For many service providers having the “money” conversation with guests can be awkward. However, there is no reason to feel awkward when discussing the price for your services.
As a service provider, I love to hear my customer ask for those last-minute add-on services. After all, these add-ons are a great way to generate additional revenue. Whether a customer is inquiring about adding on a deep conditioning treatment or requesting that you perform a flat iron service at the end of their haircut, these little add-ons can be a great way to generate additional revenue onto your day total.
To remove the awkward, watch this video.
Approach an add-on just as I would any other service. Make certain you conduct a thorough consultation around the add-on service, discover exactly what your client wants and needs are. Once you and your customer are on the same page, share with your customer your professional recommendations. I personally like to establish my customers’ needs before I discuss the price when I know the add-on service is validated by their needs and wants I feel more comfortable discussing the price of the service.
Remember, your job as a professional is to make professional recommendations for service and products. It’s your customer’s job to determine if the add-on service will fit into their budget. Don’t try and manage your customer’s finances.
Now, if your customer advises you that the add-on service will not fit into their budget. Don’t take it personally. Hold a discussion with your customer that the next time they come into the salon or spa, you would be happy to add the service to their appointment. If you want to avoid the awkward, then remove it! So, you see, talking with your customers about prices and fees doesn’t have to be awkward or uncomfortable.
Photo: Kaspars Grinvalds
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Patti Wanamaker brings 21 years of experience to the Milady team where she currently serves as an Implementation and Training Specialist. Her intimate understanding of the salon, school, and beauty industry comes from 18 years of hands-on experience as a multi-faceted training specialist, including 8 years of salon and spa ownership of 3 salons with annual sales of $5 million. Her experience in all 3 areas of our industry allows her to think outside the box and develop innovative training that inspires and empowers beauty industry professionals.
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