Consultation Mastery
What Question(s) Helps Uncover A Clients Hair Goals?
What are your goals?
What are you hoping to achieve with your hair today and long term?
Which Matrix line is best for dry, brittle hair that needs moisture and softness.
Food For Soft
What is retail?
Recommending what the client needs to maintain a healthy hair regime in between salon visits
What causes dryness?
Lack of moisture
Product Build Up
Over-Shampooing
Heat/Chemical Damage
Environment
What Builds Client Trust?
Consistency
Communication
Honesty
Education
What Question(s) Identifies Lifestyle Needs?
Ask about their routine.
How much time do you realistically spend on your hair each day?
Do you prefer low-maintenance or are you okay styling daily?
*Lifestyle= what Products they will actually use. *
Which Matrix line would you recommend for weakened, damage hair that needs strength and repair?
Instacure
Why is retail important to your income?
Retail increases your income without requiring more time behind the chair.
Tip: Explain to clients that by investing into their hair (with professional products) that they are putting insurance on their hair. They will most likely NOT have to fix the same issue later down the line. IF THEY FOLLOW YOUR RECCOMENDATION.
Why is Heat Protectant Imporant?
Creates a barrier and reduces moisture loss, prevents breakage and preserves color.
Why do clients NOT purchase reatail?
They were not educated, didn't see the value or weren't CONFIDENTLY recommended products.
*IF YOU ARE UNSURE, THEY WILL BE TOO."
Why is "What are you currently using?" Important?
To know what they use regularly.
Ask: Can you walk me through what you're using at home so I can see what's working and what we can improve.
* Identifies gaps= Retail opportunities
A struggles with frizz and humidity, what Matrix line should you use and recommend?
Mega Sleek
What is difference between recommending and selling?
Recommending=Customized/Helpful
Selling=Transactional/Pushy
What helps with Breakage?
Moisture
Protein Balance
Gentle Handling
REAL Protective Styling
What is the biggest retail mistake?
Not recommending at all and waiting until checkout to mention products.
How do you transition from consultation to recommendation?
Recommend products based on needs
"Based on what you told me, I'm going to use and recommend..."
Which Matrix system helps rebuild the internal hair structure and is ideal for chemically treated or over-processed hair?
Build-A-Bond
Give a soft transition phrase.
- "I'm going to use this on you today because..."
- "At home, you'll want to use..."
- "To maintain this look..."
- "Based on what you told me..."
*Transition should feel natural and not like a sales pitch. *
How often should you Shampoo?
Based on Scalp, Lifestyle and Hair Needs.
Oily= More Frequent
Dry/Curly= Less Frequent
Active Lifestyle= Adjust Accordingly
How does confidence impact retail?
Confidence= Authority
Authority= Trust
Trust= Sales + Retention
What are 3 strong consultation questions?
What are your hair goals?
What is your current routine at home?
How much time do you like to spend styling your hair?
Bonus: What do you love about your hair and what frustrates you?
When should you recommend treatment oils or serums, and what do they do?
Frizz Control
Shine
Sealing Moisture
Finishing the Style
Although each may have a different function, ultimately they smooth the cuticle, add shine and or help protect hair from humidity.
Overcome. " I'll just get it on Amazon. "
I understand that it may be convenient for you to purchase from them. However, we can't always guarantee that what's in the bottle is actually the manufactures formula. Third party retail sellers are often not affiliated with major companies.
Build a Healthy Hair Plan. (AT HOME CARE)
Shampoo= Cleanse
Conditioner= Hydrate
Leave-In= Protect+ Maintain
Treatment/ Mask= Repair Weekly
Styling Product= Support Style
Heat Protectant= If Using Heat
What will you say in the first 5 minutes?
Great + Connect
Ask About Goals
Ask About Routine
Identify Issues
Set Expectations