The most important part of your service that you might be forgetting
Would it surprise you to know that the most important part of your service isn’t the outcome of the hair? Beautiful hair holds no worth if it A) doesn’t suit the client or B) isn’t what they had in mind. I don’t mean to keep repeating myself, but I really want to bring home to you how important the consultation is. It’s top dog. Queen of Hearts. The Beyonce of your service if your service was a concert.
Without a good consultation, everything else falls apart. The consultation is the foundation on which you build the rest of your appointment.
Consultations aren’t only good for discovering what the client wants and/or doesnt want. They help you get to know your guest, help you establish your level of expertise, show you the framework for what needs to be done, establish areas that may need special care… etc. If you’re not practicing good consultations, you’re not practicing good business.
Here are a few tips on how to uplevel your consultation TODAY.
Nail your first impressions.
First impressions mean a lot, and 70% of them are based upon non verbal cues. If you’re not sure where to start, you can check out my post here all about making a good first impression.
Ask better questions.
Asking the same things you rehearsed back in cosmo school isn’t helping you get anywhere. You need to ask questions differently to spark different answers and give insight in to things you might be missing. Rule of thumb: ask open ended questions to see what kind of journey they take you on. Try asking “whats your absolute dream hair look like?” instead of “do you want to be lighter?”
Consultations aren’t going to do much for you if you can’t remember what they said. Create a checklist (or download mine here) so that you can keep notes, keep track, and keep killin the consultations.
Reconsult at every appointment
Consultations aren’t just for new clients. It’s time we start revisiting our guests needs every time they step foot in the salon. Even if they’re not keen to change and they’ve been the same level 4 neutral brown with a clear gloss for the last twelve years. Suggesting small tonal changes or a different shape for their fringe can be a great way to check in with them on how they’re feeling about their locks. (bonus points: it lets them know you care, even if they’ll forever be an all over 4N.)
Want even more tips on upleveling your consultation (aka changing your career forever)? Join my email list - I’ll be doing a mini series really soon that will focus on this exact subject and I want YOU to be the first to know about it!