Trisha Kemp Rice How would you upsell a treatment (hydrating, color boosting, clarifying) before a color service?
> “For the last decade, experts have been advising salon professionals with phrases such as ‘value added’, ‘upsell’ and ‘add-on services.’ Malibu C has brought all these business concepts together with a technology that is current and relevant to the client and salon color services,” says Trisha Kemp Rice, Director of Business Development at Malibu C. “Malibu MakeOver for severe client-hair conditions is a simple, yet important first step in hair color. The results are visible, but how do salon professionals change the way they have been approaching hair color so their clients embrace the change and desire the new approach? Here is a scenario that is becoming more common in salons that use Malibu C:
A client calls for a color appointment and the front desk staff asks if she would like her usual color service or the salon’s Signature Color service. The staffer describes the difference: ‘We still offer the usual color, but we continue to see how many clients’ water used to shampoo at home combined with their lifestyle, affects their color, so now we offer a special Malibu C MakeOver Treatment before the service to prepare the hair for color. We can better guarantee the color is exactly what you want with no surprises, plus the color will remain vibrant longer.’
“This approach almost always works, as clients want the best and now that you have placed the responsibility of any color challenges on their water and lifestyle, they feel more a part of the color process and success.”
Amie Breckenridge Goltz How would a stylist boost a color ticket using the Scruples' Self-Tour of Hair Color consultation as a service?
> “When a stylist uses Scruples’ Self-Tour of Hair Color consultation (The class is a two-day hands-on program that teaches a stylist a unique consultation system that allows them to customize their color.), they start by looking at the skin tone, eye color, face shape, facial features and personality of the client,” says Amie Breckenridge Goltz, director of field education and Scruples Academy in Greater Minneapolis-St. Paul Area. “After establishing the basics and talking with the client, the stylist selects the right color and placement that will ultimately create the most balance. Most clients choose the wrong color for their skin tone. With Self-Tour clients are treated as individuals and they love that someone is taking the time to explore what works (and what doesn’t) and customize color and placement specifically for them.