Communicating Prices

Today, we're going to focus on the practical aspects of communicating your prices with your clients. So whether you are implementing changes as an established nail tech or setting your first prices as a new nail tech, how you discuss your money matters immensely. Not just about what you say, but more importantly, how you say it. This is going to affect client retention, it's going to affect your professional reputation, and it's even going to affect how you feel and about your own business. But before we discuss the practical aspects of telling clients how much you charge, I just want to point out the most important factor of all when it comes to price and communication. And that is the fact that it all starts with you. You have to truly believe in your prices and that you are worth what you are charging. Because if you don't, then your customer never will. When you truly believe in your prices and that you are worth your own hourly rate, that is when you become confident and unapologetic. That is when your energy around your prices becomes that of a powerful and aligned business owner. And that is when you become a magnet to clients who want a little piece of what it is that you're offering. Now, only when you are confident in your prices will your clients be confident in their investment. Now think about how that confidence manifests. When you believe in your worth, you state your prices clearly and you don't hesitate when you do. You discuss your services with enthusiasm. You focus on the value and the results rather than apologising for the cost. You see pricing as just another straightforward business matter, rather than an emotional hurdle that you have to climb over. This confidence comes from truly understanding your value and and understanding your value comes from correctly calculating your prices based on your costs and based on the facts. And then considering the years of training, the investment in education, the premium products that you're using, the care that you take with each client, and all of those things as well, Your prices aren't plucked out of thin air. They reflect real value skills and the complete experience that you're providing along with your existing business costs. And that is why it is so important to consider not just what you say to your clients, but also how you say it, because you are literally telling them how to respond. Now, I'm going to give you an example. Let's imagine I said to you, unfortunately, the next video is only three minutes long. Straight away, you feel like you're missing out on something, or you feel like what I'm offering you is lacking. But what if I said to you, I am so excited to bring you the Next video. It is a three minute masterclass of absolute gold. Then suddenly you're excited to watch and you feel like you're being given something valuable. Now, I literally spoke about the exact same thing, but I just positioned it in two different ways and both of them created an entirely opposite feeling. The words that you speak matters, but your energy around what it is that you're speaking about matters even more. So, with this in mind, let's dive into some practical parts of communicating your prices. Now, I'm first going to talk about this in the context of you're an established nail tech who needs to make changes to your pricing or update your treatment menu. Now, if you are doing this, timing is absolutely crucial when making announcement changes. You want to give your clients at least three to four weeks notice before implementing any new pricing. It provides them with enough time for them to adjust without feeling rushed, and it isn't too far in advance that they forget the information or they forget what it is that you've told them. Now, you also want to consider which communication channels that you are using. So for your most loyal clients, just having these conversations really naturally in person during their appointments is a great way to do it. It's a personal approach and it shows respect for your relationship and gives them the space to ask any questions if they've got any. And then for the clients that you see less, then you can just do a personalized email or a text message and that will work really well. Now, when you're speaking about your pricing changes, you want to be direct and you want to be factual. You want to tell clients when the change will take effect, what the new pricing will be, and any information about any appointments that they've already got booked in. You want to maintain a professional, positive tone that reflects your confidence in your value. Now, what you absolutely fundamentally must avoid is using undermining language. So words like unfortunately, or phrases like oh, I didn't really want to do this, or I've been putting this off, but it immediately frames your decision as negative. These expressions just signal to your clients that you don't believe in your worth, which then makes them question their investment as well. Instead, you want to approach your price communications with professional confidence. Your prices are changing not as something to apologise for, but simply as a natural part of growing your business and maintaining your quality. This isn't about justifying, it's about informing. Now, for clients who book regularly, you might want to consider offering the option to pre book a couple of the next appointments at the existing rates. Before the pricing change takes effect. That kind of thing just rewards loyalty while giving you a full schedule as well during that transition period. So you know you've got bookings in. You also want to be prepared for various reactions. Most clients will accept the changes without an issue, especially when they're communicated professionally. But some might ask questions which you should just answer honestly and confidently. And yes, some clients might choose to go elsewhere, and that's okay. Remember that client turnover just creates space for new clients who value your work at its price proper worth. Now let's move on to the second scenario. So if you are a new nail tech and you are setting your initial prices now, so many nail technicians make the mistake of severely underpricing their services, believing that they need to do this to earn the rights to charge industry rates. But establishing your value from day one is going to create a stronger foundation for your business. While you might not have years and years and years of experience, and you do have current training, you do have fresh techniques and you have a dedicated attention to offer now, new nail techs often provide more attentive service and take more time with each detail. These are valuable qualities that should actually be reflected in your pricing. When you're presenting your services, you want to connect your prices directly to the value that you are providing. You want to describe what makes your approach special, your attention to detail, the quality products you're using, your commitment to nail health, the personalized experience that you are creating with your clients. You want to help potential clients understand what they are investing in beyond just the physical result, beyond just a set of nails. Now, your booking process should clearly communicate your prices before appointments are confirmed, whether you're using a booking system, social media, phone calls make sure clients understand the investment that they are making before they commit to an appointment. Now this transparency is going to build trust from the very beginning of the relationship, which is going to mean that they will hopefully then become a regular. Now, for both new and established nail techs, you want to prepare for questions about your pricing. So when someone asks why you charge your rates, focus on the value that you provide rather than justifying or comparing yourself to others. If someone does mention that another nail tech charge less, acknowledge that different professionals offer different experiences. If a client seems hesitant about your pricing, then use that as an opportunity to simply educate them about what makes your service so special and so valuable. Explain your approach, the products you use, and the results they can expect. It isn't about convincing skeptics, but it's just about helping interesting clients understand exactly what they are investing in when they invest in you. Now remember that pricing is about attracting your ideal clients. It's not about appealing to everyone. When you price your services in alignment with your value, you will naturally attract clients who appreciate quality and are willing to invest in it. This creates a more sustainable and enjoyable business in the long run. Now your confidence in discussing your prices will grow with practice. Over time, these kinds of conversations are going to become straightforward business matters rather than these emotional challenges that you feel like you need to face. You'll find yourself naturally communicating your value and attracting clients who appreciate what it is that you offer. So in closing, whether you are updating your existing prices or whether you are setting them for the very first time, remember that your genuine belief in your worth is exactly what matters the most. When you truly value your work, your skills, and the experience that you're providing, communicating prices becomes a simple exchange of information rather than a source of anxiety. Take your time to develop and practice your approach. Use the exercises that we put in the workbook with every confident price and conversation. You are strengthening your business and you're attracting clients who value quality above all else.