To be a successful lash business owner with a thriving lash salon, you cannot be scared of raising your prices. I understand it may feel daunting, and quite possibly you’ve avoided it. Maybe you’ve upped them a smidge or, at worst case, you’ve not changed them in years. Let’s fix that.
Follow these three tips, and you’ll increase salon prices like a seasoned lash boss.
Tip 1: Service Self-Check
Before you set or raise salon prices, you need to know how good your service is – not in your mind, in reality. This self-check is about being honest and real with yourself to determine what level of service you’re providing your customers.
If you want to charge premium rates, you must be exceptional in all facets of your service. If you cannot confidently say that you go above and beyond for your clients, that’s okay. But don’t pretend you do. Instead, understand where you could improve your service, then practice in those areas. If you need further training, get it – then practice some more.
When you know you’re delivering exceptional results and high-end service, that’s when you apply the price increase.
Tip 2: What’s Your Salon’s Market Position
Unsure what to charge your lash clients? Start by understanding where your salon sits in the market. Are you a luxury lash salon, mid-range or an affordable service?
Knowing this makes price-setting easier. Another approach is to review what the salons in your area charge. Compare your services, then set yours accordingly.
Clients expect to pay more when they’re booking a service at a luxury salon. However, if you position your service as ‘affordable’ but charge premium rates, you’re likely to raise some brows (not in the right way).
If you’re booked for 80% or more of your salon work time, lash boss, it’s time to raise those prices! Work smarter not harder, i.e. charge more and see fewer clients.
I recommend raising prices every 12 months at a minimum. This factors in the rising cost of overheads and wages each year.
Tip 3. Refrain From Publicising Pricing Increases
Does your local supermarket or favourite department store call you, or write you a note to announce their prices have gone up on your favourite product? No. They don’t.
There’s no need to announce your price increase.
If you’re delivering exceptional service, your clients will already know that, and they’ll be happy to pay the difference. If they’re unhappy about the rate, or your service falls outside their budget, they’ll leave. Let them go without a fight. Trust me; you’re making room for new clients who CAN afford your service, and who will pay the new rate without batting an eyelash.
A final word of advice, when you raise your rates, do it across the board – no preferential treatment for old clients. Every client should pay the same. Just like every client should be treated equally – like royalty.
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