Issue link: https://www.ahpindiestylist.com/i/1421270
N ot a m e m b e r ? J o i n at a s so c iate d h a i rp rofe s sio n a ls .c o m 115 corrective color/ombre skills just to realize two years later that Donna was never coming back. If you still choose to make a trendy, time-consuming service your staple service, you will need to know what makes you stand out from all the other stylists offering the same services. More Clients By doing the math, you realize you make less money doing ombre. But did you also realize you will need a bigger client book? If you are only servicing Donna one time in six months, then you will need a few more Donnas to boost your sales. Attracting new clients is always going to be harder than upselling the clients you currently have. Tips In my salon, tips are never expected—they are earned. However, you will be losing out on the potential to make more money from Donna and her twice-a-year, big-ticket service than Betty, who is in your chair more often—and tips more often. I've also found, personally, if the service is a few hundred dollars, clients shy away from selecting the standard 20 percent. Check out this example: Service Tip Total Donna $250 $50 $300 Betty $390 $78 $468* *plus the strong chance of a holiday bonus Choosing a staple service can seem overwhelming, but I'm here to tell you it's worth it! How to Work with the Donnas Where does inspiration and creativity fall in all of this? Personally, I love to wiggle my clients' colors when doing root retouch services. Since the number of color choices in levels 5 or 6 is vast, pop that color! Starting with a basic color should not hold you back. In the vein of working smarter, not harder, if you really enjoy your Donnas and their ombres, there's still hope to increase your number of services and, thus, income. Do I have to root retouch clients who get ombres? You betcha! Now, that's a consistent upsell. Another tip for turning Donnas into more income: Next service, tell Donna about all the fun things she can do while you are doing her blowout. Planting the seed for excitement will get your clients eager to try something new. Suggest an eyebrow wax or a haircut, or any other service you offer that puts her in your chair more often. TRICKS OF THE TRADE Promoting your staple service is crucial, and fi nding the right amount to charge—and the right amount of time needed—is how you will captivate your clients and earn their loyalty. For instance, if your staple service is an ombre, perhaps you can add a money piece in the front. What will adding a money piece do for your business? It will keep that client coming back sooner when the front hairline grows out, so your six-month to one- year service just turned into a three-month service. So what is your staple service? Obviously just picking one service doesn't mean you have to do that one service, but it's a great way to focus where you see your business going and what part of this wonderful profession makes you excited to go to work every day.