How many nail professionals are full time or part time? If you are part time, what is stopping you from being full time? How many of you are spending one to three hours on a set of nails and only charging $65 or less? These are all questions that you might have asked yourself. Because you are a professional, it is important to learn and commit to your hourly rate.
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You know that phrase by Benjamin Franklin, “Remember that time is money.” Efficiently spending your time is crucial to your success. Equally as important? Reminding yourself of your value, which ties into your time.
How many nail professionals are full time or part time? If you are part time, what is stopping you from being full time? How many of you are spending one to three hours on a set of nails and only charging $65 or less? These are all questions that you might have asked yourself. Because you are a professional, it is important to learn and commit to your hourly rate.
So many nail professionals are afraid to charge for the work they have done due to some of these factors:
1. A lack of confidence in their work
2. A fear that the client will think it costs too much
3. A worry about the client not returning
4. An unfamiliarity with knowing what his/her cost per hour is
5. A service not meeting their standards
Regardless of what your reasons are, you must charge for your services accordingly. Raise your prices at least $1 a year versus raising $10 in 10 years. Although that may seem like asking for too much, an extra $1 turns into $10 over time, for just $1 per year. To charge what you are worth, your client must find value in treatments as well as the experience you are providing.
Here are several ideas to help you elevate your salon or space so you and your client can both feel comfortable about the cost of the service they are receiving:
- Keep your environment inviting. Practice universal sanitation.
- Keep logs of cleaning and disinfecting of your foot spas (if you use one).
- Do consultations for new clients.
- Use manufactured-label products (turn the brand names toward your client).
- Use hand towels instead of paper towels to ensure a pampering experience.
- Have clients wash their hands before every nail treatment. Likewise, have technicians wash their hands before and after every client.
- Disinfect nail stations after every client, including the chairs.
- Invest in continuing education.
- Consistently communicate with your clients about your certifications you and your salon have acquired.
- DO NOT RUN LATE; schedule accordingly. If you are running late, let your client know exactly how long you are going to be. If you respect their time, they will respect yours.
- Celebrate a client after every referral.
- Make it your business to confirm each client is wowed by their experience. If you offer refreshments and beverages, use glass mugs—not paper products.
- Wear a uniform and a name tag.
- Call your clients by their names. Make sure it is acceptable to call them by their first name. Always use mister or miss before their names. Everyone wants to go where people call them by their names. (The Cheers effect!)
- Put scripts into place for you to refer to.
- Keep your license displayed, and honor your license.
- Do a short survey at least once a year.
- Do not interrupt clients’ treatments by any means. For example, that means no phone calls during their treatments.
If you implement these practices, people will travel to you for your excellent service. Then you will be able to charge top dollar in your area. When you set high standards, you will never have to compete with anyone but yourself. If you have a client who is always late and is violating your salon, do not be afraid to let them know perhaps your salon is not for them. If a client is late once or twice, alter their treatments to ensure you are on time for the next client. I know it is hard, but it is necessary. Do not award bad behavior. Do this, and I fully believe that you can charge what you are worth with confidence. Know your worth!
Solutions to Those Fear Factors
1. A lack of confidence: Stop telling yourself you cannot. Start telling yourself you can. If you cannot, work daily to turn your “cannot” into “can.” Stop pointing out flaws before your clients even see them.
2. A fear of cost: When you become specialized in your niche and market yourself as an expert in your niche, you must charge ordinally. If you are using a manufacturer’s systems, seeking consistency, continuing your education and always educating the guest above and beyond what is required, your guest will gladly pay. Wow them! Do not simply satisfy them.
3. A worry about clients not returning: Establish a second-day callback. Introduce a survey after you have not seen a client in four weeks. If you have wowed your client, they will travel miles to come see you.
4. An unfamiliarity with the cost per hour: Calculate how much you pay for your product (most manufacturers have that information), how many services you can provide from a bottle and how long each service from start to finish takes you. Set a timer—including your setup time—and keep inventory of your time wasters.
5. A service not meeting your standards: It starts with universal sanitation. Using manufactured-labeled products and complete nail systems, making sure you and your clients wash your hands, wearing a clean uniform and name tag and showing your guest how to use the home care products all add to the experience. Keep in mind home care is an extension of every service you provide. Remember: No phone calls during their experience/treatments. Respect their time, and do not run late!
About the Author
Maisie Dunbar is the president and founder of Maisie Dunbar Beauty Brands featuring BluffaJo Cosmetics. She is also a United Nations Goodwill Ambassador and a member of Nailpro’s 2021 advisory board.
