Close

Career

Show Me the Money: How to Be Transparent with Your Pricing

by Jamie Newman | March 27, 2019

Last summer, Gina Bianca broke the internet with an Instagram post. The image, a before and after, had the service price clearly and boldly overlayed onto the bottom. The corresponding caption outlined every element of the final price: extra bowls of lightener needed for the client’s thick hair, two extra bowls of gloss, the root smudge, bond builder, hair cut, styling finish and so on.

The post went viral throughout the hairdressing community, however the comments became so “aggressive” that Bianca had to disable them.

“The response to the viral post was very mixed,” she says. “A lot of it was negative from stylists who weren’t charging what they should be or didn’t have the confidence to do so. And some came from stylists who had a moment of realization that they were undercharging, and that’s why they couldn’t pay their bills.”

But this post gave Bianca a moment of realization: Why was pricing transparency such a polarizing topic? Why aren’t more beauty professionals willing to post exactly what they charge a client and why on their feed?

Bianca owns her namesake salon, Gina Bianca Hair, in Plantsville, Connecticut. For artists inspired to
get transparent about their pricing, Bianca says to first make sure to dial in your pricing. That means knowing what one minute costs you or the salon. Bianca bases pricing on cost per hour.

“In my salon, we price all services based on time standards,” Bianca says. “Yes, we have standards for how quickly each service needs to be applied. Why? Consistency for our customers and providing a great guest experience!”

The most important part of the service is a clear, in-depth consultation. It has to be strong, and it has to be backed up with education.

The consultation is the time you and your client have the conversation about exactly what they envision, and your plan of attack. Once you know your pricing, you can dissect any image thrown your way and know exactly how you will get the client’s starting point to that end result, and that includes the cost.

When you know your pricing based off time, you can tell clients how long they’ll need to be in your chair, and how many sessions it will take. Bianca says clients will say they don’t want to wait that many sessions or sit in the chair that long, so she’ll work with them to find another photo that is more in their time range and their budget.

“Anything is possible with time, trust and money,” Bianca says. “If the client doesn’t understand that, I invite them to get another opinion. I tell them I’ll always be there for them, but based on their goal and their reality, I don’t know if I’ll be able to make them happy that day.”

Bianca says the worst thing you can do for retention is sticker shock. Client retention is one of the biggest factors in growing your business.

“Sticker shock will run your business into the ground, and undercharging will drain your soul of appreciation and cause resentment to build over time” Bianca says. “Are our pricing systems dialed in? Does every guest feel like your services are worth the financial and time investment?”

You need to be strategic to take the leap into transparency on your social media channels, as well. Step one, Bianca stresses, is to be confident, educated and sure about your pricing. Then, before creating your own pricing breakdowns, she recommends to repost hers and see how they perform on your page. Thinking back to her initial pricing post, she says testing the waters with a time breakdown is a safer place to start, because it doesn’t get as aggressive in the comments. And, you’ll know the costs with your time-based pricing structure.

Bianca offers one-on-one coaching and classes to help get other stylists’ pricing on track. Follow her Instagram pages @the_hair_doctor and @iamginabianca for ongoing educational posts, including pricingand time breakdowns.

TRENDING: The French Bob

Cut

TRENDING: The French Bob

by Anne Moratto

Leave it to the French to inspire a haircut so chic, it’s truly timeless. It’s a look that never goes away and when you see it, you know it. And lately, we’ve been seeing it everywhere.

Find out why over 400,000 subscribers love our newsletters

Putting the Salon Professional First

Putting the Salon Professional First

by Staff

A new salon education and salon benefits program makes it easy for salon stylists and estheticians to grow their business rapidly and in the direction they want to take it. They get the perceived benefits of booth rental or owning their own salon, but without the hassle or overhead. Benefits include ability to earn up to 70% commission right away, generous health insurance, paid vacation and sick time, and even paid education. Grow your salon career now with a salon company that puts you first!

How Small Add-Ons Add Up To Big Money For You

by Staff

Would you like fries and a drink with that? Burgers pay the bills, but it’s the add-ons that build the bottom line. That’s true for every service business, whether you’re offering Big Macs, hotel suites or hairstyles.

Videos

In our video section, watch salon professionals in action, listen to the advice of salon business experts, and tour inside the world’s top salons.

10 Reasons to Make a Smart Salon Career Move

10 Reasons to Make a Smart Salon Career Move

by Staff

Job benefits, career growth, flexibility, up to 70% commission and customized hands-on classes in hair color, blow dry, extensions, hair styling, texture, skin care, business building, consultation and more—explore all the reasons stylists and estheticians are switching to the Salon at Ulta Beauty.

Waxing, shaving, facials and beard grooming can all expand men’s services beyond the standard...

10 Tips For Elevating Your Men’s Business

by Staff

Many stylists have discovered men can be lucrative and loyal additions to their clientele. Want to build up the men’s business in your salon? Here are 10 tips from four men’s service and product pros.

Can You Specialize As A Solo Artist?

by Staff

You love balayage and braiding, but men’s haircutting? Not so much. Yet as a solo artist, you worry that limiting your services to just those you prefer doing could be a mistake. Are those worries founded or unfounded? Can you specialize as a solo artist? Many top solo artists believe you can.

Load More