cross-selling complementary treatments

For MedSpas seeking to improve client retention and increase average transaction values, restructuring their consultation process represents a high-leverage growth opportunity.

The "Ritz-Carlton" Experience: Sensory Marketing in Practice

Beyond treatments and consultations, Schmitt attributes much of her business success to creating an immersive sensory experience for clients—what she calls the "Ritz-Carlton" approach to client care.

"I tell my staff to make them feel that they're at the Ritz and they are the most important person in the world," she shares. "I go through all the senses. If it's chilly, it's a warm blanket from the blanket warmer. It is a nice scent in the room. It is nice music in the room."

This multi-sensory approach transforms routine treatments into memorable experiences that clients eagerly share with friends. For MedSpas looking to reduce marketing costs, investing in experiential elements that trigger positive emotional responses can significantly increase word-of-mouth referrals.

"Your Name on Their Face": The Brand Integrity Approach

In a revealing moment, Schmitt discusses her willingness to decline procedures that won't benefit the client: "I am very comfortable in saying, no, you don't need it yet... because my name's on their face and I want them to look fantastic."

This integrity-first approach may seem counterintuitive from a short-term revenue perspective, but it creates tremendous long-term value through:

Enhanced trust that leads to higher client retention
Authentic before-and-after results that fuel referrals
Protection of the practitioner's personal and business brand
Differentiation from competitors focused on maximizing immediate revenue

MedSpas struggling with client churn would benefit from auditing their sales processes to ensure practitioners are empowered to prioritize appropriate treatment recommendations over revenue targets.

Community Over Competition: The Collaborative Growth Model

Perhaps most surprising is Schmitt's "community over competition" philosophy. Rather than viewing other local MedSpas as threats, she actively supports fellow practitioners—lending supplies, providing emergency assistance with complications, and mentoring without charge.

"If anybody needs anything, they know they can call on me... whether they need me to help them with a vascular occlusion... whether it's to borrow some Botox because they ran out," she explains.

This collaborative approach yields multiple business benefits:

Creates a support network that enhances patient safety
Establishes the practitioner as an industry leader
Builds goodwill that often returns as referrals for specialized treatments
Creates opportunities for beneficial partnerships and knowledge exchange

For MedSpa owners concerned about increasing competition, shifting perspective from scarcity to abundance can transform potential threats into growth opportunities.

The Business Case for Relationship-Centered Care

While Schmitt's approach might seem idealistic, her business results speak for themselves. By prioritizing relationships over transactions, her MedSpa has built a loyal client base that ensures consistent growth without relying heavily on expensive advertising.

"If you read our Google reviews... what people typically say is they feel cared for, they feel loved, they feel that they have genuinely found a home," she notes.

For MedSpa owners looking to reduce marketing costs while increasing client lifetime value, the relationship-centered model offers a clear path forward—one that aligns financial performance with practitioner fulfillment and client satisfaction.

Implementing the Relationship-First Approach

MedSpas seeking to implement this relationship-centered growth model should consider:

Restructuring consultations to focus on building relationships rather than selling treatments
Investing in practitioner training that emphasizes emotional intelligence alongside technical skills
Creating multi-sensory experiences that elevate routine treatments
Expanding service offerings to include regenerative wellness modalities
Fostering collaborative relationships with complementary providers

By focusing on these relationship-building strategies, MedSpas can create sustainable growth models that naturally generate referrals while reducing dependence on costly customer acquisition channels.

In an industry where trust is the ultimate currency, the businesses that thrive will be those that prioritize genuine client relationships over transactional interactions—creating not just loyal clients, but passionate advocates for their brand.