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treatment rooms. Deliver the message in person
if possible. In addition to signage, a simple
reminder at each appointment can be added
to check-in or check-out protocols. Maximize
your communication tools. Create a notice on
your website or booking page and on social
media. Keep it friendly, informative, and short.
If you make personal calls to confirm
appointments, create a script that you
or staff members can use. If you use text
messages for confirmations, you can easily
add a few sentences to the message.
A sample script may be as simple as this:
Hello Jane, you may have seen our (email, sign,
social media post) that we will be raising our prices
on (date).
Then, be proactive:
I'm calling today to offer you the chance to book an
appointment before (date of implementation).
Don't apologize. Most guests are aware
of rising prices in the service industry. They
are more likely to appreciate you giving them
some level of notice. Be friendly but firm.
Some long-term guests may try to wheedle
you for a loyalty discount. The price increase
is not because you want to gouge your favorite
guests—it's simply a good business decision.
BENEFITS OF RAISING YOUR PRICES
According to the 2021 MindBody State of the
Salon and Spa Industry Report, price was an
important consumer driver for choosing a
particular business (49 percent), but cleanliness
(36 percent) and having a skilled service
provider (29 percent) came in second and third.
4
There are many benefits to raising your
prices. Having additional cash flow will not
only help you stay in business but will also help
you grow your business. It may allow you to
purchase new or additional equipment, make
improvements in your physical space, or help
fund additional education. These actions add
value to the business and the services you
provide. Another benefit to consider is that you
may be able to weed out troublesome or difficult
guests. Those who value you will stay with you.
You might be surprised by the response you
receive. If someone chooses to go, remember
that a door is now open to a new client.
If you decide now is the time for a price
increase, do it with confidence! Having
a clear picture of why you need to raise
prices and a plan for implementation will
help the process go smoothly and with the
least amount of pushback or stress.
Notes
1. Richard Koch, The 80/20 Principle, Third Edition:
The Secret to Achieving More with Less (New York:
Currency, 2011).
2. Amanda Baltazar, Wellspa360.com, "Tips on
How to Raise Your Spa Menu Prices," December
22, 2017, www.wellspa360.com/business/tools-
tech/article/21153790/tips-on-how-to-raise-your-
spa-menu-prices.
3. Uptal M. Dholakia, "If You're Going to Raise
Prices, Tell Customers Why," June 29, 2021,
www.hbr.org/2021/06/if-youre-going-to-raise-
prices-tell-customers-why.
4. MindBodyOnline.com, State of the Salon and
Spa Industry Report 2021, accessed April 2022,
www.mindbodyonline.com/business/education/
research-report/state-salon-and-spa-industry-
report-2021.
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