The Constant
Starting at Impressions front desk in 2006 when he was 19 years old, General Manager Paul Petrowsky is a seasoned professional who owner Sarah Taylor says is responsible for much of her own success.
by Stacey Soble
When Clients Ask for a Discount
Salon Interactive's Jim Bower helps beauty professionals navigate the different types of requests for service discounts, weighing when it's worth investing in a client and when it's not.
February 1, 2019
4 min to read
As hairdressers, we all have pricing for our services. It takes years of experience and training to get to a certain level, and as we all know, it does not come for free. On top of all of that, we have to stay current with techniques and trends so that we can always offer the latest looks for our clients. The more established we are, the more confident we tend to be about our worth.
Although it’s not in the nature of our business for our clients to haggle over price, it does not stop the occasional request for a price break. For the client or would-be customer that asks for a “friends & family” discount, simply but politely ask why they believe that they are entitled to a discount. Without directly saying yes or no, you have directed the question back to your customer, prompting them to consider what they're asking for and why. Most will back down and pay your current rate, while others will have a range of justifications. Here are some of the more common:
Financial Issues
Sometimes, people lose their jobs or suffer a financial crisis. If they are already your client, chances are they will tell you about financial issues anyway, even without asking for assistance. In such a case you can decide as to whether or not to help them out - as long as it’s your decision, not theirs. When someone is out of work, for example, they’ll need help to look their best for a job interview. If you step up and help your long-term client in their moment of need, they’ll likely remain loyal once they’re back at work and can pay your regular rates.
Deal Hunters
The other type of haggling is usually the new or first-time client who is trying to get the lowest possible rate for the sake of trying. They attempt to talk you into a lower price and often promise to continue as a client if they like your work. Some even resort to putting your salon's work down saying it’s not worth the rate. The reality is that this type of haggler usually just wants to see what they can get out of you. They have likely never paid full price for anything nor will pay your regular rates.
If you are new on the floor and see the benefit to take the haggler’s request, then do so. Sometimes the discounted work is better than nothing. Just remember that it’s highly unlikely that this person will return unless they get the same type of discount the next time.
If you’re an established salon professional with a steady clientele, you may want to pass on this potential client. Suggest one of your salon’s assistants or new talent should their rates fall in line with what the customer is willing to pay. Better yet, try and sell them a membership, should your salon have an appropriate one in place. Otherwise, politely thank them for the offer and decline without thinking twice about it.
Seeing Stars
A different type of haggler is the celebrity client. Many learn early on that they can use their fame to get drastically discounted if not free services. If they’re asking for a discount or a freebie, they’ll likely never pay your rate. It’s up to you to decide if it’s worth it or not to take up their request. If you do so, make sure that you clearly define what you want out of the deal up front. Consider asking for a selfie with the person and permission to post it on social or use it on your salon’s website. If they are happy with your service, also ask for a review or shout-out on social through their network. That way your efforts are more likely to be worth your time.
Worthy Causes
Another discount ask is for charity or work done in exchange for credit. Fashion shows, editorial shoots, even fundraising events sometimes present an opportunity. In many cases, there’s a chance to gain a little press, which can add to your credibility in the salon and possibly gain notoriety in your community and beyond. Just weigh out the benefits before committing.
When it comes to offering discounted rates, you’ll need to learn to differentiate between a serial haggler who will never pay full rate and someone who is worthy of the investment. Otherwise, stand your ground and assert your worthiness. You didn’t work this hard to give your services away.
About the Author: Jim Bower is the founder of SalonInteractive, software solutions for eCommerce and digital supply chain management. He is a former salon and spa owner with over 30 years of experience in the industry.
Subscribe to Our Newsletter
More Salon Management
The Most Wonderful Time in Salons and Spas
Planning is in full swing for the most anticipated events and promotions for the 2026 holidays. As owners share their favorite ways to celebrate, they prove that a carefully planned event can also build culture, increase client loyalty, boost sales, and set a business up for a successful 2027.
by Stacey Soble
Leading with Empathy, Humility and a Mastery of Systems
When things run amok at Mane Attraction Salon, Owners Chris and Jenny Knudsen say General Manager Sami Hernandez is their go-to resource and ultimate sounding board. Meet Sami in this installment of Meet the Manager.
by Stacey Soble
Pagoda Brings AI-Powered Operations to Skinovatio Medical Spa Locations
Pagoda, a new AI-native operating system for scheduling, payments, patient records, marketing, and client communications, launches at Skinovatio Medical Spa in Arlington Heights, Illinois.
by Staff
How Women are Rewriting the Rules of Grey Hair
At a panel discussion hosted by L’Oréal Professionnel in Paris in early July, French Philosopher Sophie Galabru explored the cultural shift where women are increasingly choosing natural, personalized color results over traditional grey coverage. In an exclusive interview with SALON TODAY, Galabru and L’Oréal Professionnel Colorist Pierrick Beringer discuss this shift and how salons and colorists respond.
by Stacey Soble
Warm Leadership and Analytical Precision
At Salon Blonde, Director of Operations treats the staff as the salon's most important guests, while her wonderful 'nerdy' side, loves data, systems, and numbers. Find out how she makes Salon Blonde tick.
by Stacey Soble
Trotting the Globe, Forging Connections, Fostering Artistic Creativity
In an exclusive interview with SALON TODAY, Salon Owner Salvatore Minardi reflects on his past 18 months as Intercoiffure America Canada's World Talent Exchange Ambassador and how his experiences will help encourage cultural and artistic exchange and support greater engagement between ICA and the global organization Intercoiffure Mondial.
by Stacey Soble
Client Retention Guidebook
Everything you need to know about client retention as a salon owner.
Success Grown from Within
Owner Shelby Bills says her general manager, Sydney Osborne, reminds her of the power of leading with heart. Find out how Osborne became a great leader in our lastest installment of Meet the Manager.
by Stacey Soble
How Salon Leaders Can Process the Pain and Lead Forward When a Team Members Leaves Unethically
In her latest blog, Kati Whitledge identifies the five stages salon owners go through when a team member leaves the salon unethically, offering advice for each stage.
How AI Is Closing Revenue Gaps for Salons and Spas
The beauty and wellness businesses pulling ahead aren’t just working harder—they’re using AI to capture demand, personalize pricing, and convert more of every guest interaction into revenue. Here’s what the benchmark data reveals about the growing gap between AI adopters and everyone else.
Sponsored by Zenoti
The Premium Talent Magnet: The Modern Salon Playbook for Attracting Six-Figure Stylists
Stop chasing recruitment ghosts on generic job boards and start curating an elite team. Discover the framework that top-tier salons use to bypass phone tag, automate visual portfolio vetting, and attract high-earning, culture-first beauty professionals directly through real-time messaging. Turn your recruitment process into an exclusive brand invitation that keeps your highest-ticket chairs permanently filled.
Sponsored by Beautista
Five Revenue Leaks Hiding in Your Salon
Your calendar looks full, but is all of that demand actually converting to revenue? From phantom rebookings to underpriced peak hours, the 2026 Benchmark Report exposes five revenue leaks that most beauty and wellness businesses don’t even know they have.
Sponsored by Zenoti
The Heartbeat of Zandi K's Success
After moving to Colorado and teaching at a cosmetology school, Allison Stock joined Zandi K as a stylist, eventually becoming part of the Leadership Team, Education Team and Master Bridal Team. Today, as Director of Operation, Stock is Owner Nicki Wenz's right hand, managing human resources and operations, education and career development, and coaching and culture.
by Stacey Soble
Rethinking Retail in the Era of E-Commerce
In a world dominated by e-commerce, salon owners push back with proven strategies to increase retail sales while motivating team members to educate their clientele and delighting clients with retail-themed events and clever merchandising displays.
by Stacey Soble
The Harper Ellis Hair Co. Certification Program Teaches Stylists a Smarter, Safer Way to Install Extensions
The company's Concealed Bead Method is raising the bar for what professional extension education can deliver.
by Staff
The Micro-Salon Blueprint: How Kat Scott Quadrupled Income by Maximizing Her Suite
Scott maximized her micro-salon by transitioning from stylist to strategic owner, focusing on recruiting and station-sharing. By prioritizing her ownership role over behind-the-chair work, she grew her team to six stylists within the two-chair, 150-square-foot space before eventually moving to a larger facility.
by Staff