The med spa consultation script: a 30-minute structure, the questions to ask, how to present the price and the six objections you'll hear every week

By Benjamin Chua·Published October 18, 2026·20 min read

A tailor doesn't hand you a swatch book and ask what you'd like. They stand you in front of the mirror, mark where the fabric pulls, pin the seams, and tell you what they'd make. The cutting and stitching comes later and takes less skill than the fitting did. Your consult is the fitting. If it's vague or rushed, the treatment never feels right, no matter how good the injector is.

Most med spa consults are run as a menu. The patient sits down, the provider lists wrinkle relaxers, filler, peels and lasers, and asks which one they came for. The patient guesses, hears a per-unit price, says they'll think about it, and the desk never sees them again. This guide replaces that with a scripted 30 minutes you can print and put in every room. The scripts come from the Acquisition.com advisor material, edited for medical compliance and plain English. Every number in it is a working rule, not an industry statistic.

What should a med spa consultation structure look like?

Thirty minutes is the working rule for a first-time injectable consult. Simple cases finish in 15 to 20. Full-face plans can take 45. The structure is the same regardless. Each block has a job, a time box and a script, and the provider or coordinator moves on when the job is done rather than when the conversation runs out.

0:00 to 3:00, the welcome and agenda script

“Hi [Name], I'm [Provider]. Thanks for coming in. Today we'll do three things. First, get clear on what bothers you and what you want. Second, I'll assess and explain what's realistically possible. Third, I'll lay out a simple plan, timing and pricing. If it all makes sense and you're a good candidate, we can often get started today, or we'll schedule a time that suits you. Sound good?”

The sentence about getting started today is the pre-frame. Said this early, it stops same-day treatment feeling like a sales move at minute 24. The words "if you're a good candidate" are doing medical work as well as sales work. They tell the patient the provider decides suitability, which is true, and it protects you later.

What questions should you ask in a Botox consultation?

Botox is a brand name, so in the room say wrinkle relaxer or neuromodulator unless you're talking about that specific product and its approved uses. The questions below work for any injectable consult and run about seven minutes. Ask them in order, take notes on paper or a tablet the patient can see, and stop talking after each one. The provider who talks least in this block closes most.

1. 1What specifically brought you in today?
2. 2When you look in the mirror, what are the top one or two areas that bother you most?
3. 3On a 1 to 10 scale, how much do those bother you day to day?
4. 4What have you tried so far? Skincare, treatments, injectables, surgery. What helped? What didn't?
5. 5Is today more about looking different in photos, in person, or both?
6. 6Do you have any timelines? Events, photos, trips coming up?
7. 7If we did nothing, what worries you most about how things will look in 12 to 24 months?
8. 8Have you had a wrinkle relaxer or any other injectable before?
9. 9What did you like, and not like, about that experience?
10. 10Any results you absolutely want to avoid? For example, looking frozen or too obvious.
11. 11Anything in your medical history or medications I should know about before we look at options? (This one feeds the provider's suitability check, and it isn't optional.)

Question 3 gives you the number you'll use when the price lands. Someone who rates their frown lines an 8 out of 10 and then says the plan is too expensive has told you the problem matters more than the money, and the objection script below uses that. Question 6 gives you the date the whole plan hangs on. Question 7 is the one most providers skip because it feels uncomfortable. Ask it anyway. It's the only question that puts a cost on doing nothing.

10:00 to 15:00, the mirror assessment

Hand the patient a mirror and do three things in order. Show the problem forming, explain the mechanism in one sentence, and set a realistic outcome before anyone mentions a product.

1. 1

   Show the problem

   "Let's look together so I can show you exactly what I'm seeing. Go ahead and frown, now raise your eyebrows, now smile. See these lines here? That's where the muscle is folding the skin."

2. 2

   Link it to the mechanism

   "A wrinkle relaxer relaxes just enough of this muscle so the skin stops creasing as hard. You still move. You just don't etch that line in deeper."

3. 3

   Set the realistic outcome

   "For your skin and the way these muscles move, a realistic goal is softer lines at rest and smoother makeup. Not an airbrushed filter. I'll tell you honestly if something you want isn't achievable with this."

How do you present one treatment plan instead of a menu?

An architect walks the site, studies the light, measures the walls, and then shows you one design. Not fifty sketches. Your plan should land the same way. Three parts, in this order: the problem in the patient's own words, the plan in three time horizons, and a picture of the result tied to their date.

“Based on everything you shared, here's my recommendation. Today: softening the frown lines and forehead with a wrinkle relaxer, plus a small lift to the brows so you look more rested. Over the next three to six months: a maintenance visit at the interval I recommend for you, so those lines don't etch deeper. Later, if you want more lift or skin tightening once you've seen how you like this, we can talk about [X]. If we start today, you should notice a change within [the onset window your provider gives for the product], with the full result at around [the full-effect timeline from the product information], which puts you ahead of [their event].”

Notice what the script does with the "later" line. It names a second treatment without selling it. The patient now knows there's a path beyond today, which makes today's plan feel like a starting point rather than the whole bill. The mistake to avoid is listing everything you could do. One path. If they ask about something else, answer, then come back to the plan.

How should a med spa present the price?

As a package, said once, followed by silence. Per-unit shopping is what happens when the clinic lets it happen. If a patient hears "it's $X a unit and you'll need about Y", they anchor on the unit price, do the multiplication in their head, and compare it with the clinic down the road that quoted a lower unit price for a plan that won't work. The written version of the same problem is covered in the Botox price reply scripts. In the room, the script is this:

“For everything we just walked through today: your visit and assessment is $[consult fee]. Treatment to soften the frown, forehead and brows, which is approximately [X] units, is $[treatment total]. So the total today, if we treat the areas we discussed, is $[TOTAL]. We keep it simple. That includes your two-week review visit and any minor adjustment we agree is medically appropriate at that visit.”

Pause. Count to five in your head if you have to. The patient's reaction tells you which objection script to use, and the provider who fills the silence with "but we do have financing" has just discounted a plan nobody objected to yet.

On the consult fee itself, the working rule is a modest fee that's credited to any treatment done within 30 days. It filters the pure price shopper, pays for clinical time, and feels fair because the serious patient pays nothing extra. Acquisition.com frames the credit as risk reversal on the experience of the consult, not on the clinical result ($100M Offers, p. 124). Including the two-week review in the quoted total is the same idea. The clinic carries the small risk, the patient feels the price is complete, and nobody is promising an outcome. Never promise an outcome. Results vary by patient, and your state board and the FTC both expect any claim you make to be truthful and backed up.

How do you offer same-day treatment without pressuring anyone?

Same-day treatment is a convenience you offer, in that order: the provider confirms suitability, the patient reads and signs informed consent with time to ask questions, and only then does the choice get presented. If any of those three hasn't happened, same-day isn't on the table and the script skips to booking. Nothing in the close below is said until the first two are done.

1. 1

   Suitability, by the provider

   History, medications, contraindications and expectations reviewed. If the answer is no or not yet, the provider says so plainly and the plan changes. A coordinator never makes this call.

2. 2

   Informed consent, unhurried

   Expected effects, common side effects, rare risks, alternatives and aftercare, explained and signed. The patient can take the form away and come back. Offer that out loud.

3. 3

   Then the choice

   "If that all makes sense, and you're comfortable, my recommendation is we treat today while you're here so you're seeing the result before [their event]. Would you prefer to start with just the upper face as we discussed, or also include [secondary area] in the same visit?"

The last line is an A or B choice rather than a yes or no, which is ordinary sales craft. What keeps it on the right side of the line is everything before it. The patient was told at minute one that same-day was possible if suitable, the provider has said they're suitable, and consent is signed. Offer same-day as a time-saver, be willing to say no when it isn't appropriate, and never attach a discount or a deadline to treating today. Speed to result is a real value lever ($100M Leads, p. 181). Pressure is a complaint waiting to happen.

27:00 to 30:00, book the next step either way

Hormozi calls this BAMFAM, book a meeting from a meeting ($100M Leads, p. 183). Every consult ends with one of three things on the calendar: same-day treatment with the review visit booked before they leave, a future treatment date, or a check-in. Nobody walks out with "I'll call you."

“Great. After we're finished, we'll book your two-week review and your next maintenance visit so you keep the result consistent.”

“No problem at all. This is your face, and I want you to feel completely comfortable. The only thing I don't want is for you to leave in no-plan land. So here's what we'll do. I'll email you a written summary of what we discussed and the exact pricing. And we'll reserve a tentative treatment spot on [date and time] so you have it if you decide to go ahead. If you change your mind, text or call and we'll release it. Does [date and time] work?”

The six objections, word for word

Six objections cover almost every consult. Print these, train on them weekly, and role-play both sides. A provider who improvises at "I need to think about it" either folds or pushes, and both lose the patient. Each response below asks a question back, because the stated objection is rarely the real one.

1. 1

   1. "That's more than I expected."

   "Totally fair. Most people underestimate what it takes to get a natural result that lasts. If we stripped this down to the minimum and only treated the one area that bothers you most, we'd be at $[lower total] today. Would you rather do the full plan we discussed, or start with that and see how your face responds first?" You've offered a smaller plan, not a cheaper price. The price per unit of work hasn't moved.

2. 2

   2. "I need to think about it."

   "I'm glad you're taking it seriously. Just so I understand, is it more the treatment you're unsure about, or the timing, or the budget?" Let them answer. Then: "Got it. I'll send you your exact plan and the photos we took today so you're thinking about something concrete. Let's hold a spot on [date] for treatment. If you're not ready, text reschedule and we'll move it. Sound okay?"

3. 3

   3. "I need to talk to my partner."

   "Of course. What questions do you think they'll ask that I can help you answer now?" Handle them. Then: "Would it help if I emailed you a short summary you can share, so you're not trying to re-explain the medical details at home?" Send it to the patient, and let them forward it. Then: "Let's pencil in [date and time]. If either of you isn't comfortable after that conversation, just let us know and we'll cancel it. No pressure either way."

4. 4

   4. "I'm scared of looking frozen or fake."

   "I hear this every day. That look usually comes from too much product or the wrong balance between muscles. Our whole approach is you, just more rested. We deliberately leave movement so your face still talks when you do. We can also start with a conservative dose, review you at two weeks, and only add more if you want a stronger effect. How does that feel?"

5. 5

   5. "I'm worried about safety and side effects."

   "I'm glad you brought that up. Any medical treatment has risks, and my job is to make sure you're a good candidate and to keep those risks as low as possible. We only use products approved for this use, stored and handled the way the manufacturer requires. Before we do anything I'll go through the expected effects, the common side effects and the rare ones with you, you'll sign a consent form, and you'll have a direct number to reach us afterwards." Then actually go through them. This objection is an informed consent conversation, not a sales one.

6. 6

   6. "Not today. Maybe later this year."

   "No problem. If today isn't the right day, forcing it helps no one. What I don't want is for this to fall off your radar. Let's pick a check-in month that feels right, and we'll put in either a quick virtual review or a short visit then." A booked check-in is a next step. A vague "later" is a lost patient.

The through-line is the same each time. Acknowledge, ask one question, and end with a date. Objections 1 and 2 are where the 1 to 10 score from discovery earns its keep. If someone rated the concern an 8 and is now stuck on price, you can say, gently, "You told me earlier this bothers you most days. I don't want the budget to be the reason it still does in a year," and then offer the smaller plan.

What do you send to someone who doesn't treat?

A 14-day follow-up, five touches, then stop unless they re-engage. Two rules before the sequence. First, these texts assume the patient gave you prior express written consent to receive marketing texts at booking or intake, and every text carries an opt-out. Marketing texts need signed written consent and must land between 8am and 9pm at the recipient's local time, and an opt-out has to be honoured promptly (47 CFR 64.1200, read 2026-10-18). Second, keep protected health information out of the messages. No treatment names in the text body, no "your frown lines", no photos by SMS. The plan itself goes in a secure email or patient portal, which is also where the detail belongs.

1. 1

   Day 0, same day

   Email, titled "Your [Clinic] plan": summary of what they told you, the recommended plan, the exact pricing and a booking link. Then a text: "Hi [Name], it's [Clinic]. I've just emailed the plan we talked through today. If you'd like to grab a treatment spot, reply BOOK and we'll text options. Reply STOP to opt out."

2. 2

   Day 2

   Call from the provider or coordinator who was in the room: "Hi [Name], it's [Name] from [Clinic]. I wanted to see what questions came up after you'd had a look at the plan." Voicemail is fine. The point is a human voice.

3. 3

   Day 5

   Text: "Quick heads up from [Clinic]: we have a few openings next week if you'd like to start before [their event or season]. Reply 1 for this week, 2 for next month, 3 for not right now. Reply STOP to opt out." The 3 option matters. It gives a clean exit and it stops you chasing people who have decided.

4. 4

   Day 10

   Email with proof that matches their concern. Use before-and-after photos only from patients who signed a written authorization for marketing use, and follow your platform and state rules on how they're presented. The before-and-after photo rules cover what's allowed where. Soft close: "If you'd like a plan like this personalised to you, here's the booking link."

5. 5

   Day 14

   Final text: "Last check-in from [Clinic] about your visit. Would you like us to hold a day and time in the next four weeks, or close out your plan for now? Reply STOP to opt out." Then stop.

Under the HIPAA Privacy Rule, a covered entity needs a signed authorization to use protected health information for marketing (45 CFR 164.508(a)(3), read on eCFR 2026-10-18), with an exception for communications about your own health-related services (45 CFR 164.501, definition of marketing). Whether a given follow-up falls inside that exception is a question for your compliance adviser, and the safe habit is the one above: keep the detail in secure channels, keep texts generic, and never use another patient's images or story without their written authorization.

What is a good consult-to-treatment rate for a med spa?

A watchmaker doesn't swap gears at random. They open the case, find the one component that's off, and adjust it. Your consult-to-treatment rate is the case open. It tells you whether the problem is the room, the follow-up or the leads, and most clinics never calculate it because they watch revenue and consult count instead.

The definition: consults that result in a paid treatment within 7 days, divided by completed consults, times 100. Count same-day treatments and treatments booked and done within the week. Track it per provider and per lead source every month. The bands below are Acquisition.com working rules for a self-pay clinic, not benchmarks.

Worked example, with illustrative numbers. A clinic completes 80 consults in a month. Forty treat the same day and another 10 treat within the week, so 50 of 80, a rate of 62.5 percent. At a working average ticket of $650, that's $32,500 in treatment revenue from those consults. Now suppose the same clinic was at 50 percent before installing the scripts, and the 15-point lift takes it to 65 percent. That's 52 treatments instead of 40 on the same 80 consults, 12 more treatments, or about $7,800 a month from leads the clinic had already paid for. None of that required another dollar of ad spend, which is why the consult is the cheapest place in the funnel to find revenue.

Five expensive mistakes in the consult room

1. 1

   Running the consult as a product menu

   Listing wrinkle relaxers, filler, peels and asking what they want. Start with concerns and outcomes and prescribe one plan. Problem, plan, picture.

2. 2

   Talking units instead of outcomes

   "It's $X a unit and you'll need Y." Patients anchor on the unit. Present the total for the recommended result, then explain units and ranges only if asked.

3. 3

   No same-day option, or same-day under pressure

   Forcing everyone into "think about it" loses the people who were ready. Pushing same-day on someone who hasn't signed consent or hasn't been cleared loses your reputation. Pre-frame at booking and at minute one, then let suitability and consent gate it.

4. 4

   Improvised objection handling

   Getting flustered or backing off at the first "I need to think about it". Six scripts, printed in every room, drilled weekly.

5. 5

   Not tracking consult-to-treatment

   Watching revenue and consult count only. Track completed consults, treatments within 7 days, the rate and average ticket, per provider, every month. Coach from the numbers.

What happens before the consult decides half of it

The Acquisition.com Lead Nurture playbook makes the point that the time between booking and the appointment is where a lot of buying decisions get made (Lead Nurture playbook, p. 20 and p. 22). A short confirmation call or message that pre-qualifies the basics, primary concern, timeline, rough budget, means the 30 minutes in the room goes on diagnosis and the decision rather than screening. The med spa no-show fix covers the deposit, the three-text confirmation sequence and the injector video that get people into the chair in the first place. A patient who has watched the provider explain the treatment on camera before they arrive is halfway through discovery before they sit down.

Which is the point of putting your injector on camera at all. Consults close faster when the patient already trusts the person holding the mirror. If you want the year of posts and reels that build that trust mapped out, the free 12-month content plan is the place to start.

Where this comes from

• The 30-minute structure, the discovery questions, the mirror script, the plan and price scripts, the six objection responses, the 14-day follow-up and the consult-to-treatment bands are from the Acquisition.com advisor material for med spas, edited for compliance and plain English. The Hormozi references are as that material cited them: Value Equation ($100M Offers, p. 59 and p. 65), risk reversal ($100M Offers, p. 124), speed to result ($100M Leads, p. 181), BAMFAM ($100M Leads, p. 183), pricing versus close rate (Acquisition.com Pricing playbook, p. 22), speed to first appointment and pre-qualification (Acquisition.com Lead Nurture playbook, p. 20 and p. 22).
• Every number here is a working rule or an illustration: the 30 minutes, the 7-day treatment window, the 30-day consult fee credit, the 40/60/75 percent bands, the 14-day cadence, and the 80 consults at a $650 ticket. None of them is an industry average.
• SMS consent, the 8am to 9pm window and opt-out handling: 47 CFR 64.1200, read on the Cornell LII copy 2026-10-18. HIPAA marketing authorization: 45 CFR 164.501 and 164.508, read on eCFR 2026-10-18. FTC expectation that health-related advertising claims be substantiated: FTC Business Guidance, Health Claims, read 2026-10-18.
• Onset and full-effect timelines for any product come from that product's current prescribing information, which we did not reproduce here. Fill the placeholders from the label.
• Who may assess, prescribe and inject, what informed consent must contain, and whether a given follow-up falls inside HIPAA's own-services exception vary by state and by practice. That's our reading of the sources, not legal or medical advice. Check your state board and your compliance adviser.

Questions owners ask

Written by Benjamin Chua

Founder of Trueframe and Med Spa Launch. Nine years building video systems for founders and clinics, including a Melbourne plastic surgeon whose account went from 12,043 to 36,236 followers in ten weeks.