DO YOU KNOW HOW TO CONSULT LIKE A PRO?
I BELIEVE THERE ARE 7 STEPS TO AN EFFECTIVE EXTENSION CONSULTATION.
As stylists, you know how vital communication is to building strength any relationship – especially when creating profitable relationships with your dream clientele. It is your job to understand what your client is seeking from you (I mean REALLY understand) — decide if you’re able to achieve it for them — and develop a plan on how to move forward from that point. This is often NOT an easy task.
Clients speak a different language than stylists. They see colors differently and frequently do not grasp the science behind what we do. All of this can result in a struggle and lead to frustration on both ends. When you add hair extensions into the mix… it becomes a whole new game. An extension consultation is not your typical client consultation. This conversation must be even more detailed & purposeful, in order to create a successful business relationship.
SO LET’S START BEFORE ANYONE HAS EVEN SAID A WORD. LET’S START WITH YOUR APPEARANCE.
Potential extension clients walk into the salon with the intention of committing the largest financial investment they’ve likely EVER made on their hair. And they are considering making that investment with YOU — under your expertise, in your chair. Your appearance must be ON POINT!
YOU need to walk into the salon dressed in a way that comforts your potential clients in spending those thousands of dollars with you. YOU need to look like you are worth that large investment.Side note: As I teach the stylists in my salon & the attendees of my class, you guys should show up at the salon looking like the badass hairstylists you are EVERYDAY — no matter if you are seeing new clients or old clients!My next insight is your body language.
Don’t stand in a mirror & speak to your clients while standing behind them.
PULL UP A CHAIR. SIT DOWN AT EYE LEVEL WITH THEM.
Open yourself up & show how much you appreciate that they trust you. Show them that you are grateful that they chose YOU to make their investment with.
With those two, important pre-consultation details discussed — let’s jump into the first two of SEVEN steps of my highly-effective, consultation process.
STEP 1: I BEGIN WITH GREETING POTENTIAL CLIENTS AND ASKING THEM THIS OPEN-ENDED QUESTION.
“Hello ___, please tell me why you are here today! Tell me about yourself, your hair problems, and — your hair DREAMS.”Then, stop and LISTEN.It’s really that simple. Allow them to speak while you LISTEN.Pay attention to what they are saying — learn how you can relate to them & if you are able to help. This first step reveals if this potential is a good fit or NOT. Always remember, not every client is YOUR client.
STEP 2: NOW IT’S TIME TO SHARE YOUR STORY.
Tell them why you are so passionate about hair extensions. Tell them why you wear extensions and LOVE them.
(Another side note — if you are trying to sell hair extensions without wearing them, we need to talk! That is the craziest thing I’ve heard! WEAR THEM. That is how you sell them!!) Show the potential customer that you are able to relate to their problems. Make yourself REAL by showing your own personal before & after. When this trust-connection happens — I can almost feel my clients emotionally gravitate to me. At this point, they believe that you can help them. They are connected to you.
MY CHALLENGE FOR YOU TODAY IS TO WRITE OUT YOUR OWN PERSONAL EXTENSION SUCCESS STORY. WHAT IS IT? EMAIL IT TO ME! I WANT TO HEAR YOUR STORIES – AND SO DO YOUR POTENTIAL CLIENTS!
To read part two of my consultation series click here – How To Consult Like A Pro (Part 2)
Also, I’ll be sharing this exact process in more detail, and with a personal Q & A on The Harper Ellis Digital Suite!