We’ve gotten a lot of DMs recently that all ask the same thing: “I know I need to increase perceived value…but how do I do that?”
We get it. Perceived value can feel hard to define.
Think of it like this: have you ever wanted something so badly that it hardly mattered what it cost? You’d put it on a credit card if you had to, make excuses to justify why you “deserve” it, can hardly sleep because you’re so excited.
That’s what happens when perceived value outweighs the cost. You feel like you’re getting all the value without emptying out your wallet.
And today, perceived value is queen.
Clients are more particular about where they’ll spend their money, and they will only part with it when they feel like the value of the product, service, whatever, outweighs the cost.
So how can you actually increase your perceived value?
Let’s break down the top three ways!
Give your target market what they’re looking for on social media
Your social media isn’t about you or the photos of your cute dog. It’s for your current and prospective clients.
Instead of showing off photos of Rufus (who, yes, we agree is absolutely adorable), create and share posts that highlight what it’s like to be in your chair, how they’ll feel when they leave your chair, and why you’re special.
And instead of sharing photos of that mocha you got from the coffee shop around the corner, use that social media real estate to show your current clients why you are THE best stylist to solve their biggest beauty problems.
Update and streamline your website
After a potential guest has learned that you exist and checked out your social media, they will Google you and end up on your website…making it crucial that your website hooks them in.
How?
We give you the exact website frameworks that have been tested throughout the industry in Website Academy Templates, but here’s what you need to know right now:
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Don’t focus on building a pretty website. Focus on building one that’s optimized to attract and engage your target market.
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Make sure all the links on your website work. ALL THE LINKS. A broken link might not feel like a big deal, but that could be the deciding factor for a potential client.
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Streamline your navigation. Make it easy for potential and current clients to find what they need.
Level up your consultation skills
Consultations aren’t just for your first appointment with a new client or a quick “Hey Kim. Want the same thing as last time? Okay, I’ll mix up your color” at the beginning of the appointment. Consultations should be in-depth, detailed conversations that make sure you and the client are on the same page before you pick up your shears.
Here are some key strategies to level up your consultations:
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Lean into the top four learning styles (visual, kinesthetic, auditory, verbal) in every consultation to make sure you are truly connecting with your client.
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Confirm the plan before you get started. It never hurts to double-check.
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Do a closing consultation before they leave to make sure they’re 100% in love with their look. Don’t just whip off the cape and announce their total.
Increasing your perceived value doesn’t have to be complicated, but it has to be strategic. Take a good, hard look at your business, consider your target market’s pain points, and think about how you can level up your services to exceed their expectations.
If you want to learn more about increasing your perceived value, watch Britt’s Thrivers Monthly Training & Development session, click here to join Thrivers, get access to the Replay Vault, and dig into the full breakdown.