How to Make More Money Without Raising Prices: A Guide to Timing Your Salon Services
Hairstylists, when was the last time you actually timed your services?
I know, it sounds tedious. Maybe even a little obsessive. But stick with me here, because this one simple practice changed how much money I make behind-the-chair, without ever raising my prices.
The Wake-Up Call
When I started really dialing into my pricing strategy, I decided to time everything. From when my client sat down until they walked out the door, I tracked every single minute.
What I found surprised me.
Some services? My timing was spot on. But for others, I had extra time booked that I didn't actually need. This resulted from guessing my service time years ago and then never paying attention to it again.
When I did the math, I learned that this extra cushion of time was costing me real money.
The Math
Think of it this way:
Let's say your service is $100 and you book one hour.
If you finish in 1 hour you make $100/hour
If you finish in 1 hour 15 minutes you make $80/hour
If you finish in 45 minutes you make $133/hour
(all gross earnings before costs)
Those 15 extra minutes equal losing $20. And you lose another $20 every time you do that service.
When I saw those numbers, it was a tough pill to swallow.
Where I Was Losing Time (And Money)
I don't know about you, but I can waste 15 minutes easily.
Before I started focusing on time-saving, I would chat too much, not have my station prepped, not have my supplies ready, spend time running back and forth for things. I had no clue how much money I was wasting.
But once I realized I was in fact wasting money by wasting time, I couldn't unsee that reality. I needed to figure out what my accurate service times were and where exactly I was wasting time.
So I did. And I've been making more money on my services ever since.
Working Smarter, Not Faster
Now, this all might sound great, shorten time and make more money, but I know it's not that easy. Hairstylists don't want to be told to "work faster" and it can make us feel defensive.
I'm not suggesting you rush your clients or compromise your work. That's not what this is about.
There's a difference between working faster and working smarter.
When I started timing myself (I still do this periodically), I found hidden time I didn't even know I was wasting. Here's where I found those extra minutes:
1. Pre-Appointment Consultations
A simple text exchange with photos before an appointment saves me about 10 minutes of chair time. Plus, it builds trust with my client before they even sit down. They feel heard, I feel prepared. It's a win-win.
2. Early Arrival and Prep
Arriving 15 minutes early to organize my color and tools for the day keeps me from scrambling around mid-day looking for things. Everything I need is already at my fingertips when my client arrives.
3. Strategic Silence
Talking less helps me stay focused and work more efficiently. I know, it's hard! We love connecting with our clients. But I've learned to listen more and talk less while I'm actively working. My clients still feel heard, and I stay on track.
4. Maximizing Processing Time
This one has become my secret weapon. While their color is processing, I book their next appointment, check them out, and clean up my station. This saves me at least 15 minutes per client, and when they're done processing, they can leave immediately, which they really appreciate!
The Hidden Profit in Your Schedule
Here's what most stylists don't realize: saving time is one of the easiest ways to increase your profit without raising your prices.
If you can shave 15 minutes off a service, you're not just saving time, you're literally earning more per hour. You might even be able to fit in an extra client or two per week, which adds up to thousands of dollars over the course of a year.
Maybe you're already working as efficiently as possible, and that's totally fine! But until you actually time yourself AND actively look for ways to streamline, you won't know what's possible.
Your Action Step
Here's what I want you to do: Time just ONE service this week.
Start from when your client sits down and end when they walk out the door. Be honest and accurate. Don't try to work faster than usual, just observe your natural rhythm and see where your time actually goes.
You might be surprised by what you find. I know I was.
And who knows? You might discover some hidden profit that's been sitting in your schedule all along.
Want to save even more time with pre-appointment consultations? Grab my free Confident Consultation Roadmap & Checklist. It includes scripts, a pricing/timing table, and everything you need to streamline your consultations and build trust before your client even sits down.
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