Business Builder

Episode 161

I often get questions like, “I get a lot of new clients, but we never seem to grow. Where are we going wrong?”

So today, I want to talk a little about the role of marketing and what marketing really is.

Many salon owners are focused on growth. So all their attention, time, money, and energy are focused on attracting new clients into the business.

But the problem is that they are only addressing one component of marketing.

In today’s show, we will discuss:

Client Generation: Attracting new clients.
Client Conversion: Turning those new clients into regulars.
Client Retention: Keeping them as long as possible.

And lots more!

In this Episode:

[01:01] What role does marketing play?
[01:44] Marketing has three components.
[02:42] The three reasons clients don’t come back.
[03:24] The most common reason clients don’t return.
[05:50] Clients should feel wanted and not rushed.
[09:00] Finding new clients is only the first step.
[10:40] Being friendly and positive can make a huge difference.
[13:08] A recap of what has been discussed so far.
[14:10] Marketing is about making a promise.
[15:50] Take a break!
[16:06] Next steps to take to grow your business.
[17:10] Some helpful resources for you.

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated!

They do matter in the rankings of the show and help other people find my podcast.

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is.

Thank you for your support! Until next time!

Antony

Links and Resources:

Grow My Salon Business

Website | Facebook | Instagram | YouTube

Episode 157

“It’s easier to prevent a problem from happening in the first place than to try and solve it once it’s happening.”

Team culture is established whether you consciously create it or not, so to ensure that you and your team members are on the same page and thus avoid conflict down the line, the best time to establish a culture within your business is at the very beginning. Although this isn’t an easy task, it is certainly worth it!

In this episode, we discuss:

• How to create a healthy team culture within your salon.
• The importance of consistency.
• Resources that will help you successfully establish a team culture. 

And more!

In this Episode:

[01:09] How to leave a review for the podcast (which we would greatly appreciate!).

[01:32] The email that inspired today’s episode.  

[03:20] When a business culture should be established.

[04:19] How to establish a culture within your business.

[07:48] The importance of consistency in building a team culture (even though it’s hard!).

[10:08] What you need to accept if you want to change the culture in an established business.

[10:51] An overview of the four ways to prevent workplace conflict relating to culture.

[15:47] The benefits of building a healthy business culture. 

[16:20] Resources that can help you along your journey of establishing a culture within your salon! 

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated! 

They do matter in the rankings of the show and help other people find my podcast. 

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

Until next time!

Antony

Links and Resources:

Grow My Salon Business 

Website | Facebook | Instagram

Grow Resources

Grow 2: Management | Grow 3: Team | Grow Management: Online Course

Episode 153

Think carefully about the titles that you use to refer to people because everything has a meaning attached to it. Some titles are empowering, while others could be considered demeaning.

A listener recently ask me why I use the term “client” instead of “guest” and “hairdresser/stylist” instead of “artist.” So, in response to that question, today’s episode is dedicated to titles. 

Whether they are for the people on your team or for those who frequent your business, titles really do matter!

In this Episode:

[00:45] The question that inspired today’s episode.

[01:30] Examples of how terminology differs between countries.

[02:05] The broadly accepted definition of customer. 

[02:23] Percentage splits in the responses to my online survey about whether salon owners use the term client, guest, or customer. 

[03:09] Factors that influence terminology used in salons. 

[03:49] Why I use the term ‘client’ rather than ‘guest’ (or ‘customer’). 

[05:08] Why I refer to hairdressers as ‘stylists’ rather than ‘artists.’ 

[06:45] My preference for the term ‘assistant’ over ‘junior’. 

[08:11] Examples of how titles can be used to elevate a position within a salon. 

[10:01] An overview of why titles are important. 

[10:30] The winner of the Most Fun Title Award (if there was one!).

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated! 

They do matter in the rankings of the show and help other people find my podcast. 

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

Until next time!

Antony

Links and Resources:

Grow My Salon Business 

Website | Facebook | Instagram

Episode 150

What is Freedom and How Do We Balance That with Running a Profitable Business? with Antony Whitaker.

Regardless of what business you are in, the challenge every business owner faces is that of constantly adapting and evolving to the changes in the world we live in.  

Whether it’s the demands for more flexibility from today’s workforce or the pressures of inflation and the rising costs of living and doing business, the fact remains that being in business isn’t easy, and to succeed, you need to constantly evolve.

And therein lies the challenge. How do you build in more freedom, flexibility, and autonomy for your team? 

And how do you balance that with running a viable and profitable business?

In this Episode:

[00:54] Why I recommend watching WeCrashed.

[01:14] The question that inspired today’s episode. 

[02:13] Important realizations that many people have come to as a result of the COVID-19 pandemic. 

[04:08] The tradeoff between income and freedom.

[04:27] Changes that many stylists made to their way of working during the pandemic. 

[05:22] A few different definitions of freedom in relation to the salon industry. 

[08:04] Comparing the trajectory of the salon industry in relation to other industries.

[09:13] The importance of treading cautiously when implementing change. 

[10:27] Factors that make the salon industry ideal for disruption.

[11:19] 30: the number of hours a week being worked by over 60% of hair and beauty professionals in the United States. 

[12:26] The downsides of the proliferation of independent businesses. 

[13:48] An overview of my thoughts on the increasing levels of flexibility and autonomy in the salon industry. 

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated! 

They do matter in the rankings of the show and help other people find my podcast. 

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

Until next time!

Antony

Links and Resources:

Grow My Salon Business 

Website | Facebook | Instagram

Episode 144

Inflation and the Looming Recession: What should salon owners do to be prepared?

I’ve had a few questions recently from listeners regarding inflation, the looming recession, how they are impacting the hairdressing industry, and what I believe salons should be doing to counteract it.

In this episode, I dive in and explore what the implications are for the salon industry (and for small businesses in general) as many countries experience the worst inflation in over 40 years…

To say it’s new territory for many business owners is an understatement!

The 3 main topics that I cover in this podcast are:

• What are the lessons we have (hopefully) learned from Covid?
• The importance of understanding where you and your business are from a financial perspective at any point in time.
• How do we, as small business owners, navigate the financial road ahead?

In this Episode:

[04:01] 6 core lessons that we have learned about the salon industry from the Covid pandemic.

[05:28] Examples of factors that cause business disruptions, and the importance of being prepared for them.  

[06:20] Why you should always be looking for opportunities to maximize income and minimize outgoings.

[08:03] How running a business is analogous to flying a plane. 

[09:37] 7 questions to help you determine whether you understand the financial side of your business.

[11:54] A reminder that cash flow is essential, and advice on how to keep track of it. 

[13:27] Tips for reducing your outgoing costs.

[14:44] The importance of keeping your personal credit rating high as a business owner. 

[15:40] Examples of how to maximize your income. 

[16:04] The benefits of monitoring your cash flow budget daily (or at least once a week).

[16:28] Why you should raise your prices.

[17:15] A recession doesn’t mean your business has to suffer; be prepared for opportunities! 

[18:29] Value in having a good accountant during challenging economic periods (don’t get your financial advice from social media!). 

[19:20] How to avoid potential tax-related issues. 

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated! 

They do matter in the rankings of the show and help other people find my podcast. 

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

Until next time!

Antony

Links and Resources:

Grow My Salon Business 

Website | Facebook | Instagram

Episode 141

There are many qualities to take into consideration if you are going to refer to a salon business as being one of the best in the world’

When it comes to great leadership, a fantastic culture, excellent training, a real career path, great team retention, and consistently having 20% plus in retail and having a very profitable business, there are two salons that really stand out to me.

The first one is JUUT Salons, whose owner, David Wagner, I interviewed on a previous episode. If you haven’t checked it out yet, go back and have a listen. 

The second is Van Michael Salon, and today I’m going to be speaking to Van Council, the founder and co-owner of this incredible business which sets the bar at a level that very few salons can come close to! 

In today’s podcast we will discuss:

• Adapting your business model to the times
• The importance of standards, training, systems and exceptional service
• Lessons in leadership… 

And lots more!

In this Episode:

[04:36] What drew Van to hairdressing, and an overview of his +45 year career in the salon industry (and his experience working in construction).

[13:01] Valuable lessons that Van learnt during the time he spent living in London.

[16:37] Van explains what motivated him to open his own business, Van Michael Salon. 

[20:44] Growth that Van Michael Salon has experienced over the years. 

[25:05] What Van wishes he had known when he co-founded Van Michael Salon.

[27:08] Key elements which have resulted in the very successful expansion of Van Michael Salon. 

[34:48] Examples of the effort that Van puts in to make his salons stand out.

[36:36] Unique features of the Van Michael Salon call centre.

[41:24] Skills that Van drew on when he was working behind the chair, which he is now teaching to his staff. 

[43:31] Van’s thoughts on why Atlanta has a particularly strong salon based business culture in comparison to other areas.

[45:59] How Van branched his business out into Japan, and lessons from there that he has brought back to his American based salons. 

[51:49] Changes that Van is working into his business model.

[59:54] An overview of the two-year training program that Van takes new employees through, and the philosophy that he instils in them during this time.

[1:10:32] The level system at Van Michael Salon.

[1:13:48] Metrics that Van aims to maintain in his salons (and goals that he has for the future).

[1:20:15] Van’s approach to creating a healthy company culture, his biggest strength as a leader, and advice for hiring employees. 

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated! 

They do matter in the rankings of the show and help other people find my podcast. 

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

Special thanks to Van for sharing his story with me for this week’s episode. Until next time!

Antony

Links and Resources:

Grow My Salon Business 

Website | Facebook | Instagram

Van Michael Salon

Website | Instagram | Twitter | Facebook

Van Michael Studio

Instagram

Van Council

Instagram

Episode 140

Why “Build It and They Will Come” Is Not a Foolproof Strategy for Starting and Growing a Business with Antony Whitaker

“Build it and they will come” is a line from the 1989 movie ‘Field of Dreams’.

Unfortunately, it is a strategy that many salon owners use when opening up a new salon only to find that Hollywood movies don’t necessarily reflect business reality.

In today’s podcast episode, I am answering two questions from our listeners. In answering their questions I will be explaining why “build it and they will come” is not an effective strategy for starting and growing a business.

The first question is from Sandy in Birmingham who asks…

“I opened my salon 4 years ago and I am finding it hard to grow. It’s a beautiful space to work in, I have 3 staff members, [two stylists and an assistant] I’m great at doing hair, I’m always fully booked and I generate most of the revenue myself working 5 ½  days a week behind the chair. But despite that the business just won’t grow so what should I do?”

The second question is from Steve in Florida who asks…

“I heard you say on one of your YouTube videos that salon owners shouldn’t employ a manager. So, can you talk about why I shouldn’t employ a manager on your podcast? Because honestly I can’t do this by myself, so I need a manager to help me”.

Listen to this week’s episode to hear my answers!

In this Episode:

[01:58] A listener question from Sandy in Birmingham.

[03:24] Two of the biggest false expectations that hairdressers have of themselves and their businesses.

[07:03] The four components in your business that you need to have a clear vision for.

[09:02] Questions to ask yourself when developing the vision for the marketing element of your business.

[12:15] Advice for clarifying your financial vision.

[15:11] Factors to consider when you are developing the product and services vision for your salon.

[17:19] How to approach the creation of a vision for your team.

[21:18] The difference between leading from the front and being a manager.

[22:19] A listener question from Steve in Florida.

[23:09] Why you, as a founder, need to take responsibility for the problems that arise in your business.

[24:00] My thoughts on when you should and shouldn’t consider hiring a manager.

[26:49] How the salon industry has evolved (and continues to evolve).

[28:02] Benefits of the Salon Management Checklist that I have put together for you.

[29:19] What you can expect from the free online Salon Management masterclass taking place on May 16th.

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated!

They do matter in the rankings of the show and help other people find my podcast.

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

Until next time!

Antony

Links and Resources:

Grow My Salon Business

Website | Facebook | Instagram

Free Management Masterclass

On May 23rd I will be presenting a free online ‘Salon Management Masterclass’.

If you would like to register for this 1-hour online masterclass Click here for times in your area and to register.

Free Download

I have put together another freebie just for you! The Salon Management Checklist allows you to mark off what you currently have in place in your business so that you can identify where there are opportunities for you to improve.

Click here  to download the Salon Management Checklist.

Episode 135

The Art of Consultations with Antony Whitaker

Every relationship that you develop with a client starts with a consultation, and there are many different ways a consultation can be done.

I know hairdressers that take up to 30 minutes to do an in-depth thorough consultation, while others say something like, “So what are we doing today?” to a fully gowned-up client with dripping wet hair a split second before they start cutting. 

The way you begin your consultations (with both new and returning clients) either opens up possibilities and opportunities, or it shuts them down. 

Tune in today to hear my advice on how to conduct a very important part of your business! 

In this Episode:

[03:32] Some of the many variables that are at play during a consultation.

[05:42] How you should approach situations where you are running late, and how to approach situations where your client is running late.

[06:45] Why your personal appearance matters during a consultation session.

[07:25] The enormous power of a smile and good manners.

[11:38] How you can use body language and eye contact to make clients feel more comfortable.

[13:18] A general question to help you improve the question that you ask at the beginning of a consultation.

[17:23] Examples of questions that I would and would not recommend asking a new client during a consultation.

[22:10] The importance of listening to your clients, and being honest with them.  

[25:14] Why I suggest avoiding technical jargon, and some approaches you can use to get your point across instead.

[26:13] How to handle consultations with returning clients.

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated! 

They do matter in the rankings of the show and help other people find my podcast. I also love to hear what’s been helpful and what you love about the podcast! 

Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

And finally, don’t forget to subscribe to the show to get automatic updates.

Got a question you want answered on the podcast? DM me your question over on Instagram or just come on over to connect at: https://www.instagram.com/growmysalonbusiness/

Until next time!

Antony

Links and Resources:

Grow My Salon Business 

Website | Facebook | Instagram 

Super Stylist

Book

Episode 131

How to Get Around the Objections That Some Hairdressers Have About Recommending Take-Home Retail Products.

In today’s episode I am going to be answering a question which was asked by a listener; “How can I get my team to talk about and recommend professional take-home products to their clients?”

I have a complete module on this very topic in my online Super Stylist course so I will be drawing from that content in this episode. The focus will be on highlighting the typical objections that hairdressers have about recommending retail products to clients, and how salon owners can deal with these.

In today’s podcast we will discuss:

• Whose job is it to recommend take-home products?
• What are the 14 main objections that hairstylists typically have?
• What are the biggest fears stylists have when recommending take home?

And lots more!

In this Episode:

[01:34] The ineffective approach that many salon owners use when trying to get their hairdressers to recommend take-home products.

[03:28] Why a full hairdressing service offering should include product recommendations.

[05:52] Profitability of the retail side of a salon.

[10:14] Learning that is required in order for hairdressers to be able to confidently recommend take-home products.

[11:47] Experiences that can deter hairdressers from recommending products, and advice for any hairdressers listening who have had these experiences.

[12:57] The number one reason (probably) that hairdressers don’t recommend retail products to customers.

[13:51] How to enhance your product knowledge as a hairdresser.

[14:50] The mindset shift that is required for some hairdressers to begin recommending products.

[16:43] Being a helpful professional versus a pushy salesperson.

[19:33] How a salon’s culture influences a hairdressers’ level of comfort when it comes to recommending retail products.

[21:17] Why it should make no difference to you, as a hairdresser, whether you are paid a commission for take-home sales or not.

[23:16] Reasons that the continuous growth of online sales shouldn’t prevent hairdressers from recommending take-home products to clients.

[25:36] Why, “I don’t have time,” is not a valid excuse for not recommending retail products.

[26:58] A common fear that hairdressers have around recommending products, and suggestions for how to overcome it.

[31:52] Why you shouldn’t make assumptions about how much your clients will be willing to pay for retail products.

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated!

They do matter in the rankings of the show and help other people find my podcast.

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

Until next time!

Antony

Links and Resources:

Grow My Salon Business

Website | Facebook | Instagram

Episode 127

How to Determine What You Should Charge for Your Services

I’m really lucky to have the opportunity to be able to have deep and insightful discussions with salon owners, and other people who have a vested interest in the salon industry. This year on the Grow My Salon Business Podcast, in every fourth episode I will be addressing a question sent in by a listener. 

For today’s podcast, I am answering a question posed by Louise (from Albuquerque), which was about how to price salon services. This question is relevant to all salon owners everywhere and I felt it would greatly benefit this audience, so tune in today to hear my thoughts on the topic!

In this Episode:

[01:38] A common strategy for pricing salon services, and the problem with this.

[02:18] Why decisions around pricing need to be based on maths, not emotion. 

[03:07] The importance of understanding the difference between your profit and the salary that you pay yourself.  

[03:45] A hypothetical exercise where I run through how to cover a $500 000 overhead and make a 10% profit. 

[08:10] Examples of the numerous variables which have an impact on your service price. 

Thanks so much for joining me this week. If you enjoyed this episode, please leave a review. Ratings and reviews are extremely helpful and greatly appreciated! 

They do matter in the rankings of the show and help other people find my podcast. 

I also love to hear what’s been helpful and what you love about the podcast! Just click here to review, scroll to the bottom, tap “Ratings and Reviews” tap to rate with 5 stars and “Write a Review” and let me know what your favourite part of the podcast is. Thank you for your support!

Until next time!

Antony

Links and Resources:

Grow My Salon Business 

Website | Facebook | Instagram