[148] How to Price-Quote New Clients in the Current Economy!

Hey Successful Hairstylists!

This week I realized that NO-ONE is talking about one of the most important pieces of a consultation. We focus a lot of our energy on getting on the same page, managing expectations and then formulating --- skipping over one of the most CRUCIAL aspects of building a trusting client relationship...

PRICE-QUOTING!

Transparency with pricing is huge and NO ONE likes to feel surprised at check-out. But how can we handle this - while also charging our worth and feeling like we’re being compensated for our time?

This is for you if:

• You regularly underquote your clients because you’re afraid they’ll say no or be upset.

• You don’t charge for all the services someone needs to achieve their look.

• You just want to feel more comfortable in how you engage with your clients.

Let’s talk about the elephant in the room - MONEY…

Truthfully, many people still feel uncomfortable talking about money even in 2024. And, in an industry that is up close and personal with clients, it’s so important that we are able to have conversations WITHOUT making our clients feel judged, making our clients SAY that they can’t afford it OR treating them like they’re dumb for not knowing what it should cost.

THIS PRICE-QUOTE METHOD ALSO HELPS YOU GET OUT OF YOUR OWN WAY

We are one of the most caring and people-pleasing industries on the planet. And when I was behind the chair, I know I would literally rather die or quit than make my clients feel pressured into something. However, while this comes from the best of places, it doesn’t work that way. WE don’t know what our clients can afford — even if they’ve TALKED about their job, bills, stress, etc. We can “count” peoples money for them based on what they’ve told us before or posted on social media. But the truth is - MANY people have their hair as the one thing they’re going to indulge in. YOU would never know because you’re not giving them the chance to surprise you! 

MY 3 STEP PRICE-QUOTE METHOD FOR NEW AND EXISTING CLIENTS

AFTER A THOROUGH CONSULTATION HERE IS HOW I RECOMMEND QUOTING SOMEONE IN YOUR CHAIR

1 - DON’T JUST START THE SERVICE

WHAT WE USUALLY DO AFTER THE CONSULTATION:

After the consultation, we generally have a brain full of ideas and next steps to get started on their service. We’re formulating color, checking on timing, putting together our foils and brushes.

WHAT I RECOMMEND DOING AFTER THE CONSULTATION:

Let your client know you’re going to go put together some options for them and you’ll be right back! Ask them if they want anything to drink or snack on and make sure they’re comfortable.

WHY:

This ultimately bridges the gap and confirms you’re on the same page with your client. Instead of assuming that they already know what the services cost that they’re dreaming of - we are going to take an extra 5 minutes to save ourselves from a huge awkward headache later!

2 - CREATE 3 CUSTOM OPTIONS

WHAT WE USUALLY DO FOR PRICE-QUOTING CLIENTS:

After a consultation we usually take everything from our conversation and translate that into services and time and mentally put together what it’s all going to cost for our client. We might even give them a “rough” estimate but let them know that some things could come up depending on how their hair lifts, etc.

WHAT I RECOMMEND DOING FOR PRICE-QUOTING CLIENTS:

After your consultation you are going to take a pen and paper and put together 3 “packages” or options for your client. Here is what this will look like.

Option 1 - The most affordable. Can get them closer to their goal hair but not all the way there. For example, instead of a full balayage, you’ll do a partial or face framing balayage. You can still include all the healthy hair treatments - but, overall, this option is to help your client leave feeling different without committing to the full look in ONE visit.

Option 2 - What they WANT. The middle option will get them to their desired result.

Option 3 - The Luxe Option. This option will get them to where they want to go, PLUS MORE! This is where you can add the fun extra treatments, massage and styling. This option can also include - adding depth to the balayage so the blonde really pops or a lil photo shoot for them to post on their social.

This works great because you don’t even have the amounts out loud - you can point to each one and let your client choose.

And before you say, Ren - they’ll just all pick the low options. I want you to try it and see! 8/10x people will go for the LUXE option - I promise you. Let people SURPRISE you without getting in their way!

Also - these options are YOURS to put together. The most affordable one does NOT mean - no treatments. It means LESS foils/balayage/color work.

WHY:

Offering 3 different price options gets YOU out of your own way with not pricing what you’re worth —- while also letting your clients surprise you and see what is possible for them! It also builds loyalty and trust because there are no surprises at checkout.

3 - GIVE THEM A GRACEFUL OUT

WHAT WE USUALLY DO AFTER QUOTING A PRICE:

After giving our clients the pricing - we usually pause and say something like “so, do you want it or not?" Or even worse, we don’t even tell them the pricing until their checking out and we hand them the card swiper. We see it as very all or nothing, black and white and like - if YOU really cared about your hair, you would just pay it.

WHAT I RECOMMEND TO DO AFTER QUOTING A PRICE:

A technique that I learned in the Summit Salon I worked in is - “which one do you have time for today?” or “which one do you think will work for you, today?”. Using this phrase allows them say they “don’t have time”, or “that one won’t work for me” vs having to say that they don’t have the money.

WHY:

People have pride and can feel embarassment around money and being on a budget (even when they’re millionaires). We want your clients to feel safe to choose what works for them. Often, as hairstylists, we forget how little clients know about hair services. I feel so sad when I see hairstylists belittling clients for “not knowing better” or making fun of them for not knowing the prices. WE are their source of knowledge and inspiration.

If you're new here, welcome!! I'm Ren Lopa, the CEO and Founder of Wolf and Rabbit Inc Salon Marketing! I'm obsessed with helping hairstylists and estheticians make more money doing what they love!!

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