How to Handle Price Objections as a Hairstylist

For hairstylists, or any service provider the phrase “Your price is too high” is one of the most frustrating things to hear. We get it, the internal scream! That phrase can even evoke discomfort or self-doubt, however it’s an inevitable part of running a successful beauty business. Instead of viewing this as a setback, consider it an opportunity to educate, communicate your value, and attract the right clientele. Let’s explore why clients raise pricing objections, strategies to respond with confidence and professionalism, and how to avoid these situations in the future!

Why Clients Say “Your Price Is Too High”

Understanding the root of pricing objections is key to resolving them effectively. Common reasons include:

1. Misunderstanding of Value: Clients may not grasp the skill, time, and resources behind your work.
2. Budget Constraints: Financial limitations might make premium services seem out of reach. This also is affordability and please note some client simply can not afford your services and that is more than okay.
3. Comparisons to Lower-Cost Alternatives: With budget salons and DIY options available, some clients may question your pricing.
4. Lack of Industry Knowledge: Clients might not realize how much professional products and training cost.

Acknowledging these factors helps you frame your response with empathy and professionalism.

Mindset Reminder: Price Objections Are Inevitable

Even the most sought-after stylists face pricing objections. Rather than taking them personally, view them as an opportunity to refine your communication and attract clients who value your craft.

Quick Tip: Remind yourself that pricing objections often come from a place of uncertainty, not rejection. By staying professional, you can often turn a hesitant client into a loyal one.

How to Respond Professionally to “Your Price Is Too High”

1. Approach with Confidence and Empathy

Confidence in your pricing stems from understanding your worth. Acknowledge their concern without defensiveness.

Example Response:
“I completely understand that pricing is an important factor. Let me explain what goes into creating this look for you so you can see the value.”

2. Educate on the Value of Your Services

Clients may need a reminder of what sets your work apart. Highlight your training, experience, and the quality of products you use.

Example Response:
“My pricing reflects years of specialized training, premium products to protect your hair, and the time it takes to create results tailored to you.”

Pro Tip: Share behind-the-scenes content on social media, such as foiling techniques or product breakdowns, to preemptively show your expertise.

3. Offer Customization Without Undervaluing Yourself

Instead of discounting your services, suggest alternatives or phased approaches.

Example Response:
“We can always customize today’s service to fit your budget, like focusing on a partial balayage instead of a full one.”

4. Break Down the Costs

Transparency builds trust. Provide a clear breakdown of your pricing, showcasing the effort and materials involved.

Example Response:
“When we factor in premium lighteners, toners, and the hours spent perfecting the blend, the cost ensures long-lasting, healthy results.”

5. Reframe the Investment

Shift the conversation from cost to value and longevity. Offer low cost solutions to achieve something similar to the goal result, that requires less time, product and expertise.

Example Response:
“While the price might seem high upfront, these results are designed to last for months, saving you time and money on touch-ups.”

6. Know When to Say No

Sometimes, the right decision is to part ways with grace.

Example Response:
“I understand my services may not align with everyone’s budget, but maintaining quality and care is my priority.”

Additional Strategies to Prevent Pricing Objections

1. Communicate Pricing Transparently
   Include pricing on your website, consultation forms, or social media. This filters out clients who may not align with your services.
2. Pre-Qualify Clients
   During consultations, ask about their budget upfront.

Example Script:
“Do you have a specific budget in mind for this service? That helps me tailor the appointment to your needs.”

Showcase the Process Online
Platforms like Instagram and TikTok are perfect for demonstrating the artistry behind your services. Feature tutorials or time-lapses of your work. Consider collaborating with influencers or stylists, such as:

• @paintedhair – Renowned for her balayage expertise.
• @jaymz.marsters – Shares insight on blonding techniques and humor-filled education.
• @jhean.oficial – Known for expert bleach-blonding results and damage-prevention tips.

Build Social Proof
Encourage satisfied clients to leave glowing reviews and post before-and-after transformations online.

Position Yourself as a Specialist
Niche expertise can justify premium pricing. For example, specializing in corrective color or extensions can set you apart.

Need A Quick Reply to a DM/ Text Message Obligation?

Highlight Value and Expertise
“Thank you for reaching out! I completely understand that pricing is a big factor when choosing a stylist. My pricing reflects the high-quality products I use, my years of specialized training, and the time I dedicate to making sure your hair looks and feels amazing. I’d love to work with you and can always tailor services to suit your priorities while delivering the best possible results!

2. Offer Transparency
“I appreciate you taking the time to message me! My pricing ensures that every client receives personalized care, premium products, and long-lasting results. I’m happy to break down what’s included in the service to give you a better idea of the value. Let me know if you’d like to discuss options!”

3. Respect Boundaries with Kindness
“Thank you for your message! I understand that my pricing may not fit everyone’s budget, but it reflects the quality and care I provide in every service. If you’d like, I’d be happy to recommend a few tips or smaller services that might align better with your goals. Let me know how I can help!”

Your price is too high” with grace is a skill every hairstylist must master. Remember, you’re not just charging for a service—you’re offering an experience, years of expertise, and the promise of quality. When you confidently communicate your value, the right clients will respect your pricing and invest in you.

Your Prices Reflect Your Worth

Handling “Your price is too high” with grace is a skill every hairstylist must master. Remember, you’re not just charging for a service—you’re offering an experience, years of expertise, and the promise of quality. When you confidently communicate your value, the right clients will respect your pricing and invest in you.