We’re all familiar with hair extension consultations—those all-too-important appointments where you and your client work out the expectations, procedures, and specifications of the hair extension installation. But the consultation format is useful for many other hair situations, too. From color jobs, hair relaxing services, and even haircuts and general hair care, meeting with a client to talk out the details of any given process is extremely useful for everyone involved. There’s no better way to build rapport, ensure satisfaction, and preserve top-notch hair quality all at once. So this week, we’re going to talk you through a potential hair care consultation, and invite you to try it out in your salon soon!

What:
A hair care consultation is an appointment where you and your client will discuss the ideal hair care regimen for your client’s hair type. You’ll help them to classify their hair based on various type scales (oily to dry, porous to nonporous, curly to straight, etc.) and to formulate their hair care goals and metrics (so they know how to track their improvement).

Why:
Hair care is important in and of itself as part of basic human hygiene, and it’s additionally important for encouraging a client’s self-esteem and confidence. Hair is a loaded topic in our image-based society, and as stylists, it’s our job to help our clients achieve their ideal hair conditions. Furthermore, good ongoing hair care ensures that our work is viewed in the best possible light, and that the products of our efforts (and our clients’ investments) remain intact long after the salon service is complete. After all, your client’s hair is your business card, portfolio, and/or resume; your business will grow when your client’s friends ask about their hair, and your client speaks affirmingly of your work.

When:
When you perform a hair care consultation will depend largely on what other services your client is seeking/receiving from you. If your client is also a hair extension user, we suggest that you conduct the hair care consultation after the hair extensions have been installed so you can more effectively direct their hair care regimen with product recommendations. Of course, hair care requirements should be touched upon during a hair extension consultation so that the client is aware of the commitment they’re making, but hair care specifics can reasonably be saved for later so as not to overwhelm the client with information that they cannot immediately use. Consider separating the hair care consultation from the installation appointment by a couple of days to encourage your clients to adhere to the 48-hour rule.

How:
Ask your client in advance to think about their hair history, hair experience, and hair goals before arriving to the consultation, and advise them to bring images of their hair inspiration and a list of their currently used or favorite products to the appointment. You can do this by providing them with a short question card for this purpose. Have an iPad or other electronic device handy in the event that you or your client need to look up images or information during the consultation.

Invite your client to describe their hair in their own words. Have them describe their hair care process, and ask whether they’re satisfied with the results they’re seeing. Get a sense for how much time, energy, and/or money your client is willing to spend on their hair care process, and develop a range of steps (say, 2-4), a loose shampoo and conditioning schedule, and a budget based on the information they provide.

Conduct a few measurements of the client’s hair, identifying its: length, individual hair thickness, overall hair volume, porosity, oiliness/dryness, level of damage or health, curl pattern, and color (shade and tone—you may use the Color Swatch for this). Modify your product and regimen recommendations based on these details, as well as your client’s hair care history and goals. If your client is a professional extension user, help them to understand the differences between their natural hair and extension hair, and alert them to products that cater to a range of hair types.

If possible, provide the hair care consultation for free, generating revenue from aftercare product sales, instead. You can set the client up with product samples if they’re on the fence, or even with an After Care Kit, which is useful for both extension clients and non-extension clients alike. This season we’re offering a special, limited edition version of our After Care Kit, complete with our Dry Spray Shampoo, Hair Extension Brush, hair care card, and a chic little beauty bag to hold it all. Visit your local distributor to take advantage of the promotion.

Have you conducted a hair care consultation in your salon? Tell us all about it in the comments below!