These days, most stylists have fewer appointments from day to day. There are indoor capacity limitations, spaced-out scheduling to promote social distancing and limit exposure to others, and clients who are still not going out for nonessential purposes. While there are some ways to help your guests feel more comfortable coming in for service, now’s an excellent time to focus on seeing fewer salon clients but earning the same money as you would seeing more guests.

Yes, this is possible! There are perfectly legitimate ways to earn more money from each individual client, and this is the key to safely getting back to your pre-pandemic income. And who wouldn’t want to have fewer working hours with a higher paycheck?

Here are some tips for seeing fewer salon clients but earning the same money you were accustomed to making with more appointments.

Making More Money with Fewer Salon Clients

  • Have in-depth consultations with your clients. If you have more time available, put it to good—and lucrative—use. This is of course a great way to build rapport and loyalty. But it’s also an excellent way to pick up on cues that help you upsell during the current appointment and/or recommend additional services for future appointments. You’re also likely to get a bigger tip.
  • Upsell services and products of genuine benefit to the client. Use what you learned in the consultation. Did your client mention feeling like her hair is dry and damaged? Recommend an appropriate treatment as an add-on. And then suggest she come back in a few weeks for a gloss and another treatment to keep her hair healthy between color appointments.
  • Charge for all products and services. Often, stylists are shy about charging for everything from the service menu and every product, or they throw in a few small items to be nice. While giving something away now and then is a great way to show your appreciation to regular clients, it shouldn’t be a common occurrence. Don’t short-change yourself. Besides, you want guests who understand that there are costs associated with everything you do, and who are willing to compensate you for them.
  • Prioritize your most profitable services. If your appointment book is filling up most days at your lower capacity, be strategic about who you see and what you do. You might even stop offering services that don’t earn you much. Is there a client who always takes up considerably more time than she’s worth?
  • Stay with your clients and talk to them. We all know the cliché about hair stylists doubling as therapists. And these days, most people feel more stressed and socially isolated than usual. Don’t go off to the break room or sit there on your phone while your client’s color processes. Talk. Connect. It builds loyalty, increases the frequency of appointments, and boosts tips.

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