Suggest a Style – Let’s work with what we have. What styles are available with the hair he has left? Can it be slicked back? Can it be cut short enough to stick up/fluff up? My rule of thumb for thinning and fine hair has always been…” the less hair you have, the less hair you SHOULD have”. The shorter the better with thin and fine hair. When his hair is short and he only has half a head of hair you can use the extra appointment time to make the experience that much more special for him. A longer scalp massage at the shampoo bowl and a neck and shoulder massage at the chair are more than fair trade offs for your time toying with those wispy lengths. You will still run well and take the next client on time.
Comp the cut – Incentivize him to make the change. Offer the cut for FREE. If the first big cut is on you it just might be the push he needs.
Swap His Spray – Every comb-over is held in place with a nasty spray. Offer to trade out his can of spray (he will no longer need it) for a quality shampoo you offer from your retail selection. He will enjoy the ease and time savings of shampoo-and-go as opposed to the labor of all that creative combing and secure spraying. This will introduce him to professional take-home salon product. A lot of those comb-overs avoid shampooing often. Eliminating the blow and spray game will lead to more frequesnt shampooing, a healthier scalp and healthier looking hair, too.
Introduce Hats – The huge fashion resurgence of hats in recent years is a boon to the bald. Men who are self conscious about hair loss can find unique personal style in the selection of fashionable and appropriate hats for all occasions. Have a few on hand for him to try. Offer selected styles for sale in your shop. Have a referral ready for a trendy hat shop in the area.
By positioning yourself as a source of guidance, information and solutions in all hair situations you can strengthen relationships, earn significant loyalty and clean up the look of the airport all at the same time.
Kill a few comb-overs and you will gain the confidence to tackle this sensitive and serious salon issue with professionalism and style.