One of the biggest PR assets your business has is your team, and one of the most important weapons they have to promote your business to clients is the consultation.

Despite the power of the consultation, it is often the part of the service that is overlooked. Recent research by HABIA reveals that while 97% of hairdressers say they offer a consultation, only 7% of clients actually think they’ve had one. This disparity certainly suggests something is amiss!

With any new client, the consultation should be particularly thorough. Ask them loads of questions about their hair and its specific needs and challenges. And don’t forget to ask what they like about it too. With this information, you can not only give them the haircut/colour they want, but prescribe the treatments and homecare that could help them achieve their dream hair. You don’t have to give it the ‘hard sell’, just offer the information so that every client knows what you offer and that you have the solutions to all their hair needs. Many clients want this service and will be happy to spend more to get the hair they’ve always wanted.

And don’ neglect existing clients. They need a consultation too. What did they like about their last cut and/or colour, did they have any problems recreating the look at home or maintaining the colour. Any other issue they are having with their hair that you might be able to advice on? You’re not selling, you’re offering an expert service. If the client doesn’t want to take you up on your suggestions, that’s fine, don’t make them feel bad, but make sure you and your team have given them all the information they need to make the right choices for their hair.

Always remember, people come to you and your team because you are experts in hair. Don’t be afraid to share that expertise.