Business

How should I respond when clients ask me why they should pay a higher price for my services?

March 17, 2009 | Bookmark +

How should I respond when clients ask me why they should pay a higher price for my services rather than go to a discount salon?

Answer

The best response is to ask some questions. Ask your clients what they consider to be a discount? What value are they looking for? What do they find valuable about coming to you right now? What do they appreciate about coming to you? What do they think they would lose if they went to a “discount” nail salon? Typically when we get asked this type of question by a client we tend to feel threatened, like we have to defend ourselves and our price points. Typically a client doesn’t have a problem with you or she wouldn’t be there talking to you, so it is best to ask questions to understand why she is asking. Once you find out you can steer her back to the value you provide because she just told you what that value is. It also reinforces clients’ expectations. At the end of the day I also recommend to not be attached to them staying or going. Be committed to how you serve them and look for ways to improve. — Steve Gomez is the manager of training for Milady (www.milady.cengage.com).

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How can I cut costs and finally make a profit?

I’ve been doing nails for almost two years and have built a decent clientele. The only problem is, I did the math and over 50% of my income is going back into nail products. I’m using top-of-the-line brands and disposable files. How can I cut costs and finally make a profit? I know our prices are too low as well, but we are trying to stay competitive. Any advice?

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As a mobile tech, how do I ensure I get paid?

I have a question about working as a mobile tech. When clients book group events or nail parties, how do you go about getting deposits and payments? Have you ever traveled to a client’s house and they were unable to pay? What did you do?

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What should I do differently with male clients?

I’m starting to get more and more male clients. I am wondering how long a manicure for a man should last and how to price it? Also do you have any recommendations on what else I can do to give them an extra masculine sense of comfort?

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Should I Use Punch Cards?

I recently started working at a high-end salon and I’m looking for marketing ideas. Should I do punch cards? I can’t do “refer-a-friend” because I don’t have consistent clients yet. We are already doing social media.

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Should I start requiring a nonrefundable deposit for special-time appointments?

I want to start requiring a nonrefundable deposit for special-time appointments. My posted hours are 9 a.m. to 8:30 p.m. by appointment only. I am ridiculously flexible with my schedule, and let people book earlier and later if they can’t get in during normal hours. Recently, I had a 7:30 a.m. no-show! She was supposed to get services totaling over $100, and I forfeited holiday plans to accommodate her. She comes every two weeks, so I can’t lose her, but this is the second time she’s no-showed. What should I do? And how would I go about informing current clients of the new policy on off-hour deposits?

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