How You Get Paid Is Irrelevant

How You Get Paid Is Irrelevant

February 9, 2015Nina KovnerENGAGE, GROW

“Do what you do so well that they will want to see it again and bring their friends.” Walt Disney

In the world of professional salons, it has always baffled me how there is so much focus on how people get paid. Commission, salary, commission plus salary, team based, self-employed, independent, 1099, ugh, the list goes on and on…

And to be clear, this is not a debate on booth rental or commission salons, which is the better model or who is right or wrong, that is not a debate I choose to engage in, this is about what really matters to clients.

To me, it does not matter how you get paid, or what business model you choose to create, lead, manage, or work in.

Here is what matters…

#promisesmatter
Can you deliver an awesome experience consistently? The key word here is consistently? If you promise me a 5 minute scalp massage, trust, I know when you decided 3 minutes would be ok this time, guess what, its not ok.

#iamtheclient #ouch
Are you available when I want to get my hair done? Remember, I am the client, so my availability is more important than yours.

#myterms #notyours
Can I book with you 24/7?

#areyoudiscoverable
Do you have a website? Can I find your story online?

#referrals
How are your YELP reviews? Are there several, posted consistently over time?

#socialstatus
Can I find you on Instagram or Facebook? If I can’t, I don’t think you exist.

#ifnotgoodluckseeingmeanytimesoon
Do you pre-book my next appointment as a convenience to me?

#reducenoshows
Do I get a text or email reminder of my appointment?

#itmatters
Do you make my days brighter, my hair awesome and most importantly my heart fuller?

#selflove
Are you loving and kind? Authentically, kind and loving. To yourself, and those around you?

#omg #fail
Do you support & cheer on the people around you? Opposed to having a nasty attitude and talking shit about those around you and many times in front of me?

#notagoodlisttobeon
Is your space clean? I mean really clean? Or could your salon end up in a Buzzfeed list on grossest salons?

#youareresponsibleforthernergyyoubring #thankyou #sage
Is your energy clean? If it’s not, take care of that shit before you get to the salon.

#beginnersmind
Are you passionate about learning and trying new things?

#listentome
Are you really, really listening to me? Sometimes I think you aren’t. I said I loved that product you used on me, but you never offered it to me to take home.

#purpose #givemeareason
Do you know your why, and more importantly, do I know your why?

#valuematters
Is the value you deliver more than the price you charge? It better be. Because if its not, I will look for a less expensive option.

#wordofmouth #referrals
You see, if you do all these things, consistently, over time, you can create an awesome business + life. Because when you do all those things, consistently, I get excited. And when I get excited, I tell my friends.

Let’s stay focused on what matters, just like Mr. Disney did. #waltwisdom

Love + Awesomeness-
Nina, a salon client

Are You Really Worth It?

November 10, 2014Nina KovnerGROW

“The realization of what it takes to create value might break your heart, because it means you have to specialize, take risks, create art, leave a positive impact and adopt generosity in all you do.”

Seth Godin

Are You Really Worth It?

Here is the audio version of this post. Enjoy!

Price and value has been heavy on my mind lately, as I continue to see a wave of discounting of services from hairdressers, salons, education companies, fitness studios and more. I would have to say it is one of the most heartbreaking things for me to see when working with small businesses.

You see, what it tells me, without even knowing you or your business model, is that you have no plan. No brand purpose or promise. You do not value your own services or business.

While doing research for this post, I came across a blog from the great Seth Godin, titled, On Pricing Power, and it opens with this profound statement, which I could not say better myself…

From Seth’s blog…
If you’re not getting paid what you’re worth, there are only two possible reasons:
1. People don’t know what you’re worth, or
2. You’re not (currently) worth as much as you believe

This is probably the most important part of creating an awesome brand. Whether you are premium price or the lowest price, you still need to have a deep understanding of value, price and worth.

There is nothing wrong with promotions, adding value, or special pricing, but if discounting is the foundation of your brand, it’s gonna be a tough, painful road.

Instead of…

Instead of focusing on how little you can offer your services for, begin to focus on what value you bring to the table. And deliver that, consistently. It’s amazing what happens when people are happy with their experience and begin to tell their friends.

Instead of focusing on how little you can offer your services for, begin to focus on content creation that brings a ton of value on social platforms.

Instead of focusing on how little you can offer your services for, begin to focus on your WHY.  WHY I would choose you over someone else?

Instead of focusing on how little you can offer your services for, begin to focus on how you are going to be a better businessperson.

Instead of focusing on how little you can offer your services for, begin to focus on healing the part inside you that does not see your worth. By far, the most difficult journey you will take, but so worth it. Just like you.

Love + Awesomeness-

Nina

PS: This concept applies to undercharging, overcharging and discounting. Again, it’s about understanding value, price and worth, not delusion or greed.

The Business Down The Street

The Business Down The Street

October 27, 2014Nina KovnerGROW

“Comparison is the thief of joy.”

Theodore Roosevelt

The Business Down The Street

 (image via @jacksonk10 on Instagram)

 Here is the audio version of this post. Thank you so much for listening.

As Theodore Roosevelt famously said, “Comparison is the thief of joy.” It can be a thief in business too.

On Saturday, I posted the above image to Instagram with the following message…
“Often when working with small businesses I hear something like this… Well the business down the street is charging this or promoting this or… should I do that? Awesome businesses are created when you define your own purpose, promise, target market, set clear objectives, create a bad ass strategy and execute like a mother … Focus on creating your own kind of awesome.”

It was one of my more liked posts. But this topic requires more time and explanation than an Instagram post. So here goes…

Yes, studying success and awesomeness is important. Learning from the greats, the ones who have consistently shown growth and profitability, the ability to create a strong culture, etc. Having an in-depth knowledge of those who have successfully gone before you, yes, all of that is awesome and important.

However, when we are comparing our business to the one “down the street”, this is where I have issues…

  1. Do you know their business model?

  2. Do you know their strategy & target market?

  3. Do you know their plan?

  4. Do you know their sales?

  5. Do you know their profitability?

  6. Do you know their cost of sales?

  7. Do you know how they are funded?

  8. Do you know how long they will be in business?

  9. Do you know if their clients are happy?

  10. Do you know if their team is happy?

My guess is NO. You do not know. Therefore, how can we even begin to compare our business to theirs? What if we decided to follow a pricing strategy of a competitor that was headed down a road of putting them out of business? Or a promotional program that depleted all cash flow and pissed off clients and team members? OMG, can you imagine?

Before you look around one more time to see what others are doing, take that time to look within. Your own objectives, your plan, your strategy, your P & L, your business model. Start there.

Focus on creating your own kind of awesome. And connect with and learn from people who not only own businesses but grow businesses, for reals.

Love + Awesomeness-

Nina

Sticks + Stones

Sticks + Stones

October 20, 2014Nina KovnerENGAGE, GROW

“Without knowing the force of words, it is impossible to know more.”

 Confucius

 

Sticks + Stones                                                                            (image via Google)

Here is the audio version of this post. Thank you so much for listening.

Have you ever heard the nursery rhyme “Sticks and stones may break my bones but names will never hurt me”? OMG. That was actually something we put into children’s minds.

I like to think we have evolved more intellectually and emotionally to know how incredibly damaging that message is. But sadly, that is not always the case.

Words matter… in business and in life.

  • They create an awesome experience. Or create a not so awesome one.

  • They help build confidence. And they can destroy it.

  • They build relationships. And break them.

  • They build trust. Or create doubt.

  • They can excite me. Or they can bore me.

How much time do you spend choosing the words you are using in your business communications, both online and off?

How much care do you use when choosing the words you use when coaching a team member or speaking to a colleague?

How conscious are you of the words you choose when talking to yourself? (and please don’t even tell me you don’t talk to yourself. We all do. Whether we are conscious of it or not.)

Some wander through the social web, through business, and life, using words that have the potential to cause damage. But some choose to use words that empower, enrich the conversation and create awesome experiences.

Your choice. Choose wisely.

(shared with LOVE from Nina)