How to Give Back to Clients Without Discounting Your Salon Services
6 minute read ~
We're officially in the season of giving. As hairdressers, this is our busiest, most stressful, and most rewarding time of year. We'll see our best clients, probably receive thoughtful gifts and cards, and maybe even a few extra tips. But it also brings up an important question: How do we express gratitude and give back to our clients without stretching our boundaries or losing money?
If you've ever felt pressure to discount your services during the holidays, or any time of year, this post is for you.
I'm sharing why I stopped discounting, what I do instead, and how building “giving systems” into my business has actually strengthened my client relationships and my income.
Quick Answer: Instead of discounting hair services, create a referral program that rewards generously for new client referrals, use friends as hair models in exchange for product-only pricing, and build strategic giving into your business through community partnerships. This protects your income while strengthening client relationships.
Why I stopped discounting my services
When I first started doing hair, I gave discounts to all my friends. It wasn't a big deal at the time because I barely had any clients. It was nice to have the business, and it felt good to give them a deal.
But as my books filled up, those discounts became stressful.
I remember creating a "family and friends day" on my day off to fit in everyone who expected free or discounted work. It was fun for them, but it left me exhausted and resentful. I didn't know how to back out of it without hurting feelings or losing relationships.
Full transparency? I ended up moving to another state. And with that hard-earned lesson behind me, I never discounted a friend again.
(Side Note: If you're caught in the discounting cycle, I have suggestions for how to get out of it at the end of this post.)
But first, I want to share what I do now to give to my clients and friends that doesn’t involve discounting my work.
How I give without discounting
Here's what changed: My prices are my prices.
I don't keep "good" clients or friends at lower prices when I raise my rates. Everyone goes up with me. Everyone pays the same price for the same service.
Practicing these pricing boundaries has been what keeps my income predictable and promotes consistent profit growth. But I'm still human! I love giving something meaningful to the people I care about. Here's exactly how I do that:
My Close Family Circle
They get free services whenever they want. This is a small, clearly defined group (the people who live or have lived in your house). Providing this for them makes me feel good because I love them, and it doesn’t interfere with my business systems or boundaries.
Everyone Else Gets These Options:
REFERRAL PROGRAM
I have a strong referral program that's helped build my client base and served as a valuable reward for loyal clients.
It's simple: If you refer a new client to me, I'll give you a free haircut.
Why this works:
A free haircut feels like a genuine gift.
Clients are motivated to actually refer friends.
You gain a new paying client in return.
It costs you time, not money or discounting your value.
This system builds trust with your clients and supports consistent business growth without lowering your prices.
HAIR MODELS
I love using friends as hair models. I bring them in when I’m practicing new techniques, trying new color placements, teaching, or building my photo portfolio.
In exchange:
They pay for product only
I take my time and get the photos I need
They leave a Google review
They get free hair
It’s a true win-win.
How My Salon Gives Back
At Be Rosie Salon, giving is part of our culture, but we give in ways that support trust, community, and purpose (not discounting our services).
Serving Women in Transition
We partner with Crossroads, a local organization helping women transition out of the prison system. One thing they need is their hair done. We provide free color services, haircuts, and styling as needed to help these women prepare for job interviews and new beginnings.
We also host them for an annual Giving Tuesday event where we add more pampering to the experience and get to work collectively giving back. It feels great.
Annual Haircut Fundraiser for Local Schools
Every year, we offer discounted haircuts for one day and donate all proceeds to our local schools. Tickets are available to anyone, so our clients have the opportunity once a year to purchase one and support a great cause. It’s always fun and feels great to help our community in this way.
How Having “Give Systems” Helps Me Avoid Discounting
Because I have giving built into my business, both individually and as a salon, I don't feel pressure to discount my services.
If a client tells me they can't afford my service, I either:
Refer them to another stylist at a lower price point
Suggest spacing their appointments out longer for cost savings
Remind them of my referral program and the opportunity to receive free haircuts
I don't lower my price to keep them. This keeps my boundaries and my pricing consistent, confident and fair.
What About the Holidays? I Still Want to Give Them Something
It's natural to want to give something during the holidays. But be careful not to spend too much money, or give away something that becomes an expectation next year.
I don't recommend giving away products or services. Instead, I prefer to give a heartfelt, personalized card. It's a simple way to express genuine gratitude individually, and it means so much to clients. A thoughtful "thank you" helps people feel seen and appreciated. That's what the holidays are really about.
I'm Stuck in Discounting. What Do I Do?
If you're already caught in a cycle of discounting and you want out, here's what I recommend:
1. Develop Your Referral Program
Decide what you're going to give and how you're going to share it with clients. Make it clear, simple, and valuable enough to motivate action.
2. Have an Honest Conversation
Talk to everyone currently receiving a discount. Try something like this:
"I love doing your hair and want to keep you as a client. However, I'm unable to continue offering discounts on services. Instead, I've started a referral program where you'll earn a free haircut when you refer someone to me. And when I need models, I'll reach out. You can get free hair in exchange for photos and time. Thank you for understanding and for supporting me. It means so much."
The first conversation or two may feel uncomfortable, and that’s ok. Once you experience the clarity and confidence that comes from consistent pricing, it becomes much easier.
Final Thoughts: Build Giving Into Your Business
When you shift your mindset around discounting, and create sustainable systems where giving is natural and beneficial to both you and your clients, it becomes so much easier to stand behind your price.
You'll know without a doubt that every person who chooses to do business with you is doing so because they value you and your service. Not because you're giving a discount.
Gaining a client's trust begins with trusting yourself. And that includes trusting your systems and your pricing.
My hope is that this helps you enter the season of giving with clear boundaries, strong pricing, and meaningful ways to reward your clients all year long.
For more on building sustainable income as a hairdresser, check out my Pricing Isn't Personal course.
Frequently Asked Questions About Salon Discounting
Should hairdressers offer discounts to friends and family?
Only if you have clear boundaries. I recommend free services for immediate family only, and referral programs or model opportunities for everyone else.
How do I stop offering discounts without losing clients?
Have an honest conversation, introduce your referral program, and give clients time to adjust. Most will understand when you explain it's necessary for business sustainability.
What's a good referral program for hairdressers?
Offer a free haircut for every new client referral. It's valuable enough to motivate clients and costs you time (not money or discounted value).
How can salons give back without discounting services?
Partner with local organizations, host annual fundraising events, or create model opportunities that benefit both you and your community.
About Anny VanDriel
Anny is a salon owner and hairdresser educator who has been teaching pricing strategy and business confidence since 2021. She developed a strategic pricing framework that allowed her to steadily increase her income over 10 years while maintaining client loyalty and reducing her working hours. Through her Pricing Isn't Personal course, she helps hairdressers create sustainable, profitable businesses rooted in self-trust.
Connect with Anny on Instagram @annyvandriel