Years ago, when I lived and worked in Beverly Hills, I wore Brioni suits, had a penthouse suite on Wilshire Boulevard, and was busier than a one-legged Irish dancer. So when I needed a haircut, naturally I shot over to Rodeo Drive and visited Vidal Sassoon.
Expensive? Yes. But worth it, at least to me at that time in my life.
They saw me on time and got me out quickly so I could get back to work. Everyone treated me like royalty. And it was peaceful–no chemical smells, bright lights, or incessant chatter.
There were other amenities: easy parking, pretty shampoo girls, soft drinks and snacks of my choosing.
A very pleasant experience, one that I looked forward to as a respite in my tumultuous day.
Oh, they gave a pretty good haircut, too.
I was reminded of those days when I read about a barbershop that charges more by providing better service than most barbershops. The article profiled a customer in New York City who couldn’t imagine paying more than for a haircut but who found, as I had, that it was worth paying more.
But enough about haircuts. The question of the day is, “How much more would your clients pay you for better service?”
Could you charge 20% more? 30% Double?
Doubling your fees is crazy, right? Well, I’m pretty sure I paid Sassoon triple what I would have paid elsewhere. Depending on what you charge now, perhaps double isn’t out of the question.
Next question: “What would you have to do to get that much?”
I can’t answer that for you, but I can tell you it always comes down to the little things. The little extras that make the client feel important, appreciated, and safe. The things that make them say, “Yes, I pay more but it’s worth every penny.”
Now, you may be thinking, “There’s no way my clients would pay a nickel more, no matter what I do.” I’m pretty sure that’s not true, but if it is, you need to get some new clients.
You don’t need to be on Rodeo Drive to be able to charge more. You might want to hire some pretty shampoo girls, however.
Marketing is easier when you know The Formula
