Need to Get Busy? Start Calling Clients

November 9, 2020 | By Neil Ducoff | 2 Comments

It’s early November. COVID-19 is surging. Many states and regions are tightening safety restrictions.

If your salon/spa is busy with high productivity rates and decent cash flow, kudos and keep doing what you’re doing.

However, if like many others, your salon/spa is not as busy as it was prior to COVID-19, experiencing low productivity, and cash flow has become scary — it’s time to get seriously aggressive.

  • Client referrals is still the gold standard for new customer acquisition. But it can be more of a drip feed of new business than a fire hose.
  • Traditional print advertising and direct mass mail is too expensive with low response rates.
  • Groupon — Your service prices are seriously discounted and it’s extremely hard to retain Groupon buyers. Don’t do Groupon.
  • Email marketing to your client list makes sense — if you use the right tactics. The problem with email marketing is that everyone’s email box is pummeled with marketing and spam.
  • Social media is a powerful tool — if you know what you’re doing. Facebook is a pay-to-play game that is far more complicated than just doing posts. Instagram is all about becoming an influencer to get seen. To work, both Facebook and Instagram demand significant time, expertise and attention.

If your salon/spa productivity rate is 60% to 70%, it’s time to get aggressive.... Read More

It’s early November. COVID-19 is surging. Many states and regions are tightening safety restrictions. If your salon/spa is busy with high productivity rates and decent cash flow, kudos and keep doing what you’re doing. However, if like many others, your salon/spa is not as busy as it was prior to COVID-19, experiencing low productivity, and cash flow has become scary — it’s time to get seriously aggressive. Client referrals is…
Read More

Categories: Productivity

URGENT: Your Salon/Spa Needs Your Leadership Now

November 2, 2020 | By Neil Ducoff | No Comments

To say, “These are stressful times,” is a massive understatement.

There’s the election (that hopefully will be decided in the coming days), COVID-19 cases are surging that could lead to new restrictions, a nervous stock market, and salons/spas trying to recover from the shutdown.

During the shutdown, salon/spa owners were in leadership hyperdrive helping employees with unemployment, securing PPP and EIDL funding, and doing everything possible to keep their cultures intact.

When it was time to reopen, owners stayed locked in leadership hyperdrive making sure all sanitation protocols, PPE and their employees were prepared to safely welcome clients back.

If the pandemic demonstrated anything, it was how quickly owners can rise to the challenge to be the leader their companies and employees need to get through this crisis.

So why the urgent call for you to step up your leadership now?... Read More

To say, “These are stressful times,” is a massive understatement. There’s the election (that hopefully will be decided in the coming days), COVID-19 cases are surging that could lead to new restrictions, a nervous stock market, and salons/spas trying to recover from the shutdown. During the shutdown, salon/spa owners were in leadership hyperdrive helping employees with unemployment, securing PPP and EIDL funding, and doing everything possible to keep their cultures…
Read More

Categories: Leadership

How to Deal with Problem Salon/Spa Employees

October 25, 2020 | By Neil Ducoff | 1 Comment

No one becomes an owner for the thrill and excitement of dealing with problem employees. In fact, dealing with problem employees is probably the most disliked of all ownership responsibilities. It’s stressful, exhausting and, next to financial stress, a major contributor to owner burnout.

FACT: There’s no secret training camp that prepares problem employees to infiltrate your business, wreck your culture and stress you out.

There are three primary reasons that problem employees find their way into your business:

  1. Bad fit: A potential employee may appear to be a good fit through the interviewing process but lack the necessary thinking and behavior to fit into your culture. Examples: Attendance, teamwork, following rules, attitude, mutual respect, etc..
  2. Evolved over time: A good employee can become a problem employee due to the work environment. This includes lack of or indifferent leadership, broken trust/promises, lack of opportunity, lack of appreciation, etc..
  3. Personal issues: Life challenges, personal relationships, drugs/alcohol, and other factors that have nothing to do with work can turn a good employee into a problem employee.

If you own an employee-based salon or spa, you will have to deal with problem employees. To what extent really depends on you and your approach to leadership.... Read More

No one becomes an owner for the thrill and excitement of dealing with problem employees. In fact, dealing with problem employees is probably the most disliked of all ownership responsibilities. It’s stressful, exhausting and, next to financial stress, a major contributor to owner burnout. FACT: There’s no secret training camp that prepares problem employees to infiltrate your business, wreck your culture and stress you out. There are three primary reasons…
Read More

Categories: Leadership , Staff Retention

Pricing Salon/Spa Services by the Hour — Not Price

October 19, 2020 | By Neil Ducoff | 4 Comments

Imagine looking at your appointment book and knowing exactly how much profit every booked hour was going to generate.

Imagine every member of your team being well-versed in explaining the pricing for every service you offer.

Imagine getting rid of those complicated and seemingly endless price lists.

Now, imagine reinforcing your brand by using a pricing structure that charges for time, skills and expertise rather than the “name” of specific services.

AND … You should already be doing the following three things:

  1. You should be pricing your services based on “Cost per Hour + Profit Margin.”
  2. You should have established time standards for every service.
  3. You should be monitoring productivity rate to track “hours sold vs. hours available for sale.”

If you’re doing the above, you’re so close to switching from giving clients a $$ price for a service to saying, “We charge by how long your service(s) will take.” ... Read More

Imagine looking at your appointment book and knowing exactly how much profit every booked hour was going to generate. Imagine every member of your team being well-versed in explaining the pricing for every service you offer. Imagine getting rid of those complicated and seemingly endless price lists. Now, imagine reinforcing your brand by using a pricing structure that charges for time, skills and expertise rather than the “name” of specific…
Read More

Categories: Financial Literacy

Projecting Salon/Spa Revenue in Uncertain Times

October 12, 2020 | By Neil Ducoff | No Comments

Projecting revenue is not the most exciting task an owner can do.

Few argue the importance of projecting revenue. The problem is, it just doesn’t get done.

As a salon/spa coaching company, here’s what we see:

  • Even in good times, most salon/spa owners don’t take the time to project revenue. The same goes for budgeting expenses.
  • Many owners “feel” they have a handle on their financial reality because they can look at the appointment book and bank balances. But that’s far from projecting and budgeting.
  • Now that we’re in the last quarter of an extremely rattled 2020 economy, for many owners, projecting revenue is seen as a pointless guessing game.

FACT #1: Any owner that doesn’t have monthly revenue projections and expense budgets, no matter how much he or she “feels” they have a handle on it, is flying financially blind.

FACT #2: When times are good, it’s easy to ignore the need to do revenue projections. In the uncertain economic times we’re in today, projecting revenue is an absolute must.... Read More

Projecting revenue is not the most exciting task an owner can do. Few argue the importance of projecting revenue. The problem is, it just doesn’t get done. As a salon/spa coaching company, here’s what we see: Even in good times, most salon/spa owners don’t take the time to project revenue. The same goes for budgeting expenses. Many owners “feel” they have a handle on their financial reality because they can…
Read More

Categories: Financial Literacy

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