Industry News

Ask the Experts: How Do I Encourage Reluctant Clients to Change?

Web Editor | July 10, 2011 | 6:24 PM
Q. How do I encourage a reluctant client to change?


Tommy Aucoin of Atelier Aucoin Salons & Academy in La Jolla, California, has had to deal with many reluctant clients throughout his career. The Davines North America Creative Director and Davines Visionary Artist, offers his top four tips on how to encourage the reluctant client to try something new.

1. Offer honest and open communication. Clients crave a good listener and communicator in these days of texting and internet. Be honest and don't make false promises. Make recommendations for your client's unique assets and balance.

2. Earn his or her confidence by consistently delivering and exceeding all expectations. It takes balancing wants, needs and your combined vision to gain confidence and trust.

3. Visually show your client the changes you see by physically moving the hair around or away as she watches in the mirror. This gives her a real look at what's about to come.

4. Have patience and take baby steps. It may take realizing the new look in more than one visit. This also gains trust as the client realizes that it is her well being and not necessarily the current trend or your vision that you are working towards.

If these four steps are complete, both you and your client will journey through many changes together with less hesitation.

Tommy Aucoin

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