To gain a color clientele and or the brand your salon in the beauty industry as being "color experts" you must first gain the trust of your clients that positions you as the expert. This means that you not only meet the needs of your client but that you see their image as a reflection of your talent. There is nothing that builds your business faster than a happy client who brags about you to their friends. We all know what an unhappy client can do as well. Because we aren't in Hollywood where any publicity is good publicity it is critical to create happy clients. The key to building and sustaining a thriving color business lies in doing a proper consultation.

I can guarantee that every color "redo" , unhappy client and lost opportunity you have had has to do with you, the expert, not asking the right questions in the consultation. You all know the first part has to do with them showing you a picture and both of you coming to an agreement of the look they expect to see.

The second part of the consultation is the most important in gaining their trust. The goal lies not only in having them return after the initial visit but to build a long term relationship. This step is about communicating as the professional, the pros and cons and the exact expectations it will take on the clients part to ensure they can maintain their new look. This is what will determine your ability to retain and sustain the client.

Here are some examples of what you should be asking in the second part of the consultation:

1. How much commitment to the salon visits are they willing to make to maintain your color
2. Have they used home color in the past (beg them to be honest, you know what happens when we try to work with home color!)
3. What are they currently using for professional hair care at home
4. Do they expect your hair to fade, how much, when
5. What styling tools will they be using at home, are they professional
6. What concerns have they had with their hair color treatments in the past

Once you know all of the above move on to the following:

• Let them know about the chemicals you will be using and the expected health of their hair as a result
• Tell them in no uncertain terms how they have to care for their color to get results at home
• Give them a schedule that they will need to follow to maintain the look

You may need to re think the initial color choice and they may decide not to go ahead but either way you have acted in the clients best interest and acted with integrity. This is how client trust is earned. Then let them make their own informed decision. Once the service is committed to, plan for the next visit and schedule their appointment.