There’s no question about it—clients are cutting back. Whether they’re stretching appointments, changing their services or giving up hair color, it’s hurting your bottom line.

With this change in spending and thinking, it’s up to you to start a dialogue during client consultation that will encourage clients to keep coming in for services. Here are a few ways to get started:

Scenario 1

Client: “I am just going to come in for cuts and do my own color at home to save money.”
Stylist/Colorist: “Actually, there are ways we can help you save money on your color here in the salon and guarantee better results every time. Would you like to hear them?”

Offer the following suggestions:

• Adding subtle highlights to a graying client who colors her hair dark. It’ll help disguise the new growth and let her go longer between appointments.
• Offer a complimentary color glaze to refresh between appointments, allowing your client to stretch the time between. This is a good option for redheads, who fade fast.
• Lowlight your blonde clients so they don’t have to come in as often for touch ups.
• Sell them color-care shampoos or color-enhancing shampoos so their services last longer. Don’t forget to encourage them to only shampoo two or three times a week to keep color fresh.
• Offer a gray-blending service to clients who are getting complete gray coverage, but ready to let a little of the gray peek through. Silvery gray mixed with ashy brown or creamy blonde can be beautiful!
• Give them a cut that helps camouflage re-growth.

Scenario 2

Client: “I can’t afford expensive salon products, I’m going back to drugstore brands.”
Stylist/Colorist: “I understand; products can get expensive. However, why don’t you show me how much of your styling products you are using? You may be using too much. This little bottle should last for six months when you are using the product properly. Also, the shampoos and conditioners we sell here are going to leave your hair in better shape than non-professional products. Your color will last longer, and your hair will be protected from harmful elements in the environment. Plus, it’s specially formulated for your hair type. And don’t forget, the salon has a sale on the brand you use coming up next month. Maybe you could stock up then.”

Scenario 3

Client: “I am going to grow out my short hair so there is less maintenance.”
Stylist/Colorist: “Great! It’s definitely time for a change. You’ll want to book regular appointments while you’re growing it out so we can continue to give your cut a shape. Once you get to a length you like, we’ll figure out a style that works best for your face shape. You’ll be able to go longer between appointments, but you’ll still want to come in to keep the cut fresh every eight weeks or so. You might also want to try a new color with your new style.”