Chapter 2

When I discount a session, what am I actually cutting?

Giảm giá một buổi, tôi có biết mình đang giảm vào đâu?

The chapter's question

What does one session of my service cost, including chair time?

Big idea

If you do not know what one session costs, every discount is a blind discount.

In this chapter

  1. Part 2.1

    Technician Hours and Chair Hours

    How many stylist-minutes and how many chair-minutes does one session take?

  2. Part 2.2

    Product per Session

    How much product does each session consume, measured rather than guessed?

  3. Part 2.3

    Fixed Cost per Chair Hour

    How much rent and utilities does each chair-hour of mine carry?

  4. Part 2.4

    Which Service Loses Money

    Is there a service of mine that loses money every time it is performed?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Selling the Course, Not the Session is free to read right here.

Read in Conan School

Chapters of Selling the Course, Not the Session

  1. 1.Are clients paying for an hour, or for the mirror?
  2. 2.When I discount a session, what am I actually cutting?
  3. 3.Does a package serve clients, or just my cash flow?
  4. 4.Can I offer a package without it feeling like pressure?
  5. 5.Is never raising prices really how I keep clients?