As we discussed in our last blog post, the client consultation is at the heart of client/stylist relationship and is foundational for a successful appointment. Whether or not you have been in the business for a long time or you are just getting started, it’s important to be intentional about the subjects you cover in each consultation. Today, we are going to cover five things that should be a part of your client consultation.
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The Five Essential Parts of Every Client Consultation
Though each client consultation will look a little differently based on your clients needs and personality, most need to include these five aspects to give them a comprehensive recommendation and to allow you to know exactly what they want.
First, it is important to ask questions to allow the client to share their thoughts about their hair. Open-ended questions are best. Ask your client:
- What would you like to achieve with your hair today?
- What is your hair care routine?
- Are you wanting to keep your hair the same for awhile or change it up soon?
- What is your personal style?
To get the most out of your consultation, you could encourage your clients to fill out a short questionnaire. Include the questions listed above and others that can help you get a better idea of what your client is looking for and — if they are a new client — get to know them. If you choose to provide a questionnaire, be sure to discuss their answers during their consultation.
Talk About the Appointment
Once you know what they are looking for, it is best to discuss what their appointment will look like and what they can expect for future appointments. This is crucial for clients who are requesting more complex treatments or working towards a dramatic style change. Giving them an idea of what the process will be to achieve their desired look and why you must accomplish it in that way will allow you to educate your client and build trust with them.
As you discuss what your client is looking for, it is also important to discuss their budget. Thought money won’t be an issue for some clients, others may have to take a longer route to achieve their desired style or may need to find a less expensive, but similar style. Giving the client a clear picture of what they can expect to pay is a must for building trust.
Discussing the maintenance process is also an important part of the consultation. Most likely, it will naturally come up in conversation as you explain what will take place during their appointment and the following appointments if you are working with them to create a dramatic style change: be clear about how often they will need to come back to the salon for touch ups or a trim.
Recommend At-Home Care
Lastly, make recommendations for at-home care. Suggest products that will help them care for their investment, that fit within their budget, and can be easily integrated into their hair care routine. Additionally, after the consultation, if they are trying out a new style, be sure to show them as you style their hair the steps they can take to achieve the same look.
Stay tuned for more posts on the Hairskeen blog about establishing a successful relationship with your clients, and visit our website to learn more about our hair replacement for men products and service trainings — learn how to enhance your service offering today!