Do you feel like your salon marketing strategy should be to discount prices in order to attract new and bring back existing clients?
If you said yes, you’re NOT alone. Seventy seven percent of small business owners feel that in order to persuade new and existing clients to return to their establishments, feel the need to discount their prices.
Let me share with you a little secret that will allow you to RAISE your prices without discounting.
Let’s say you charge $100.00 for a style, shampoo, and blow dry, and your competitor charges $100.00 for the same services.
If you RAISE your price for a style to $115.00 and add other services that cost little or nothing to provide, it’s called “adding value” without discounting prices.
Let me give you an example of how this works.
If you’re like most salon owners you’ll send out your salon marketing message with a traditional offer that looks something like this.
“Come to our salon for a 30% discount on any of our salon services.”
So out of the $100.00 that you normally charge you’ll only receive $70.00 with your salon marketing discount of thirty percent. The challenge with this strategy is that you’re attracting price shoppers instead of the quality high paying clients that you really want.
Let’s look at how to increase your prices and still have your prospect or client feel like their receiving great value, WITHOUT discounting prices.
Let’s say you RAISED your prices from $100.00 to $115.00 for a complete style, shampoo, and blow dry. But then add in a FREE professional eye brow waxing, facial tanning, make up, or anything else that cost you little or nothing to provide.
Your salon marketing message would sound something like this…
“If you book your next appointment within the next 10 days we’ll not only professionally shampoo, style, and blow dry your hair for only $115.00, we’ll throw in a special one time only facial, eye brow wax, or facial tanning. You get to choose which one… FREE. That’s an incredible savings of $55.00.
So your headline could read…”Who Else Wants $165.00 of Pampering for Only $115.00”
Professional style = $115.00 Style, Shampoo, and Blow Dry, PLUS an additional service valued at $55.00 FREE.
FREE Professional facial = $55.00
FREE Professional Eye brow wax = $55.00
FREE Professional Facial tanning = $55.00
So if they happen to be comparing prices with your competitor it would look something like this. Your competitors price for a style, shampoo, and blow dry = $100.00
So your client pays an extra $15.00 for your professional style, shampoo, and blow dry AND they also receive another service that they wouldn’t have received otherwise for FREE. This is an incredible way to give back to your prospects and clients and raise your prices at the same time.
This is how you avoid discounting prices and build value into your salon marketing so that your prospects and clients feel like you’re discounting when in reality you’re giving them something special that doesn’t really cost you much if any.
Contact me if you need further assistance, AND let me know what you thought of this article by leaving me a comment below. Good, bad, or ugly, your feedback is important and welcome.
Helping you increase your salon sales,
Glen Andrews
http://www.AndrewsSalonMarketing.com
P. S. If you haven’t taken the FREE 7 day salon marketing video series, you’re missing out on some simple, yet effective, salon marketing strategies that will enable you to attract more clients, and increase sales.
