Okay my fellow stylists, this one’s for you. If you’re in this business, you know that there is an art to mastering a client consultation. I always find myself feeling a mixture of nervous and excited on these days. On one hand, you have the opportunity to meet someone new and possibly make a lifelong client, but on the other hand it can feel a bit like an interview. Consultations are interesting because sometimes it has nothing to do with your skills and everything to do with how well you vibe with the person sitting in your chair. Again, this can be nerve-wracking!
After many years of consultations, whether I am meeting someone interested in a basic color and cut or fitting them for HALOCOUTURE extensions, there are a few things I’ve learned that apply across the board. Hopefully these tips will help you breeze through your next consult AND win the business.
Identify the Need and Validate
I always begin my consultations by asking what their concerns are with their hair and what they are hoping to achieve. I want to help them identify the problem and then offer a solution. I typically hear issues regarding the integrity of the hair, color and tone and technique. Once we address the problem, my goal is to make them feel heard by validating their concerns and then creating an appointment plan.
Have a Backup Plan
Remember, you’re the expert. More times than not, when a client sits in my chair, she asks for my opinion. Something isn’t working and she is looking to me for help. That being said, they probably know what they are most comfortable with and if you only present them with one option, you run the risk of scaring them off early on if it’s not what they have in the back of their mind. To avoid this, present two options (light and dark, short and long, etc.). Make them feel like you can do it all.
Use Pinterest in Your Favor
The most searched topic on Pinterest? You guessed it. Beauty. It’s inevitable that your client will come to the table with a plethora of inspiration pictures. This can be super helpful, but it can also be a bit problematic. As we know, every Pinterest photo isn’t achievable for every person. I recommend having your own Pinterest boards put together and present them to your client. That way, she has something to look at that you know is achievable for her hair.
Always be Confident, Honest and Positive
I think we can all agree that being honest is the golden rule in our industry. We know our own skill set and we must honor that when it comes to taking on new clients. That being said, it’s also important to be confident and positive, whether you’re the right fit or not. As soon as someone sits in your chair, they’re excited for what’s to come and it’s important that we continue to encourage that excitement. Every consult won’t go your way, but if you can keep the client top of mind throughout the experience, you’ll allow her to win no matter what.
These may sound like simple techniques, but I promise you they can make all the difference.
You’ve got this.
