Creating a profitable service menu for your hair salon isn’t just about listing services—it’s about strategically designing your offerings to meet client needs while maximizing revenue. For beauty industry professionals, your menu is one of your most powerful tools for business growth. Here, learn how to craft a service menu that serves your clients and your bottom line, drawing inspiration and expertise from some of the most renowned names in the industry.
Understand Your Market
“Understanding your local market and its unique needs is crucial when crafting service and product solutions,” says Nina Kovner, founder of Passion Squared. “By combining these insights, you can create a service menu that aligns with your brand and resonates with your local audience.”
On the flip side, Linda Macchi, Global Redken Business Artist and Salon 877 owner, says you should consider whether you want to attract a different type of customer outside your local market and how that can reflect in your service menu. It’s been her experience that “customers and clients will travel for great service.”
Signature Services
Focusing on signature services sets your salon apart from competitors and reflects your unique brand identity. “Think of [signature services] like the portion of a menu in your favorite restaurant that reads: Chef’s specials or Signature Dishes,” says Suzie Bond, L’Orèal Professionnel Artist and Bond Beauty owner. “These are the best of the restaurant. Make it a separate category and add some client feedback to reassure new guests of the value in these services.”
Bundle Services and Add Value
Bundling services is a strategic way to enhance client value and increase revenue. “If you’re introducing a new scalp facial experience and aiming to pivot toward a holistic, head spa vibe, you could bundle a scalp facial with a haircut,” says Kovner. “This strategy adds value for the client, markets your new service, and promotes related at-home care products.”
Bond points out that “building added value is more important to sealing the deal on add-on services.” She explains that including a service like the L’Oréal Professionnel Metal Detox Treatment in combination with a color refresh, for example, can encourage budget-conscious clients to have a complete salon experience that leaves them feeling great about their appointment.
Price With Purpose
Pricing isn’t just about covering costs—it’s about reflecting your brand’s market position and the value of your services. “Initially new guests look at the pricing,” says Macchi. “This is where a menu will show talent level, education, and experience.”
Kovner explains, “Profitability requires a deep understanding of your market position—value, moderate, or luxury—your total costs, estimated sales per service, and your desired profit margins.” Bond adds, “Your competition should not be as big of a factor. It’s all about being profitable and appealing to the market, not pricing your services to match everyone else. Build value into your names and services, and they will come.”
They remind salon owners to focus on the overall profitability of the business rather than individual service margins, designing pricing strategies that align with both brand and business goals.
Keep It Simple
An overly complex menu can overwhelm clients. Instead, organize your services into clear categories like haircuts, color services, and treatments. “Service menus should tell a strong story about what your company does, talent, and price point,” says Macchi. “A client should know exactly what to expect.”
