Issue link: https://www.ahpindiestylist.com/i/1498691
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 23 the client is keeping up with their care at home. It's also a chance to upsell or recommend different products to achieve the client's desired results. CONSIDER WHERE THEY ARE Once you get to the bottom of what needs to be changed, adjusted, or added to create the look the client wants, you can start the education process. Start with baby steps. Break down what you are doing in simple steps your client can understand. As a hair professional, you know how to hold a blow-dryer or use a curling iron, but your client may not. Show them how to properly hold the tool and how to use it—demonstrate slowly and give them the opportunity to try it. Consider how much product your client uses. There's a chance they might not be using enough or might be using too much, weighing their hair down. Yes, this includes educating about shampoo and conditioner. You may be shocked to learn the amount of product they're using in the shower. Remind them that the standard amount for both shampoo and conditioner is a quarter size. For clients with longer and thicker hair, the amount should be more like the size of a silver dollar. They may need to shampoo 2–3 times, depending on how dirty their hair is. Next, consider how your client washes their hair and how often. Healthy hair starts with a healthy scalp. Explain how to properly wash their hair. They'll want to scrub all over, including the hairline. Let them know they can enjoy a mini scalp massage at home by rubbing the pads of their fingertips through the scalp—it also helps stimulate blood circulation to aid in hair growth. If there aren't a lot of suds on their first wash, they may need to rinse and repeat. The rule of thumb they should follow is to work from the scalp to the ends with shampoo, and from the ends to the scalp with conditioner. Washing their hair too often can strip it of the natural oils their body produces and leave them with a dry, flaky scalp and dry, brittle hair, especially if their hair has been chemically treated. Not washing their hair enough, however, can lead to oil buildup on the scalp. This could cause a yeast-like fungus called Malassezia, which can create oily, yellow dandruff. FIND YOUR TEACHING MOMENT • Take the time. If you've booked a new client, add some extra time to not only have a proper consultation, but also to teach them how to get healthy, beautiful hair. If your day is booked, invite them back for a full walk- through of their home-care routine. • Write it down. You'd be surprised at how appreciative clients can be when you show them what to do and write down styling steps, recommended products, and how to properly use each one as a reminder of how to achieve their desired results. You can do this on a piece of paper with your salon's branding or in a personalized email. • Explain. Don't miss an opportunity to show your expertise. Explaining why you emulsify a product or use a heat protectant will help your client understand why you're recommending specific products and why using them properly will get the result they're looking for. • Follow up. After you have shown, educated, and written down what you've done, follow up with your client a few days later with a call or text. Ask how everything is working for them and if they have any additional questions you can help with. As a licensed professional, providing education to your client is your responsibility, and it can be a bonus that will make you stand out above the rest. Teaching them how to incorporate the basic skills to get that just-walked-out-of-the-salon look boosts their confidence—plus they will appreciate that you care about their hair and want them to look good. After all, they are your walking advertisement. Break down what you are doing in simple steps your client can understand.