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Are discounts really the best way to grow your salon? Spoiler: they’re not.
In this episode, Todd and Jen break down why discounting hurts your business long-term and share proven, real-world strategies to fill your books without ever lowering your prices.
From rebooking systems and referrals to solving client problems and improving your marketing, this conversation gives you practical steps to attract and retain loyal clients—while keeping your profits intact.
If you’ve ever felt pressured to run “new client specials” or endless deals, this episode will show you a better way forward.
[00:00:30] Why Discounts Don’t Work
- Discounts train clients to chase deals instead of building loyalty.
- The wrong kind of client shows up when your main value is price.
- Discounts erode profit margins.
[00:08:30] Losing Clients After Price Increases
- Why losing some clients can help growth.
- The story of a longtime client who left after a price increase—only to return later because the service was worth it.
- Why “books closed” strategies backfire long-term.
[00:12:00] The Psychology of Discounts
- Why discount-driven clients rarely stay.
- Early bird rates, grandfathered pricing, and the fairness problem.
- Clients aren’t looking for the cheapest salon—they’re looking for solutions.
[00:16:00] Positioning Your Salon Correctly
- Luxury vs. high-volume vs. best-solution salons (from The Pumpkin Plan).
- Why most salons misuse the word “luxury.”
- Building systems that create client experiences, not discounts.
[00:18:00] Marketing That Actually Works
- Why SEO and Google Ads changed everything for Hello Hair.
- The long game of marketing.
- Social media as support, not the main strategy.
[00:23:00] Creating Emotion Through Content
- Client faces matter more than hair photos.
- How captions that solve problems drive bookings.
- Building emotion into your content to spark connection.
[00:26:00] Client Retention and Rebooking Systems
- Rebooking in the chair vs. at checkout—why timing matters.
- Using iPads and conversations to make rebooking personal.
- Why retention through relationships is more powerful than any discount.
[00:31:00] Referrals Without Discounts
- How to identify your “seed clients” (best-paying + favorite people).
- The psychology of referrals: people want to be connectors.
- Incentivizing referrals with value, not dollars.
[00:36:00] Rethinking Memberships
- Why discount-driven memberships fail.
- How to package services and products at a premium instead of a discount.
- The importance of solving problems, not cutting prices.
[00:40:00] Community + Connection > Coupons
- How to network in your community.
- Why free (used strategically) builds loyalty more than discounts.
- The “3 visits rule” for long-term retention.
[00:43:30] Final Takeaways
- Stop training clients to wait for deals.
- Solve problems, build systems, and focus on the client experience.
- Discounts kill growth—relationships fuel it.
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