Salon owner and cutting expert Anna Craig offers tips on running your business.
Ron King, L'Oreal educator, writes about his "easy-wear" philosophy.
Globetrotter Antonio Gonzales got his start doing his sisters' hair in Trinidad.
Ivan Zoot addresses haircutting.
Respect Length
by Ivan Zoot/The Clipper Guy on Monday, November 22, 2010
Ivan Zoot is the director of education and customer engagement for the Andis Company and the founder of Zoot! Hair professional hair care products. Ivan identifies, recruits, trains and manages Andis’ team of professional beauty industry educators. Ivan continues to be a featured presenter at industry shows and events, sharing his unique blend of information, education and enthusiasm for clipper cutting and the entire professional beauty industry. Ivan’s background includes experiences ranging from salon ownership to achieving 3 Guinness World Haircutting records.
Long-haired clients are extremely protective of every millimeter of their hair. I am known as a passionate short-hair enthusiast. I had also maintained a sizeable clientele of longer hair. The key to retaining long-hair clients and earning the referral of their long-haired friends is to respect the length that is so important to them.
Here are my top 5 tips for respecting long hair and retaining long-hair clients.
1. Stick to the plan – If the agreement was a 1/2 inch, stick to the 1/2 inch. You may well know that this does not clean away all the dry, bad and dead ends. The most important issue is her feelings of trust. She needs to know that she can trust you to stick to her agreed-upon length plan.
2. Show the scraps – When you make that first snip, place a few of the clippings in the palm of your hand. Swing your hand around front in the client’s field of view. Show her what you took. Reconfirm that this is what was agreed to. In most cases her body language will communicate clearly how relaxed she can now be as you have respected her wishes. In many case once she sees just how little you have taken she will actually ask you to take just a tad bit more.
3. Sweep fast – When these clients are in your chair, your team members should be aware and encouraged to discretely sweep up the snippets before the client has an opportunity to see them. If they do not see the cuttings, nothing was cut, right?
4. Customize your language – Suggest that you will snip, nibble, clean up or tidy the ends of a shape. Avoid the use of the word cut. A haircut is just waaaay too much for some of these folks. We paint pictures with words. Paint a picture that instills a sense of calm. It is not a haircut. It is a semi annual evening out of their ends. Notice we are not even dealing with their hair. We are just addressing the ends.
5. Rebook religiously – Long haired clients can stay away a long time. Even if they are diligent about hair care they can stay away too long. To grow ½ inch at the scalp and split and break ¾ inch at the ends is a losing game. Keep them in your book by rebooking them now before they leave. Their overall hair health and length will benefit and so will you.
Please share your long hair business building successes. Tell us how you keep them coming back. Tell us how you cultivate the restraint to keep them long.
Happy trimming.
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Business Building Techniques Begin having frequent staff meetings and collaborate on business building techniques used by others that you work with. Every salon has success right inside. Get the top booker to explain how they do it. Pair the weakest with the strongest and let them work next to each other. They can learn from what they hear and see. Do the same with retail sales. Share the ways that the top stay on top. Geno Stampora, Stampora Consulting Inc. |
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