Latest / Beyond Sovereignty / #037 - How to Raise Your Salon Prices Without Losing Clients 💇‍♀️💰

Transcript

#037 - How to Raise Your Salon Prices Without Losing Clients 💇‍♀️💰 · Beyond Sovereignty

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The best way that you can increase your prices without losing clients
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is communicate the change clearly and confidently. Clarity
0:07
and confidence and authenticity. That is what everybody
0:11
that comes to your salon is really after. And it's what salon
0:15
owners, hairdressers, therapists all struggle with the most. It's
0:19
talking about price. What I used to do in
0:22
my salons was we would say, yes, we're going to give you this outcome, and
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this is the price of it. We're going to cut, we're going to color, we're going
0:29
to do foils, we're going to do treatment, we're going to do this, we're going to do that, we're going to do extensions. This
0:33
is the retail that you need to use, and the price is blah, blah,
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blah, blah. And I was like, oh, we're raising our prices, put
0:39
a sign out and everything like that. And our clients were like, yeah, I'm so glad that
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you are. Like, you know, it's about time. I was like, well, my
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God. On top of that, if
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you have done extra training, if you've done a renovation, if
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you've improved your salon and your team, and you guys are way
0:57
better than you were five years ago, then babe, you need to
1:06
So some actionable steps that you can take to enhance your client's experience is
1:10
welcome to Salon Temple, the revolution in the hair and beauty industry, a
1:14
space where being banked and creating massive
1:18
global impact is the new standard. I'm Blythe Langford, and in this
1:21
podcast, I'm going to share with you the exact strategies
1:25
and insights that helped me transform my three salons into
1:29
seven-figure businesses. If you're ready to step into your power, grow
1:32
your wealth, and be part of a movement that's changing the game globally,
1:36
then, babe, you're in the right place. So let's get started. In this week's episode,
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we are going to go through how you can raise your salon prices without losing
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clients. So here's how. Step number one. I
1:47
really need you to evaluate your current pricing structure. So
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before you increase anything, you have to look at and
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Now this can be a massive trigger for so many people
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like, I don't have a profit and loss statement. Oh my gosh, I don't know how to look
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I haven't done any of these things. then do not raise
2:11
your prices until you do. Because if you are
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looking for your price rise to be the excuse
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or the savior to all of your back-end lack of
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doing, then it ain't gonna work, right? You
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really need to get organized on the back-end of your financials
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so that you can know where you're currently at what
2:34
increase you need to do to actually, not break even, but to
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exceed and thrive. And then from there, this
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will provide so much freedom for you. It'll allow you
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to know how much you want to raise your prices, but it will also help you
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understand what incentives you can give your staff. Because if
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you're like, I want to give my staff these amazing incentives, we just can't afford
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it, then know what's going on in your back end and then
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what you want to be able to create within your salon financially, profit-wise,
3:01
turnover-wise, so that you can actually deliver the
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incentives that you would really love for your team or that your team
3:09
would actually really love. And then also you want to make sure that
3:12
you do market research. So look in your area, look
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at other salons and what they charge. Know what their
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rents are in comparison to yours because rent and wages are
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possibly two of your highest payouts that you're going to be coming out,
3:27
right? That you're coming out of your turnover. So you want to make sure that you're comparing
3:31
yourself relatively with other people in the area. But
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you might be looking at another salon and they're like, oh, they've got the lowest prices or
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similarly, oh, they've got the highest prices, but their rent is
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about the same as mine. Where do you want to place yourself? And
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I pause for a moment because most of this is based on your level of
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worthiness. Oh,
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so triggering glaze. Oh my gosh. What the fuck? Yes,
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your level of worthiness is literally coming through in
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your prices. So the more that you can have self-worth
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and see the value in your salon and make sure
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that all of your staff are educated and providing great
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Then it's no problem raising your prices, right? Oh my gosh, it makes so much sense.
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Like look how the work that we're doing here is epic. We are better
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We are better than this. We're doing this. We're doing all these amazing things. Our
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clients are having the results and the hair that they love and
4:27
the experiences that they love. Then it makes so much sense to
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raise your prices. So the only thing that would be stopping you from
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doing that would be your own self-worth. Have a course for
4:37
that. Reach out. It's epic. So when you're doing this analysis
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on market research in your area, you want to make sure that you're looking at similar
4:45
services. You want to also make sure that you're looking at their
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staff, if their staff are as trained as your staff or
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if they're more highly trained or less trained, because that will help
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you set benchmarks and parameters within your business. You
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want to also see and factor in inflation and
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where you are in the trajectory of inflation. So
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what I mean by that is every year your product houses will increase their
5:09
prices. And if you don't increase your
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prices when they do, you're running at a loss. So let's say
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you haven't raised your prices in five years, but your product houses have
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raised their prices every single year, then out. Just
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like, ouch, babe, because you've had five
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lots of increases every year, potentially with your rent, with
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your product houses, with electricity, with your phone company,
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with all of these companies, but you haven't raised
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your prices. Babe, you're
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losing out. And then on top of that, if
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you have done extra training, if you've done a renovation, if
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you've improved your salon and your team, and you guys are way
5:52
better than you were five years ago, then babe, you
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It's not important. It's essential for you to raise
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your prices. Because not only will you immediately, without
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doing any extra marketing or any of the things, literally
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increase your turnover from anywhere from
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You don't have to do anything but raise your prices. Holy moly. My
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Let's all go out for a mocktail, you know, like it's
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that easy. So you're like, yeah, Blythe, but how
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do I get my clients on board with this? Okay, great. I'm
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so glad that you asked that question because I am definitely not
6:41
about ripping anybody off. I am 100% about you having
6:45
the worthiness within you and your team also realizing
6:48
that they are innately worthy of charging more and
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having your clients see that so that they can come along on the journey with
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you. And you know, 9 times out of 10, if you haven't raised your prices and
6:59
you've got really loyal clients and then you say, we're raising our
7:02
prices, the general feedback is, I
7:06
wondered when you guys were going to do that. You're so cheap. Like that is
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what clients used to say to us. Cause I remember at one of my businesses, I don't
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know what happened. Oh yeah. I think when my mom died, I just forgot
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to raise our prices for a while. And then when I finally did, I like, you know,
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felt a little bit bad cause I was in a state of trauma and I was like, Oh, we're
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raising our prices, put a sign out and everything like that. And our clients were like, yeah,
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I'm so glad that you are like, you know, it's about time. I was like, Oh
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my God. You know, most
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of the people that are coming to the salon that spend a lot of
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money are also in business or work for businesses that raise
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their prices regularly. So it is not uncommon and
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it's not something that you need to be scared of. It is literally something
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that every business does in order to survive in this
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world. So this is your invitation. to raise your
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prices as much as you need to depending on what area it
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is that you are lacking, like whether it is I haven't
8:01
raised my prices in a few years or we've had a salon fit out or
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we have raised our salon's experience, we've got more highly
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trained staff, all of these things, so making sure
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that you are raising your prices accordingly. So
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you want to make sure that you are also calculating the value. How
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could you do that? Well, I want you to assess your unique offer. So
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that's why I've spoken to you in previous episodes. It's vitally important
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for you to figure out the mission and the ethos and your avatar client
8:30
and what it is that you guys are unique for. so that you can actually
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put some value to it. Are you a superior customer
8:39
service salon? Do you have high quality products? Do
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you provide exceptional results? And understanding this
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will allow you to help raise your prices without feeling
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unjustified. Now, number two is segmenting your
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services for a tiered pricing strategy. What the fuck
8:57
are you talking about? You're welcome. I will share. So
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what I mean by this is if you are increasing your prices by quite
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a lot, if this is abrasive for some of your clients, then
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you can do it in a gradual increase instead. So,
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you know, you increase a little bit by a little bit by a little bit
9:16
each time, or you can let them know that you're going to not
9:20
include this for their next service or the
9:23
service that they're in the salon, but it will increase next time. And
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you can also provide extra value. So whether
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you want to, I would personally call all of your product
9:34
houses, call all of your product houses right now and get them to give you free products.
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That's it. Well, actually I wouldn't even ask. I would be like, I
9:47
Blithe, what makes you think that they're going to do that? Because
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they're billion-dollar businesses, babe. Billion-dollar.
9:56
Billion. Billion. Yes. I've
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These C-words are the richest people
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So, get free products. And then, when you increase
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Because then they're like, oh my gosh, you're raising your prices and I get a free product?
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I don't see anything bad here. This is actually really good. I got free product. Yay. Yay.
10:20
I love free product, you know? So like use
10:24
the people that use you really
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well because they're using you. Okay. That's
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I've got a whole other episode about that. Go into my Instagram and read my
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Another way that you can do a tiered. increase
10:41
without clients actually having an issue is to
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create bundle packages for them. So you create a service and
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a bundle package. Now in my salon, I always did this anyway,
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because I don't think that you should itemize everything that
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you are doing for your client because a client is coming in for a result. Right.
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And it's not like you go to, I mean, some people do ask this and I,
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okay, so this is going to be a bad example. Like let's say you get in kitchen redone
11:06
and they're like, it's going to cost you $30,000 to do up your kitchen. You're like, Makes
11:10
sense, you know, you're doing all of these things and then you like get a
11:13
little bit scarcity mindset You're like give me the breakdown of that because
11:16
I'm freaking out spending $30,000, you know Because that's probably
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what your clients are spending on getting things done in their homes
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and you're worried about them spending 300 in your salon and
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that's only because you haven't allowed them to see the value in
11:30
what it is that you offer and So this is your invitation to provide packages
11:35
that create a lot of value for your clients. But what I used to do
11:38
in my salons was we would say, yes, we're going to give you this outcome and
11:42
this is the price of it. We're going to, you know, wouldn't itemize
11:46
anything, but we're going to cut, we're going to color, we're going to do foils, we're going to do treatment,
11:49
we're going to do this, we're going to do that, we're going to do extensions. This is the retail that you need
11:53
to use. And the price is blah, blah, blah, blah. And they'd be
11:56
like. I get it. Yeah, we're going to do a lot of things today. And it's like, yes, do
11:59
you have the five hours required to actually sit in
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the salon today to get all of these services done? And they will say either yes
12:06
or no, you know, because then they can understand that this is a big job
12:09
that they're actually asking for and that they're going to be here. They're
12:13
going to be here for a long time. So we want to make sure that if they don't have
12:16
that time, then we can break it up and be like, okay, cool. Well, why don't you get
12:20
half of it done today? And then I'll book you in for the rest in
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two weeks or a week or in two days or a day, whatever it is that's going to
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work best for them. It's a really great way to have
12:30
high demand services in your bundle package and create great
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tiers and add more value for your clients. And then clients
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will also perceive that they're getting a whole lot more as well. And remember,
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you've already rung your color house or product house and
12:44
gotten those free products, so you can also add a free product in as
12:48
well. And you can let them know because you're one of our regulars and we love you so much,
12:51
don't tell anybody but we're going to give you some free product as well. So we're going to
12:54
give you these products, you're going to buy these products for your hair but then we're also going
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to add this free product in there because I do not like discounts. The
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more you discount, the more you discount your service, the more you discount yourself.
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Yuck. Don't do it. Number three, the best way that you can increase
13:09
your prices without losing clients is communicate the
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change clearly and confidently. Clarity and
13:16
confidence. and authenticity. That is what
13:20
everybody that comes to your salon is really after. And
13:23
it's what salon owners, hairdressers, therapists all
13:27
struggle with the most is talking about price because
13:30
we feel innately unworthy talking about money. So
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first of all, in order for y'all and your teams to
13:38
have confidence and have great courage talking about wealth,
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first of all, you need to do some inner work. I have a program for
13:46
that. If I haven't mentioned it, you should get in touch, book a call. It'll
13:49
be amazing. Let's go into it. So the number one thing that reason why
13:53
your staff are not retailing and are crap
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at talking about prices is because they don't have confidence. They
14:00
don't have confidence and they don't have skill. They're the two reasons, just two
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reasons why they don't do it. So if you are unaware
14:07
of how to increase your staff's confidence and
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their skill levels, then you need to
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call somebody in, babe, because they're not going to change. If nothing
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changes, they're not going to change. They need some confidence, training, and
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they also need some skill training. And the best person for that is obviously
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me, because you're listening to this podcast. You're welcome. See how confident
14:28
I am? That's how I speak to my clients. I mean, I'm talking about
14:32
my hair salon clients. I mean, obviously my clients now, but that's
14:35
how I would speak to my clients because I'm authentic. I have no problem
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talking about money. I have no problem talking about retail the same
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that I would talk about the haircut and what they need, right? Because it's
14:45
all the same to me. I don't have a wealth issue, right? I live
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on my own farm. my own retreat center, you
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know, so I want this for you too, where wealth is
14:56
not an issue. So I want this to be for you and your staff. We're
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talking about money and having the issue of feeling rejected.
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I don't want that to be a problem anymore because I know that that is why so many
15:07
staff members don't actually talk to their clients because their fear of rejection, which
15:11
is a lack of confidence and then a lack of skill. So reach out,
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let's go for it. It's absolutely what I'm Ninja at. So
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some actionable steps that you can take to enhance your client's experience is
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by the little things, by offering different beverages, by
15:26
having different things like waiting room abilities, by having improved
15:30
online bookings, whatever you can do to improve your
15:33
client's experience. Now, if it was me in this day and age, the
15:36
things that I would literally be doing would be having a smoothie
15:40
that is available for my salons and that we blend up each and every day. I
15:44
would also be creating my own milk. Yes, I
15:48
am not vegan, but I would be making my own milks because it's so easy. So
15:51
just having a blender in the salon and getting your apprentice or like somebody in the
15:54
morning to just create these things for your clients just
15:58
creates a point of difference, you know, and then you can just like cut up some strawberries
16:01
or a bit of like pineapple or whatever and put it on the glass and
16:04
make it super fancy. You know, clients love the little things
16:08
that don't really cost you anything else. You know, or
16:11
it might be having a bowl of water with candles floating, you
16:15
know, like just these little things and the sprays in the salon
16:19
and the scents. All these little things change the
16:22
client's experience exponentially where they feel better,
16:26
where they want to be in your salon. Because like I've explained
16:29
before, the nose is the first part of the nervous
16:33
system. The nose and the sense of smell literally
16:37
wires your client's experience. So you want to
16:40
make sure as soon as they come into the salon that you've nailed it
16:44
nasally, so that you've nailed that smell. And then at the
16:47
end of the salon, experience that you've nailed that
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because the clients remember the first and the last thing that happens.
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So I never talk about the price at the end of the, of
16:58
the end of the service. Make sure you talk about it just like
17:01
right sort of in the beginning, you know, because you want to make sure that
17:05
that is not the last thing that they remember. There's this ickiness about talking
17:08
about the price and then rebooking and it's so weird and like, eh.
17:12
They leave with a yuck taste in their mouth, right? So you want to make sure that
17:15
you're doing that at the beginning of the service. That's why I am so big
17:20
on having your clients fill out a quote, like having
17:23
a quote pad where they're talking about their service, where you guys are communicating on
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paper so that they can see what you are going to be charging them
17:30
so that you can see what it is that they actually want written down on
17:33
a piece of paper so that there can be no error for judgment
17:36
then. Every single service provider is terrible at
17:40
writing client notes. The quote pad does it
17:43
for you and it gets the client history on there too. I
17:47
love it. It's genius, right? So then you can have all
17:50
of this thing. It's all written on there. Like nobody needs to pretend they really
17:54
remember everything that they did because everything is written on there. And then when the
17:57
client leaves, you literally write all the extra notes that you want
18:00
on there and then either your staff member or your receptionist does
18:04
that at the end of the day so that your client's histories are recorded daily.
18:08
It's ninja. Do it. And it also really
18:11
10x's your client's experience because then when they come back in, you haven't forgotten
18:15
anything. Now, I know there's some staff members that are like, oh,
18:18
I don't want to write all my notes down because then if I'm away and they go and see somebody else,
18:22
then they're going to be able to have all my notes there and give them the exact experience. And
18:26
then they won't like me as much. Well, to those staff members, they're
18:30
going to think you're a dickhead because you haven't written the notes and
18:34
they're going to think that you don't actually care about their business because
18:37
you haven't taken the time to do a perfect record history
18:42
on their experience. So your perceived perception
18:46
isn't the client's experience. So get over yourself and
18:49
make sure you're looking after the client, what they're paying for. They're paying for
18:53
you to do a really beautiful history. Another way that you can raise
18:56
your prices without losing clients, and they love this
18:59
one, is to offer loyalty programs for your
19:09
Actually, it can be the funnest thing ever. I loved creating loyalty
19:12
programs. I would literally go around to all of the businesses in our area and
19:16
be like, hey, this is a business that I have and I want to know what
19:19
you want to offer my clients. I'd also make one for my
19:22
staff too. My clients and my staff and myself for
19:26
promoting your business because we will literally promote your business each and every day
19:29
and we've got hundreds of clients that come through our business that will literally
19:33
see your business. For free. You're welcome.
19:37
So what do you want to offer them? And so many businesses, like
19:40
I'm talking 99% of businesses were like, this is amazing.
19:44
Of course I want to do like things for your clients. Like I literally, when
19:47
we were doing events and all sorts of stuff, I'd like
19:51
ring Mercedes, ring all of the car companies and be like, Hey guys, we're doing
19:54
this. We're going to have all of these clients there. What do you want to give us? And
19:57
they would find stuff to give us. It was so cool. And
20:00
then we also had like different beauty salons around the area because we
20:04
were just here at the time. So we had different beauty salons, we had clothing
20:07
companies, we had all sorts of people, dentists,
20:11
plastic surgeons. I was into it back in the day. I definitely wouldn't do that now, but
20:15
some of you will, so you're welcome. And all kinds
20:18
of people, shoes companies, like daycares, whatever. These
20:22
and wine companies and watches and
20:26
jewelry and cool stuff, right? And
20:29
so we would have them as part of our loyalty programs. I know that
20:33
some of you are like the back end of this can be too hard, but
20:36
honestly, it's not. You have a software company that you
20:39
are using through your salon. They also have
20:43
a loyalty system and program in there. So you just need to
20:46
contact your software provider. Because guess what? You're already paying them
20:50
money. And this is something that they can do for you without charging you
20:53
any extra money. So they can get it all set up on the back end of
20:56
your software. And then you've just got a beautiful little flyer
21:01
on your desk, or you have it on your website, definitely have it on your website,
21:05
whatever. You have it in place to have it in your bathroom, on your walls,
21:09
have it in a beautiful frame so it looks really classy and
21:12
lux. And then your clients can see it and they're excited. It's
21:16
like, yeah, we're raising our prices and we've got this new loyalty program
21:22
Oh my gosh, this loyalty program, new prices. Oh my gosh, this loyalty program is amazing. I
21:27
Get these prizes because believe me, they love these prizes. Or maybe
21:31
it'll be like, you know, once you get to these certain amount
21:34
of points, then we give you a complimentary ceremonial sacred
21:38
ceremony. Watch the previous episode because that is lit. Your
21:42
clients will want that. More than anything, more than the Mercedes, maybe, I
21:45
don't know. So, you, loyalty programs,
21:48
yum, yum, yum, yum, can't get enough of it, you don't have to do all the hard work, get the
21:52
software company involved. And even if you don't want to go around and
21:55
ask other businesses, find one of your team members who
21:58
is really confident and has a bit of spare time in the
22:02
salon whilst you're already paying them, and they go and do that. And
22:05
then, but when you do this as well, you've got to make sure that you hold
22:09
them accountable. So say, you were going out to this, businesses,
22:13
your job is to go and enroll them into our loyalty program. Let
22:16
them know that they're going to be getting their business in front of eyeballs of
22:20
hundreds of clients, that we are going to promote their
22:24
brand. Like really enroll them and get your staff to
22:27
do that. So if you don't want to do it, that's another way. I have all the tips. You should
22:30
probably work with me. I'm amazing. Now I want to give you a tip here as well because I
22:34
know some of you are like, I'm just going to discount my regular clients and
22:38
then when they're ready, I'm going to put their prices up.
22:41
First of all, this is not wrong, but I am going to
22:44
give you a right way of doing it, okay? So you want to
22:48
make sure that because you know I hate discounts but I
22:51
also want you to keep your clients as well. So you want to make
22:54
sure that you've got a plan for when and how you are
22:57
going to increase their prices because they might be
23:01
an amazing client that you have that you know comes
23:04
in and buys retail and upsells on their services and
23:07
all of these things so they're actually an amazing client. So then you create
23:11
a little plan for them of how they're going to action that out over the next
23:14
period of time. Like I said, that tiered gradual increase. But
23:18
you also want to make sure that you do look in their client notes and look
23:21
at their history and make sure if they are that client. Because you
23:25
might actually realize that this is a client that regularly gets
23:28
discounts and you're not actually making money off this client.
23:32
This client is actually costing you money. And so this is when
23:35
you have to get your business hat on, your big girl pants, big boy pants on
23:39
and go, What am I here for? What am I creating? They're
23:43
not my family member. I don't need to give them
23:46
these massive discounts. Do I want to actually
23:49
help them step up and value my business more or
23:53
am I willing to continue to allow them to devalue my
23:56
brand? So it's really important that you are honest
24:00
with yourself with this. Now the last and final most important point
24:04
is that you monitor. Monitor the client's reactions
24:09
thereafter. And also you want
24:12
to make sure that you are keeping them enrolled and
24:16
supporting their journey. So this is a two part thing. So
24:20
first of all, you want to monitor. So are they coming back into the salon regularly?
24:25
Are they okay with the prices? Like if they're coming back to the salon and they haven't
24:28
had complaints, then they're okay with the prices, right? So
24:32
you want to make sure that you're aware of this and you want to make sure that you ask
24:35
your staff about this. Now remember, your staff probably
24:39
have not got a wealth mindset. You want to make sure that they're
24:42
not discounting when you don't know about it, that they have been
24:46
enrolled, your staff have also been enrolled and they've been given a
24:49
new wealth mindset around your price increase
24:53
as well and that you've increased their incentives as well so
24:56
that they get more in return too. So that's really important. But
25:00
you also want to make sure that you are, second part of
25:03
this, you also want to make sure that you are following up with your clients. So
25:07
giving them extra service. So what I mean by that, it might be
25:10
a text message and an email thanking them for their business, thanking
25:14
them for choosing your salon that you loved having them as part of your team.
25:18
It might be inviting them to a VIP night where you do like
25:22
an extra pamper package for them. Now look, half of
25:25
the clients don't even show up to a VIP night, but they just love being invited.
25:29
They want to know that you care about them. So how and
25:32
what can you do to increase your care factor? Now, I'm
25:36
not a drinker, I don't drink alcohol, but in my salons I always
25:39
had beer, I always had beer and nuts for my male clients and
25:43
then I always had, I don't know if any of the women wanted it, but the women would
25:46
generally want a wine and a biscuit, you know, so I had
25:49
those things there for my clients. I also had the best coffee, the best
25:52
coffee machines, different kinds of wines and all those things. I
25:56
don't know if I would have that in my salons now. I probably wouldn't. I
25:59
would probably have things that really align and are in tune with me.
26:02
Like I'd probably have like Egyptian teas and tinctures
26:06
and smoothies and freshly made
26:10
juices and beautiful raw honey and
26:13
like honey water and amazing things like that that are different that
26:17
they can't get in other places. Like I would literally have teas that are
26:20
like This will help you increase your intuition. This will help you with your
26:23
digestion. This will help you open your heart more. This will
26:26
help you relax. This will help you go to sleep tonight. Whatever
26:30
it is, I probably have more of those things. So choose what's going to really align
26:33
with your salon experience that you want to
26:36
deliver, but then also with the client avatar
26:40
that you are wanting to attract and get more of. Let me
26:43
know in the comments below, what is stopping you from
26:47
raising your prices? Or when was the last time you raised your
26:50
prices? Is it that you raise them every year? Have you
26:53
not done it in a long time? Let me know in the comments below. Is it worthiness? Like,
26:57
do you not feel like worthy? Do you not feel like your salon's good enough? Do
27:00
you feel really uncomfortable with sales with your clients? Do
27:04
you feel like you're already too expensive? Do you feel
27:07
like you don't have the confidence to educate your team? Let
27:10
us know what it is. And then also. Let me know
27:14
if you're having these issues, babe. You don't have to go
27:17
through this alone. I'm totally here for you I'm here to
27:20
support you and your team and your clients to
27:24
go through this journey because if you don't raise your prices you
27:28
Your salon will fail straight up. Everybody else
27:32
is raising their prices but you. You cannot absorb
27:35
inflation like a loan. You can't, your
27:39
business will not thrive like that. So this is an invitation to either
27:43
get confident, train your team or reach out to me and let me
27:46
help you in your journey to raise your prices. If
27:50
this episode spoke to your soul, I would love your support with a
27:53
five star review on Apple podcasts and Spotify. And
27:56
don't forget, please subscribe on your favorite platform too. Don't let your
28:00
journey end here. Connect with me and my like-minded community of
28:03
beautiful souls at Blyde Blankford on all social platforms.
28:07
I look forward to diving with you deeper on your journey.