Build Your Salon with Phil Jackson

The clients you are most afraid of losing when you raise your prices are usually the ones you cannot afford to keep. Here is how to put your prices up properly, before the spring rebooking window closes.

This episode gives you the maths, the method, and the exact three rules for communicating a price rise without losing the plot or the clients.

WHY THE FEAR IS WRONG

• Most clients will accept a well-communicated price rise without complaint
• Price-sensitive clients who leave were going to go eventually anyway
• Raising prices does not just lose clients at the bottom, it attracts better clients at the top
• An underpriced salon cannot afford to look after its clients, its team, or its future
• You are not raising your prices. You are correcting them.

HOW MUCH TO RAISE BYIf you have not raised prices in 12 months, you are already behind. A 10% rise covers inflation, wage increases, and product cost rises, and is small enough that most clients accept it without question.

The maths: if your average bill is 60 pounds and you do 30 clients a week, that is 18 pounds more per client. 540 pounds a week. 28,000 pounds a year. From a decision you are currently too scared to make.

Do not do it in tiny increments. Two price increases a year, done properly, beats six small awkward ones every few months.

THE THREE RULES FOR COMMUNICATING IT

RULE 1: BE DIRECT, NOT APOLOGETICWrong: "We are so sorry, due to rising costs we have had to make the difficult decision..."Right: "From 1st April, our prices will increase by 10%. Check our price list online."If you apologise, you signal that you think the rise is wrong. You do not. So do not apologise.

RULE 2: GIVE NOTICE, NOT AN ESSAYFour weeks is enough. Six weeks is generous. Any more and you are just giving people more time to object.You do not owe anyone a line-by-line breakdown of your overheads.

RULE 3: TELL THEM PERSONALLY BEFORE YOU TELL THEM PUBLICLY

• Brief your team first so they are not caught off guard
• Notice on reception before the prices go up
• Update your price list and online booking
• Do not post it on social media. Social media is for good news.

WHAT TO DO IF A CLIENT PUSHES BACKMost will not. For the rare one who does: "Our prices have not increased for X months. This brings us in line with where we need to be to stay profitable." If they threaten to leave, let them. That chair will be filled by someone who values your work.

RESOURCES:Get your pricing properly sorted with Get Paid Properly:getpaidproperly.com

WORK WITH ME:1:1 Ultimate Clarity: https://tidycal.com/philjackson/1to1-enquiryFull details: https://buildyoursalon.com

LISTEN:YouTube: https://www.youtube.com/@BuildYourSalonSpotify: https://go.philjackson.me/SpotifyApple Podcasts: https://apple.co/3MZp6jP

CHAPTERS:0:00 - The Clients You Are Scared to Lose0:20 - How March Is Going and Why Pricing Still Matters1:08 - Why the Fear Is Real But the Logic Is Wrong2:06 - Breaking Through Price Barriers (and Who It Attracts)2:48 - You Are Not Being Greedy, You Are Being Sustainable3:36 - Why Now Is the Right Time (Even If March Feels Ropey)4:22 - How Much to Raise By (Do the Maths)5:57 - Do Not Do It in Tiny Increments6:44 - Rule 1: Be Direct, Not Apologetic7:30 - Rule 2: Give Notice, Not an Explanation8:16 - Rule 3: Tell Them Personally Before Publicly9:05 - What to Do If a Client Pushes Back

#salonpricing #salonbusiness #salonowner #hairsalon #salongrowth

Questions? [email protected]

January was all big plans. February was survival mode. And now March has turned up and most salon owners are drifting. Three weeks later it is April, the rush hits, and you are already behind.

This episode is your wake-up call. March is the last calm window to make strategic decisions before spring takes over. Here is how to use it.

WHY MARCH IS DIFFERENT January is about intention. February is about reality. March is about decision. By now you know what Q1 actually looks like, which staff are performing, and whether your January plan is working. And you still have time to respond. From April onwards you are in reactive mode. Do not make your biggest decisions under pressure.

THE THREE DECISIONS TO MAKE THIS MONTH

DECISION 1: ARE YOU PRICED RIGHT?

• Easter is coming. Your books will fill at whatever price you are currently charging.
• March is your last sensible window to raise prices before clients rebook for summer.
• A price rise in April lands badly. In March, with good communication, it lands cleanly.
• If you are avoiding this conversation, it is not going to get easier.

DECISION 2: IS YOUR TEAM IN THE RIGHT SHAPE?

• You have had 10 weeks of 2026. You already know which conversations you have been avoiding.
• A staff issue left until summer becomes a crisis in your busiest period.
• March is the time to review, give honest feedback, and make the call.
• You cannot build a profitable business on a team you have not been straight with.

DECISION 3: DO YOU KNOW WHAT YOU ARE SELLING IN Q2?

• Not do you have a price list. Do you have a plan to drive revenue April through June?
• Most salon owners do not. They wait to see what happens.
• Waiting to see what happens is a plan. Not a good one.
• Spring promotions, Mother's Day, rebooking strategy. What does April actually look like?

YOUR MARCH AUDIT Block out 20 minutes this week to work ON your business, not in it. Answer these three questions on paper:

• What did Q1 actually look like? Revenue, profit, team, clients. Honest version.
• What needs to change before the summer?
• What are you currently avoiding?

The answers you are avoiding writing down are almost always the most important ones.

RESOURCES: 1:1 Ultimate Clarity: 90 days, three deliverables, no guesswork. Book a free 30-minute call: https://tidycal.com/philjackson/1to1-enquiry

WORK WITH ME: 1:1 Coaching: https://buildyoursalon.com

LISTEN: YouTube: https://www.youtube.com/@BuildYourSalon Spotify: https://go.philjackson.me/Spotify Apple Podcasts: https://apple.co/3MZp6jP

CHAPTERS: 0:00 - Why March Is the Month Most Salon Owners Waste 0:23 - January, February and the March Decision 1:18 - Why Q3 and Q4 Are the Worst Time to Make Big Calls 2:23 - Decision 1: Are You Priced Right for the Busy Season? 3:13 - Decision 2: Is Your Team in the Right Shape? 4:07 - Decision 3: Do You Know What You Are Selling in Q2? 4:54 - Your March Audit (20 Minutes, Three Questions) 5:45 - 1:1 Ultimate Clarity

#salonbusiness #salonowner #hairsalon #saloncoach #salongrowth

Questions? [email protected]

Want to get more from your accountant? This episode shows you how to turn your accountant into a real business partner. You’ll learn seven practical steps to make your financial reports clearer, more useful, and action-ready.

KEY TAKEAWAYS
See Profit and Loss Monthly
Ask your accountant for a profit and loss report every month. HMRC delays can mean older data is up to 18 months out. New reports help you catch problems early before they grow.

Know Upcoming Costs and Sales
Ask your accountant to show you expected expenses and revenue using accruals. This lets you plan ahead. For example, if a big bill is coming, you can cut costs or start a promotion early.

Check Your Profit Margins
Demand a clear profit margin target like 10% to 15%. Ask your accountant to compare your wage costs—like 45%—to industry standards under 40%. If you’re above, that’s a red flag.

Set Aside Tax Money Each Month
Agree on a set amount or percentage to save each month for tax. This stops surprises at year-end. Adjust it slowly over two or three years to stay in control.

Use Benchmarks for Your Size
Pick an accountant who knows small businesses like yours—say, £250,000 turnover. They don’t need to know the salon industry, but they should compare your rent, product margin, or staff costs to similar-sized local businesses.

Get Clear Goals Each Quarter
Ask your accountant, “What’s one thing I should work on this quarter?” Expect specific answers like “Raise prices by 4%” or “Cut product costs by 3%.” No vague advice.

Use Traffic Light Reports
Ask for reports in green, yellow, red. Green means all good. Yellow means watch it. Red means act now. This makes decisions fast and clear—no more guessing.

CONCLUSION
Get more from your accountant by asking for clear, regular, and useful reports. This helps you make smarter choices every month. Think like Phil Jackson—focus on small wins that build big results. Learn more at buildyoursalon.com.

Handling salon team drama can wreck your day and your business. In this episode, you’ll learn how to spot, stop, and fix drama before it spreads.

Address Drama Fast
Don’t wait for a performance review to talk about behaviour. If you see a stylist being short with clients, say it straight away. For example, “I’ve noticed you’ve been a bit sharp with clients this week.” Say it now, not later.

Use Silence to Listen
After you speak, stay quiet. Let the team member talk. Don’t rush to fill the silence. That pause gives them space to open up. Often, they’ll admit what’s really going on—like stress or feeling overwhelmed.

Spot Real Issues vs Gossip
Not all complaints are drama. If a stylist is upset because they’re doing all the cleaning, that’s a real problem. But if they’re spreading gossip about a split with their boyfriend, that’s drama. Know the difference. One needs a fix. The other needs calm.

Set Clear Rules and Consequences
Tell your team what’s okay and what’s not. For example, “I need you to stop talking about other team members with clients.” Then say what happens if it continues. “If this keeps up, we’ll have to review your role here.”

Stick to the Rules, No Matter the Revenue
Even if a top earner is causing problems, don’t ignore it. If they don’t change, follow through. Keeping a “diva” stylist who causes drama costs you more in stress, turnover, and team morale than their earnings ever make up for.

Check Your Own Role
Ask yourself: Are you playing favourites? Are your rules clear? Are systems messy? If several people are complaining, the problem might be your management—not just one person.

See the Full Iceberg
Team members are like icebergs. You see the 10%—their attitude or gossip. But 90% is hidden—exhaustion, lack of training, or personal stress. Listen deeply to uncover what’s below the surface.

This episode gives you real tools to fix team drama fast and keep your salon calm. You’ll stop gossip, build trust, and keep your team working together. Think like Phil Jackson—focus on the team, not just the stars. Ready to build a better salon? Visit buildyoursalon.com today.

Running a salon membership scheme can bring steady income and calm the ups and downs of your business. In this episode, you’ll learn how to build a membership plan that works for your salon and keeps clients coming back.

Predictable Income from Memberships
Your membership income can cover rent, business rates, and fixed wages. In the speaker’s salon, this income comes in before the doors even open, helping balance busy and quiet months.

Choose Popular, Ongoing Services
Don’t pick rare or short-term treatments like perms or laser hair removal. Focus on services clients love and use regularly, like monthly facials or blow dries. These are already priced right and bring repeat visits.

Start with Existing Clients
Never push memberships to people who’ve never visited your salon. It’s like signing up for a gym you’ve never been to. Instead, offer it first to your current clients—they already know and trust you.

Target Mid-Tier Clients
Look for clients ranked seven or eight in loyalty. They’re good but not yet regulars. A membership can turn them into consistent visitors. Avoid those who are too loyal (rank ten) or too unreliable (rank one).

Create Urgency with Scarcity
Only offer a limited number of memberships at first—say ten. Tell clients six are already taken. This fear of missing out pushes them to act fast instead of waiting.

Keep Memberships Simple
Don’t add services like nails to a facial membership. Most clients don’t want both. Each extra service can turn off someone who only wants one thing. Keep it focused and clear.

Gift Memberships at Key Times
Offer memberships as gifts around Black Friday, Mother’s Day, or Christmas. A six-month facial or back and shoulder massage makes a perfect present. It also brings in cash fast.

This episode shows you how to run a salon membership scheme that works. You’ll get steady income, keep clients happy, and grow your business without stress. Inspired by Phil Jackson’s team-first mindset, think of your salon as a team that wins together. Ready to build your salon? Visit buildyoursalon.com for more tips and tools.

Hiring salon staff 2026 is about building a team that lasts. You’ll learn how to attract and keep top talent with clear, fair, and future-ready hiring practices.

KEY TAKEAWAYS
Clear Job Descriptions
Write your job description with must-haves and nice-to-haves. For example, say “must have Level 3 NVQ in hairdressing” as a non-negotiable. Then list “experience with colour correction” as a nice-to-have. This helps you hire the right person from day one.

Avoid Impulse Hires
Don’t hire someone just because they can do a new service like lash extensions. If that one person leaves, your business can’t offer it. This also makes your salon look unsure. Stick to your core plan.

Reach Out to Pros
Don’t wait for job posts. Message stylists whose work you admire on Instagram. Ask if they’re open to new roles. Follow up after events. Talk to college tutors to find rising stars early.

Be Specific With Offers
Say “we spend £2,000 a year on training” instead of “good training.” Mention real wins like “three team members promoted in the last year” or “two reached the finals of the National Salon Awards.”

Use a Multi-Stage Interview
Start with a 10-minute phone call to check basics. Then do a 30–45 minute in-person chat about culture. Add a paid trial shift. Always call references—don’t trust written notes alone.

Train With Purpose
Onboarding isn’t just showing the fire exit. Let new staff shadow others. Train them on booking systems. Give them written goals like “rebook 60% of clients” or “post 3 times a week.” Keep probation for 12 weeks. Extend if needed.

Offer Real Flexibility
Many top stylists want a four-day week or no Saturdays. Say it in your job ad. Mention you don’t use commission. Support side gigs. This makes your offer stand out in 2026.

CONCLUSION
Hiring salon staff 2026 isn’t about quick fixes—it’s about building a team that grows with you. Like Phil Jackson’s championship teams, your salon thrives when every role has clarity and care. Find your winning formula at buildyoursalon.com.

Salon profit numbers can tell you if your business is truly thriving or just surviving. In this episode, you’ll learn how to use simple, real numbers to boost your salon’s success and make smarter decisions.

KEY TAKEAWAYS
Track Net Profit Margin
Check your net profit margin every quarter. Divide your total profit after all costs by your total revenue, then multiply by 100. Aim for at least 10%, and 15%–20% is even better. If it’s below 5%, you’re working for free.

Measure Revenue Per Client
Look at your average bill per client. Divide total income by number of visits. For hair salons, this should be higher than a simple cut and finish. If it’s not, you’re not charging enough or not upselling well.

Check Client Retention Rate
Compare your client list from January this year to January last year. Aim for at least 70% retention. If it’s below 50%, clients are leaving fast. Below 60% means it’s time to act.

Review Utilisation Rate
Use your salon software to see how much of your booked time is filled with paying clients. Target 85%–90%. Below 70% means you’re wasting time and space. Above 90% means you’re booked solid—maybe time to raise prices.

Review Numbers Quarterly
Don’t check daily or monthly. Look at profit, revenue per client, retention, and utilisation every three months. This helps spot trends and fix problems before they grow. Stop blaming slow weeks—use the numbers.

Fix Low Profit with Price or Costs
If your profit margin is under 10%, don’t just work harder. Either raise prices or cut costs. Reinvest profits to grow your business, not keep it stuck in low margins.

Use Two Numbers Together
If your utilisation is high but profit is low, your prices are too low. If utilisation is low, you’re losing clients or not marketing well. Use both numbers together to find the real issue.

CONCLUSION
Knowing your salon profit numbers gives you power to grow, not just survive. Let Phil Jackson’s calm, clear focus guide your choices—just like in a winning team. Find more tools and tips at buildyoursalon.com.

Staying in touch with your clients is key to keeping them coming back. In this episode, you’ll learn simple salon client retention tips that make a real difference.

KEY TAKEAWAYS
Book Next Visit Immediately
After a client’s visit, offer their next appointment right then. Say something like, “I need to see you in four weeks time.” This clear plan helps them remember and book faster.

Ask Permission to Follow Up
If a client says they can’t book now, ask if you can text them next week. Say, “I will text you next week if I haven’t seen you booked in. Is that OK?” Then do it. They’ll feel respected, not pushed.

Use Their Stories in Future Visits
Note personal details like how a job interview went or a conversation from last time. Bring it up next visit. Say, “I saw this product. I really thought it was going to be perfect for you.” They’ll feel seen.

Check In Within 48 Hours
Send a short voice note or text within two days of their visit. Keep it friendly and not salesy. A simple “Hope you’re doing well!” works. It keeps you in their mind.

Change Your Follow-Up Message Monthly
Use a template but switch it up every month or every six weeks. One month, talk about a new product. Next, ask how their weekend went. This feels fresh, not robotic.

Suggest Based on Past Notes
Use your records to recommend things. If they liked a certain treatment last time, say, “I saw this product. I really thought it was going to be perfect for you.” It shows you pay attention.

Track Every Pre-Booking Offer
Make a rule: every client gets a next appointment offer before they leave. Track this for one week. You’ll see how it improves diary fill and keeps clients returning.

You don’t need fancy tools to build loyalty. Just small actions that show care. When you remember the little things, clients stay. Just like Phil Jackson knew, strong teams grow from small, consistent habits. Learn more and grow your salon at buildyoursalon.com.

Selling your salon business isn’t just about the money—it’s about knowing why you’re selling and what you’re actually offering. In this episode, you’ll learn how to sell your salon with real value, not just hope.

KEY TAKEAWAYS
Sell for the right reasons
If you’re selling because you’re tired, angry, or working 60-hour weeks, it’s likely a “you problem,” not a business problem. Real business issues like poor pricing or low profits can be fixed. If a new owner could fix it with better systems, it’s worth selling. If not, it’s not ready.

Value your salon by profit, not sales
Most salons sell for two to three times their net profit, not turnover. Many owners hide profit to pay less tax, which means they sell for much less than the business is worth. A salon with little profit is just selling chairs, machines, and a name.

Plan for life after sale
Selling for £30,000 might sound good, but tax takes a big cut. You also lose your salary. After 25 years as your own boss, you might not be employable. Selling without a plan can leave you with nothing.

Know what you’re really selling
Clients don’t stay if the owner leaves. Machines lose value fast—used beauty machines sell for much less than you paid. Your brand name only matters if it’s not tied to you. Leases with less than five years left can be a burden, not a bonus.

Build systems before selling
Your salon must run without you. That means clear written steps, a team that knows how to do everything, and marketing that doesn’t rely on you. Keep your team with strong contracts and a clear plan for what happens if you leave.

Try real fixes, not just online tips
Reading blogs or watching YouTube videos doesn’t count as fixing your business. Real change needs a solid plan, coaching, and new pricing. If you haven’t done this work, you can’t say you’ve tried everything.

Use low points to make bold moves
When you’re at your lowest, the only way is up. This is the perfect time to raise prices, change your marketing, and try new strategies. The worst that can happen is already happening—especially in slow months like January and February.

CONCLUSION
Selling your salon business the right way means preparing properly, valuing your work fairly, and planning ahead. Remember, great change often starts when things feel worst. Think like Phil Jackson—focus on the team, not just the star. Ready to build a salon that sells well and lasts? Visit buildyoursalon.com today.

Team motivation strategies for salons can transform your workplace culture and boost performance. In this episode, you’ll learn practical ways to keep your team engaged, happy, and working together better.

KEY TAKEAWAYS
Specific Recognition Builds Trust
Praise your team with real details. Instead of saying “good job,” say, “I noticed how you handled that difficult client calmly.” This shows you see their effort and makes them feel valued. Small, genuine moments like this boost motivation more than generic praise.

Teach Each Other to Save Money
Let your team teach skills they already know. A stylist showing a new cutting technique to a colleague costs nothing but time. It builds teamwork, improves skills, and makes everyone feel useful and proud.

Train Together, Not Just Pay More
Spend £500 on a group training session instead of giving small weekly pay rises. This gives all your team new skills at once. It feels like a bigger reward than a small pay increase that many barely notice.

Ask What Makes Their Job Better
Talk one-on-one with each team member and ask, “What’s one thing I could change to make your job easier?” One team member asked for a better mop—just £8. She felt heard and more committed to her role.

Clear Goals, Regular Check-Ins
Set clear job expectations and meet monthly. If targets aren’t met, check in every two weeks. If things keep slipping, meet weekly. This keeps everyone on track and helps you act fast.

Create a Supportive, Balanced Culture
Avoid cliques and favouritism. Let people work flexible hours or do portfolio work. This reduces burnout, especially in tough months like February. A calm, kind team works better together.

Know When to Let Go
Not every team member will fit your salon’s culture. Some may be toxic or always negative. It’s not your job to keep them. Helping them find a better fit is kinder and better for your team.

CONCLUSION
Great team motivation isn’t about big spending—it’s about small, thoughtful actions that show you see your team. Like Phil Jackson’s belief that winning comes from trust and teamwork, your salon thrives when your team feels valued. Explore more ideas at buildyoursalon.com.