How to Price Hair Extension Services

Adding extensions services to your salon offering can add significant profits to your bottom line, but optimal returns are all in the pricing

Balancing costs, affordability for the client, quality, durability and profit is a delicate formula that can be tough to master. Salon Owner, extension expert and Remi Cachet’s Super Stylist of the Year, Poppy Saunders shares her wisdom on pricing…

How to Calculate Pricing for Extension Services

The formula is actually really simple: Hair Cost + Time (hourly rate) + Overheads. A lot of stylists undercharge because they forget to factor in things like salon overheads, their experience level, the time outside of the appointment (consults, ordering, prep). If you don’t build profit in intentionally, it just doesn’t happen.

The best place to start is by working out your overheads and breaking that down per hour you work, then working out what you want/need to earn per hour and lastly knowing how much the hair costs.

You also need to understand that the method you use affects the cost massively. For example, something like tapes might be quicker to fit, whereas other methods like bespoke keratin bonds are more detailed and time-heavy. The method should always match the client’s lifestyle and hair type, not just the price point, but naturally, more intricate methods will sit at a higher investment level.

Poppy's Top Tips for Pricing Extension Services

• Price based on your skill and the level of demand (not what the salon down the road is doing)
• Knowing what you want to earn per hour is essential
• Work efficiently using systems, so that time isn’t wasted
• If you position yourself as a specialist, you don’t need to compete on price – you compete on results, experience, and reputation

Communicate Openly with Clients from the Beginning 

Client communication surrounding pricing is key and you must normalise the level of investment from the very beginning. No one wants surprises or unclear information on what the service will cost.

Over the years I have developed a system that works well for me. We used to display our price guides online, then go through them during a consultation in the salon. Now, for consistency and freedom, we do not display our pricing online and we only quote once you come in for a consultation. 

My advice starting out is to start with a rough guide for potential clients to see online. During the consultation break it down properly, clearly stressing the value and the transformation. I always explain that extensions aren’t a quick add-on service, they’re a full transformation. You’re paying for the hair, the time, the skill, and the maintenance that comes with it.

If you’re confident in your pricing, clients feel that. If you’re vague or hesitant, that’s when they start questioning it.

Extensions are not a one-off cost, and I think it’s unfair not to be transparent about that from the start. It’s so important a client knows the costs that occur every 8-16 weeks, so that they can make an informed decision on whether this is a feasible expense for them long term. 

At consultation we talk through maintenance appointments, frequency (usually every 6-16 weeks depending on method) and ongoing investment. It actually builds trust. Clients appreciate knowing exactly what they’re committing to, and it avoids awkward conversations later on. 

How to Choose an Extensions Brand 

The brand you select is essential to your success, so look at consistency first. Can you rely on that supplier to give you the same quality hair every single time? Can you rely on stock levels always being consistent? This point is pivotal because your reputation is tied to that hair once it’s on your client’s head.

After consistency check off the rest of your points. How well does the hair last (real longevity, not just what’s advertised)? Is there a great colour range and how do the shades blend? Can you get stock quickly when you need it? What level of support and education does the brand offer?

It’s worth noting cheap hair could see you having to redo your client or damaging your reputation, so I would always say invest in a supplier that matches the level of service you want to offer.

FAQs: How to Price Hair Extension Services

How do you calculate the price of hair extension services?

A simple pricing formula is:

Hair cost + hourly rate + salon overheads = service price

Don't forget to include consultation time, hair ordering, preparation, your level of expertise and the profit margin you want to achieve.

How much profit should a salon make on hair extensions?

There isn't a universal percentage, but your pricing should cover all costs while delivering a healthy profit. Many extension specialists build profit into both the hair and the service time, rather than simply marking up the cost of the hair.

Should you charge separately for the hair and the fitting?

Many salons itemise the cost of the hair and the fitting service to help clients understand exactly what they're paying for. Others provide one all-inclusive quote following a consultation. Whichever approach you choose, clear pricing helps build trust.

Should hair extension prices be listed online?

Many salons choose to display a starting price or price guide online, then provide a personalised quote after an in-person consultation. This allows the stylist to recommend the most suitable method and accurately price the hair, fitting and maintenance requirements.

What should salons look for when choosing a hair extension supplier?

Look for consistent hair quality, reliable stock availability, a wide colour range, proven longevity and strong education and support. Choosing a reputable supplier helps protect your salon's reputation and ensures consistent results for clients.