Gray Hair Means Green
by Trash Talk with Anna Craig on Wednesday, June 13, 2012
Long gone are the days of roller sets but the champagne blondes and the caramel browns are here to stay. Years ago when I got out of beauty school, a friend told me to go work by the local university to get all the cool college students as my clients. But there is no money in 19 to 22 year olds. I wanted their mothers and their mother’s mothers, the clients with gray hair. My clients’ ages are a broad spectrum, but a huge percentage are Baby Boomers. They have a consistent income, they want to cover their gray and they need to look polished and professional constantly. Having a client who only comes in once or twice a year when they stumble upon money or when their parents help out does not build up your clientele. You want a client that comes in every 3 or 4 weeks to keep their look maintained.
When I have a client that is starting to get more gray, I know that they will be making an investment in their appearance. I suggest that they come in every 3 or 4 weeks for maintenance. The first appointment will be to get a Halo Highlight (5 to 6 foils), a root-touch up and a haircut. The next time I see them, 3 or 4 weeks later, I will just do a root-touch up. This keeps the client on a schedule; they never have to worry about their gray showing and your books will be full. I also suggest that they lighten their hair a bit to help make the line of demarcation a little more subtle. Once your client realizes that you have a plan for them and their looks, they will be yours forever. Most of my clients like this book for a year or two at a time — they want to know that they are on my books every three weeks so their gray is covered. They are the most reliable clients because they do not want to be caught with “horrible” gray roots. Always talk to them about vacations and other occasions they might have coming up to make sure their appointments are aligned — their hair should always look good!
Making sure that your clients are always pre-booked and are coming in more often will fill up your books and your wallet. If you let your clients leave and say, “Call me,” there is a chance that they will never come back. Always set out a plan for your clients, their hair and the future of their look. Gray hair might be bad for your clients, but it is always good for you, because you will definitely be seeing that client more often. My rule of thumb for my clients with more than 30% gray: always use 20vol, always leave the color on for 45 minutes and always use at least half Neutral in any formula for optimal gray coverage. This will guarantee full gray coverage for perfect results.