Our Biggest Pricing Fears (and how to manage them)
If you’re worried your clients will push back on higher prices, you’re not alone. It’s one of the most common fears I hear and it’s valid. But here’s a spoiler: our fears usually live more in our heads than in our clients’ reality.
Let’s break down a few of the biggest ones:
Fear #1: “What if my clients leave me?”
Most won’t. Especially when your increase is regular and reasonable. Think about it: for your clients, it’s far more stressful to find a new stylist than to continue supporting the one they already know and trust.
Note: A large jump may out-budget some clients, and that’s okay. This is where a strong referral program helps attract new clients who are happy to pay your updated rate.
Fear #2: “What if my clients don’t think I’m worth it?”
They already do! Your clients choose you for a reason: they love the service you provide and the experience of spending time with you. In fact, when you confidently raise your prices, clients perceive your value as higher.
Fear #3: “But my clients are my friends…”
This is a big one. And here’s the truth: while your clients may feel like friends, they’re still clients. Think about it: you know everything about their life, but how much do they truly know about yours? Most of us save venting for our actual friends. That’s the difference.
Pro tip: If you’ve been discounting for years with real friends, have a kind and clear conversation. Let them know your actual prices and ask if they’d like to continue as paying clients. If not, that’s okay. You don’t want people coming to you just because you’re cheap.
Fear #4: “My clients have been so loyal, I can’t do this to them.”
You’re not doing anything to them. You’re making a decision for the health and longevity of your business. Clients are consumers, just like us. They know prices rise over time, and once you start increasing yours regularly, it will become normal for them too.
Want to overcome your pricing fears for good? Download my free Pricing Mindset Shift Guide here:
So, how do you actually do it? Here’s my simple process:
Decide how much more you want to make per hour (not per service).
Add that amount into your service prices based on time spent.
Update all prices in your POS system.
Begin charging the new rate immediately. If you feel like a price increase notice is warranted, give one. If not just charge your new rate.
Note: For small increases I just charge. For larger increases I give a heads up.
If anyone asks, simply say: “Yes, I was overdue for my annual increase. I always appreciate your support.”
That’s it. Simple. Clear. Professional. Your clients will adjust faster than you think.
And best of all, once you break through these fears and align your prices to your goal profit, it’s easy to continue. Just do the same thing next year and you’re on the path to increased profit and freedom!
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