MENU
SEARCHGenerating referrals is the number-one strategy for building clientele in this business. But you need a plan. Try this one!
Toward the end of every client's visit, you have one magic moment to make your pitch for referrals, agree industry consultants Kristi Valenzuela and Michael Cole. "The best time to ask for a referral is when you are finished and they are telling you how much they love it," Cole writes in his book, A Little More Off the Top. Talk about any referral program your salon offers, or simply ask the client to send you friends.
Maximize the success of your message by delivering it while the client's cape is still on. "As soon as you remove the cape, her mind is out of the salon," comments Valenzuela, who consults for KRS Consulting and also works closely with Redken. "She's thinking about picking up her kids from soccer or stopping at the grocery store on the way home."
Make eye contact directly by standing between the client and the mirror. "Then the client can look half at you and half at the mirror to see your work and how great she looks," Valenzuela recommends.
Have a bit of excitement in your voice, or your pitch can come through as half-hearted or just part of your job. Try to have your words come from the place inside you that knows what a great hairdresser you are. You just want your client's friends to have the opportunity to have beautiful hair, too! Even if you've scripted yourself and have said the words a zillion times, make it sound fresh.
"When the client sees the gleam in your eyes and in your smile," says Valenzuela, "she'll become excited to hear what you're going to say."
Valenzuela calls her procedure for getting referrals "purpose before action." First, give clients the reason they should recommend you. If you reward clients for referring clients, that's a "something in it for them" that you should mention. Next, direct them in the action they should take. For example, you can give them a supply of your card and ask them to hand it out to their friends.
Scripts that have been shown to work include:
From Kristi Valenzuela: "I'm so excited to tell you how to get $5 off your next visit! All you have to do is give this card to anyone who compliments you on your hair. When that person comes in, she'll get 20 percent off her first visit, and then the next time you come in you'll get $5 off your service. Please let your friends know that I'm located at ABC Salon on Main Street. Tell them that my favorite thing to do is highlights like yours, but I always have a consultation with each client to decide what's best for her."
From Michael Cole: "I want you to know that I have really enjoyed working with you today. While I enjoy all of my clients, there are a few of them, like you, that I really like. We seem to hit it off, and you give me more creative license with your hair. I wish I had more clients like you! Do you know anyone like yourself who you think would enjoy my work as much as you do? Please tell them about me and send them to me. I promise that I will take good care of them for you."
Don't forget to thank clients who trust you enough to send friends and family. Cole suggests tucking a personal note into any thank-you card that reads: "Sue, Thank you for referring Mary Jones to me. The most gracious compliment I receive from you is when you think enough of me to refer people like Mary to me. Thank you very much."
LifeSpa leader Ali Yanez explains why strong mentorship, predictable income, meaningful recognition and the right work environment help beauty professionals build careers that last.
Whether a beauty professional chooses a commission salon, booth rental, salon suite or salon ownership, the common thread is having more choices than ever before.
Sport Clips Haircuts will host its inaugural "Level Up Live," a first-of-its-kind virtual event that combines live haircutting education, career inspiration, product knowledge, and employment opportunities for licensed stylists and cosmetology students nationwide.
Orthopedic PT reveals three daily exercises plus ergonomic advice that can help salon professionals avoid the aches and injuries caused by standing, bending and repetitive overhead work.
Four publications for beauty industry professionals to enhance their leadership skills, financial awareness, professional growth, and joy!
Salon suite pioneer Karen Kaminski argues that the next evolution of independent beauty businesses won't be defined by beautiful spaces alone, it will be driven by smarter systems that help professionals spend less time on administrative work and more time serving clients.
At a time when many LGBTQ+ people felt compelled to hide parts of themselves, Carlos Valenzuela found a career in beauty and a community that offered opportunity based on what you could do and how well you could do it.
Whether it's social media, fashion, film, art, or culture, Chaz Dean advises stylists to stay aware of what's inspiring people. Take the elements that make sense for you in these five lessons learned through a life in beauty.
For Jessica Domoney, building a successful career isn't about saying yes to every opportunity, it's about protecting your time, investing in yourself and creating an experience clients won't forget.
MODERN SALON sat down with Samuels to discuss the book, beauty education, mentorship and the habits that help beauty professionals thrive.
"The mistake people make is treating AI like a vending machine instead of a personal assistant." Digital marketing expert Scott Moon shares how beauty professionals can use AI while staying authentic
Real-world advice on creativity, consultations, color, burnout, business, boundaries, inclusivity, client care, and career growth from educators and industry experts.
Real-world advice on creativity, consultations, color, burnout, business, boundaries, inclusivity, client care, and career growth from educators and industry experts.
Today's clients are hearing more about longevity, biohacking, inflammation, and healthy aging than ever before. This article explores the science and language behind the skin longevity movement, and what it could mean for client consultations, treatment recommendations, and professional credibility.
Licensed to Thrive, Anna Manukyan's all-in-one beauty career and financial masterclass, is being gifted to professionals who enroll in L'Oreal LEVEL Rewards for a limited time.
From breaking free of external validation to creating joy-based goals, discover a more sustainable and fulfilling path to success.
A full day of education for hairstylists and salon pros focused on pricing, personal branding, client experience, social media, and long-term career growth.
