How much is a client worth?

How much is a client worth to you? Did you know that there are formulas out their to figure out their worth? Every time a client sits in your chair, she is adding money to your income.  You should know how much she/he is worth to you.  I’m sure that you already know that good customer service and excellent communication services along with quality work is the equation for a lasting customer.

Customers go to people they like and trust.  Early in my hairdressing days back in the early 90’s, after receiving my cosmetology license in New York City, from Wilfred Academy I felt that I needed additional training.  I headed out to Dudley University which was located in Greensboro, North Carolina for advanced training.

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As a Hairstylist licensed and working for 3 years,  I felt lost and a little stupid when Mr. Dudley came to our class one day and asked  “Do you know how much a client is worth?”  We didn’t know!   All I knew was that they called me, I made an appointment, they came in, we talk about whatever was on TV or what was going on in the  neighborhood, kids etc., their hair got done and that was it!  See ya next time.

Mr. Joe Dudley, Sr  said “No”.  That’s not it!  You have to know your client.  Develop a personal relationship with them (keep it professional) . Know their names.  Know their children’s’ names.  Know their anniversary, their birthdays.   If they get sick, send them a get well card.  If its their birthday, send them a birthday card (with a discount for hair services in it)! And always carry hair products with you.  You are the professional.  Sell products to your clients, retail!

It has been 25 years since that conversation.  I have never forgotten it.  The principles are the same.  Care for your clients and about your clients.  Depending on the services that you provide,  and how often they come in you can figure out their worth.  For example  If you charge  $100.00 for a braid service and the clients comes to you every  2 months to get their hair done, for one entire year that equals to $600.00 .  That is not including products you sell to them to upkeep their hair.  Never send any of your clients to Sally’s, the beauty supply down the street or online to buy products!  Have your own recommended products on hand in your salon or at your station to retail.   Add on services should be at least $20.00 at every salon visit.

So, to sum it all up, using the above example:  Your client is worth $720.00 per year. ($600.00 for services and $120.00 in products, equals $720.00).  If you have 50 clients, your salary for the year will be $36,000.  

Hair Braiding can be a lucrative business if taken seriously.  Know your clients, care about them and they will continue to come to you and tell others about you for years to come.

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