Guides Money on the table
Salon deposit policy best practices. Charge enough to matter. Refund clearly. Exempt your regulars.
Deposits feel transactional, and beauty is relational. That tension is why so many owners avoid them. You do not want a new client's first impression of your studio to be a hand reaching for their wallet before they have even sat in your chair. The fear is real, and it is worth respecting. But an unprotected slot is not free. When someone books your prime Saturday window and ghosts, you lose the revenue, the chance to fill it, and the regular you turned away to hold it. Over a month, that adds up to real money walking out the door.
Our position at BKRDY is simple. Deposits work when they are small enough to feel reasonable, large enough to sting if forfeited, and waived for the clients who have already earned your trust. Done that way, a deposit is not a punishment. It is a commitment device, the same gentle nudge that makes you show up to a class you paid for. If you run a hair salon or any appointment-based studio, the goal is a policy your clients barely notice and your calendar quietly thanks you for.
This guide walks the whole thing end to end: how much to charge, refund rules in plain English, who to exempt, the technical setup, the tricky edge cases, and the exact scripts for the conversations that feel awkward. Read it once, set it up in an afternoon, and stop chasing missed appointments by hand.
Why deposits exist (and why most policies fail).
A deposit is not about the money you collect up front. It is about the behavior it changes. When a client has skin in the game, even a small amount, they show up. It is the single most reliable lever you have to protect your calendar, and it is cheaper than any reminder campaign.
So if deposits work this well, why do so many policies fail? Four reasons, and almost every struggling policy has at least one. First, the deposit is too small to matter. A five dollar hold on a hundred dollar service is a rounding error, and clients treat it like one. Second, the refund rules are confusing, so clients hesitate to book at all. Third, regulars get treated like strangers, which quietly erodes the loyalty you spent years building. Fourth, the policy is invisible at booking, surfacing only when something goes wrong, which feels like a trap.
Get those four right and the rest of this guide is detail. If no-shows are your core problem, pair your deposit policy with the broader playbook in our guide on reducing no-shows, because deposits are the foundation, not the whole house.
How much deposit to actually require.
The right deposit is proportional to what you lose if the slot goes empty. A flat number works for cheap services and breaks down fast for expensive ones, so tier it by service price. Here is the framework we recommend.
Under $50 service: charge a flat $20. At this price a percentage is too small to change behavior, so a fixed amount that represents a real chunk of the ticket does the work. $50 to $150 service: charge 25 percent. Big enough to sting, small enough that nobody balks. $150 to $400 service: charge 30 percent. These are your longer, harder-to-refill appointments, so the commitment should rise with the stakes. Over $400 (bridal, color correction, transformations): charge 50 percent. These slots can eat half a day, and a no-show here is catastrophic, so the deposit should reflect that.
Why proportional beats flat: a $20 hold protects a $40 haircut just fine, but it is meaningless against a $600 color correction that ties up your whole afternoon. The deposit should track the size of the hole a no-show leaves. BKRDY uses one rule for your whole menu, a flat amount or a percentage, so a percentage is the way to make the deposit scale with each price. Set it once under payments and the booking flow handles the math for every client automatically.
Refund rules that are clear in plain English.
Confusing refund rules cost you bookings before they ever cost you a no-show. Clients who cannot tell whether they will get their money back simply do not book. The fix is a three-rule structure anyone can understand in ten seconds, written the way you would say it out loud.
Rule one: cancel 24 or more hours out, and your deposit is refunded in full within five to seven days. Rule two: cancel inside 24 hours, and the deposit is forfeited, but you can rebook within 30 days and we will apply it as credit toward that visit. Rule three: no-show with no notice, and the deposit is forfeited with no rebook credit. Three rules, no fine print.
The middle rule is the one that earns trust. A blanket non-refundable policy protects your time but feels punitive, and punitive policies generate disputes and one-star reviews. By offering a 30-day credit for late cancellations, you keep the protection (the slot is still gone, the money is still committed) while giving the client a fair off-ramp. Life happens, and the people who genuinely had an emergency come back instead of leaving angry. For the full copy-and-paste language, including the deposit clause, use our cancellation policy template.
Who should be exempt from deposits.
A deposit is a filter for risk, and your most loyal clients are not the risk. Asking a regular of three years to prepay every visit sends the wrong message: that you have stopped trusting them. So plan for exemptions from day one. Three groups should be spared the deposit.
One: returning clients who have completed three or more visits with no no-shows. They have proven they show up. Two: clients you have known personally for years, the ones who would text you directly if something came up. Three: clients on a recurring four-week schedule, because the standing appointment is itself a commitment, and double-charging that relationship feels petty.
BKRDY has no exemption setting: the deposit is one rule for everyone who books online, and a tag does not change it. The way to spare a regular is to book them in yourself from your calendar, where no deposit is asked. It takes a minute per booking and your best people never feel the friction, which is exactly how it should be. The whole point of a good deposit policy is that the clients you most want to keep barely know it exists.
How to set up deposits in BKRDY.
The setup takes about ten minutes and lives in three places. Do them in order and you only touch each once.
Step one, set the deposit. Go to Settings, then Payment rules, and set one percent or flat amount for your whole menu, using the tier that fits most of your bookings. A service with no price never asks for money up front. Save. Step two, write the rules. Go to Settings, then Policies, and paste your three refund rules into the cancellation policy so they show on your booking page. Step three, confirm the messaging. The confirmation email already shows the deposit paid and the balance left. Go to Settings, then Notifications, and add a line about the deposit to the reminder email, so the client is never surprised.
That last step is the one people skip, and it is the one that prevents disputes. When the deposit, the rules, and the amount all appear before payment and again in the confirmation, a chargeback has nowhere to stand. Stripe-backed deposits in payments are charged at booking and come off the total automatically, so you are never manually tracking who paid what.
Scripts for the deposit conversation.
The policy is the easy part. The conversation is what most owners dread. Here are three scripts for the moments that feel awkward, written to be calm, warm, and final. Copy them, tweak the voice to sound like you, and save them as canned replies.
The new client asking "why a deposit?" Reply: "Great question. Our booking system holds your slot with a small deposit that comes right off your service total, so it is not an extra charge. It is standard for new bookings and just helps us reserve your time. You will only pay the remaining balance when you come in." Friendly, confident, and it reframes the deposit as a prepayment rather than a toll.
The client who cancels inside the window and gets a refund. Reply: "All set. Your $40 is on its way back to your card and should land in five to seven days. Looking forward to getting you rebooked whenever works." Fast, no friction, and it leaves the door open. People remember an easy refund and book again.
The awkward forfeit. This is the hard one, so keep it kind and reference the policy they already agreed to. Reply: "I completely understand, and I am sorry we could not make it work this time. Per the policy you saw at booking, the deposit does not refund inside 24 hours. But I would love to apply it to your next visit if you rebook within 30 days, so it is not lost. Want me to find you a new time?" You held the line and offered a path forward in the same breath. That is the whole game.
Bridal, group bookings, gift cards, and rebooks.
A few situations need their own rule, because the standard tiers do not quite fit. Handle these four cleanly and you will rarely hit a case your policy cannot answer.
Bridal. Treat the trial and the wedding day as two separate appointments, each with a 50 percent deposit, and lock both 14 days out instead of 24 hours. Wedding-day slots are impossible to refill on short notice, so the longer lock and larger deposit protect what is genuinely irreplaceable. Group and event bookings. Require 50 percent and put the terms in a short separate agreement, because a six-person party that ghosts can sink an entire afternoon.
Gift cards. A deposit can be drawn from a gift card balance with the client's permission, so a gift recipient is not blocked from booking. Just confirm before you charge the balance. Rebooks with stored credit. When a client rebooks using forfeited-deposit credit from rule two, the full credit applies to the new appointment and you do not stack a second deposit on top. The credit is the commitment; asking for another deposit would feel like a penalty for coming back, which is the opposite of what you want.
How to know if your deposit policy is working.
A deposit policy is not set-and-forget. Watch three numbers for the first 60 days, on a simple sheet if your software does not report them, and adjust if any drift out of range.
Booking conversion rate. Compare the weeks before and after you introduced deposits. A small dip is normal and healthy, since you are filtering out the flakiest bookers. But if conversion drops sharply, your deposit is too high or your refund rules read as scary, so dial it back. No-show rate. This should fall within 30 days. If it has not moved, your deposit is probably too small to change behavior, so raise it a tier.
Refund rate. If you are refunding a lot of deposits, your cancellation window may be too tight, pushing genuine late changes into the forfeit zone and generating friction. Loosen the window or widen the credit option. Read these three together, not in isolation: the goal is fewer no-shows without a meaningful hit to conversion. When deposits, refunds, and conversion all sit in their healthy ranges, your policy is doing its job quietly in the background, which is exactly where it belongs.
Set it once, then forget about it.
A good deposit policy is mostly invisible. New clients prepay a fair amount, regulars are waved through, late cancellations turn into rebook credit instead of arguments, and your Saturday calendar stops leaking revenue. The rules take an afternoon to set and rarely need touching again.
BKRDY includes Stripe-backed deposits, one rule for your whole menu, and a payments overview to check the money, with 0% platform markup on top. See what that costs on our pricing page, then set your deposits the same day.
Questions
Are deposits legal in every state?
Yes, as long as the policy is clearly disclosed before the client pays. Some states have stricter rules about how refunds are described, so spell out your terms in plain English at booking. If the client saw the policy and agreed to it at checkout, you are on solid ground.
What if a client refuses to pay a deposit?
Then that person is probably not your client. Decline politely and move on. The clients who push back hardest on a small, refundable deposit are statistically the same ones most likely to no-show. A deposit filters them out before they cost you a slot.
Should deposits be refundable or non-refundable?
Both, depending on timing. Refundable inside your cancellation window, non-refundable outside it. A hybrid policy feels fairer to clients and converts better than a blanket non-refundable rule, while still protecting your time when it matters.
How do I exempt my regulars from deposits?
In BKRDY, book them in yourself from your calendar, where no deposit is asked. Online bookings all follow the one deposit rule, and a client tag does not change that. It takes a minute per booking and saves your best customers from feeling like strangers.
What happens to the deposit if I cancel on the client?
Full refund, every time, within five to seven days. In BKRDY the refund is one tap back to the original card. If you canceled last minute, offering ten to fifteen percent off the rebook is a small goodwill gesture that keeps the relationship warm.
Can I charge a flat deposit instead of a percentage?
Yes. For services under fifty dollars a flat deposit is simpler and easier to explain. Above fifty dollars, a percentage scales with the value of the slot you are holding, so it stays proportional to what you would lose on a no-show.
Does the deposit come off the final price?
Yes. A deposit is a prepayment toward the service, not an extra charge on top. BKRDY applies it automatically at checkout, so the client only pays the remaining balance when they sit in your chair.
What if the client wants to switch services after paying a deposit?
Apply the deposit to the new service if it is equal or higher in price. If the new service is cheaper, refund the difference within five to seven days. The deposit follows the client, not the original booking, so a switch never costs them money.