Pricing consultations and in-home assessments are where you unlock real customer relationships—and serious revenue—in the incontinence and personal care supplies business. Most owners who offer these services charge between $75–$200 per visit, but your exact price depends on your location, expertise, and what's included. Getting this right means more booked appointments, higher customer lifetime value, and fewer price-shopping prospects.
Why Consultations Matter More Than You Think
A phone quote won't cut it for customers buying briefs, catheters, or mobility aids. They need someone to assess their bathroom layout, discuss dignity concerns, and recommend the right product mix. That's where in-home consultations separate you from online retailers. You're not just selling inventory—you're solving real problems.
Customers who receive a personalized assessment convert at higher rates because they trust your recommendation. They also tend to reorder and refer friends, which keeps your customer acquisition cost down long-term.
Setting Your Consultation Fee Structure
Standalone consultation pricing:
- Basic phone consultation: $0–$50 (often free as a lead magnet)
- In-home assessment: $100–$200 depending on travel distance and time required
- Comprehensive home audit with product recommendations and follow-up: $150–$250
Offset models: Many suppliers apply the consultation fee directly toward the customer's first product order. This removes objections and guarantees purchase intent. For example: charge $75 for the visit, credit $75 toward supplies if they buy that day.
Retainer or subscription models: Some businesses charge $30–$50/month for ongoing monitoring, automatic reorders, and priority support. This works well for elderly clients or those with complex needs who benefit from regular check-ins.
What to Include in an Assessment
An effective consultation should cover:
- Mobility and physical assessment: Can the customer self-toilet, or do they need assistance? Wheelchair access? Bathroom layout constraints?
- Lifestyle review: Work, travel, social activities—product recommendations change based on activity level
- Skin health screening: Signs of breakdown, infection risk, or allergies to current products
- Product education: Hands-on demo of brief types, incontinence underwear, liners, and protective options
- Caregiver training: If applicable, show family members or aides the right application and hygiene methods
- Insurance and payment options: Clarify what's covered, discuss copays, and explain your payment plans
Time estimate: 45–90 minutes for a thorough assessment.
Pricing Transparency That Wins Trust
Be upfront about your fee structure on your website and in initial contact. Customers appreciate knowing costs before you show up. Include a simple statement like:
"In-home assessment: $125. If you purchase $300 or more in supplies the same day, we credit $100 toward your order."
This removes friction and sets clear expectations.
Handling Travel and Geography
Distance kills profitability. Set geographic boundaries and adjust pricing accordingly:
- Within 5 miles of your location: standard fee
- 5–15 miles: add $25–$50 for travel time
- Beyond 15 miles: consider minimum orders ($250+) or higher consultation fees ($150–$200)
Some businesses charge a flat $30 travel surcharge instead of distance-based pricing—pick whatever you can defend and explain clearly.
Booking and Documentation
Use a simple online scheduling tool (Calendly, Acuity Scheduling) to let customers book their own time slot. After each assessment, send a follow-up email with:
- Recommended products and quantities
- Pricing and insurance info
- A simple reorder link or form
Track assessments in a spreadsheet or CRM. Note what worked, what the customer bought, and whether they became a repeat customer. This data helps you optimize pricing and service offerings over time.
Getting Found and Converting Leads
List your consultation and assessment services on Mercoly so customers searching for in-home personal care support can find you directly. Detailed service listings—including your pricing, service area, and expertise—help you attract serious leads ready to book.
Frequently Asked Questions
Q: Should I charge for an initial phone consultation? No—keep phone calls free. They're quick qualifying calls, not the full assessment. Reserve the fee for in-home visits where you invest significant time.
Q: Can I offer a discount for multiple family members or bulk supplies? Absolutely. A 10–15% discount for customers who order $500+ in supplies or who sign up for monthly auto-delivery encourages larger orders and loyalty.
Q: How often should a customer have a reassessment? Annually for stable customers; every 6 months if mobility, skin condition, or medication changes.
Start booking consultations this week—they're your highest-value touchpoint with customers who need you most.