Introducing clients to new services is a great way to diversify your offerings and keep your salon experience fresh. However, presenting these services in a way that resonates with your clients requires more than just mentioning them in passing. Clients need to understand the value and benefits of new services, and feel confident that these additions will enhance their overall salon experience.
Here’s a strategic approach to effectively promote and educate clients about new services, without overwhelming them.
1. Start with a Personalized Consultation
Clients are more likely to try a new service when it’s presented as a solution to their specific hair needs. Use consultations as an opportunity to introduce services that align with their hair type, lifestyle, and beauty goals. During the consultation, ask open-ended questions about their hair concerns and goals. This will allow you to naturally suggest new services that fit their needs.
For example, if a client mentions struggling with frizz, you can introduce a smoothing treatment or keratin service by explaining how it addresses their specific issue.
Tip: Keep the consultation client-focused. Instead of listing services, highlight how the service can solve a problem or improve the client’s hair health and appearance.
2. Provide Education, Not Just Promotion
Clients are more likely to accept new services when they understand the why behind them. Rather than simply mentioning the service, take a few moments to explain its benefits and how it works. You can keep the explanation short but informative, focusing on key aspects that matter most to your client.
For example:
- Hair Botox Treatment: "This treatment strengthens and smooths the hair without using harsh chemicals. It's great for clients who want to restore shine and reduce frizz without losing volume."
- Olaplex Additive for Color: "This will protect your hair during the color process, making it stronger and healthier in the long run."
Providing clear and concise education builds trust and makes clients feel more informed and confident about trying something new.
3. Offer Introductory Promotions
A great way to reduce hesitancy is to offer special pricing or a bundled discount when introducing new services. Clients are more inclined to try something new when they perceive added value, especially if they are unsure of how it will fit into their regular routine.
For example, you could offer a complimentary deep-conditioning treatment with a color service, or a percentage off the first time they try a new smoothing or scalp treatment.
Tip: Present promotions as a limited-time opportunity to encourage clients to try the service sooner rather than later. This creates a sense of urgency while still allowing them to feel in control of their decision.
4. Showcase Results Through Visuals
Visuals can be a powerful tool to demonstrate the effectiveness of new services. Display before-and-after photos in your salon or on your social media platforms to give clients a clear idea of what the service can achieve. When clients can see the potential results firsthand, they’re more likely to be intrigued and ask questions.
If the service lends itself to a noticeable transformation—like hair extensions, balayage, or hair repair treatments—use these photos to show the difference. You can also ask satisfied clients if they would be willing to have their transformations shared as part of your promotional efforts.
Tip: If you have a website or email list, use these platforms to showcase results and promote the benefits of the new service to a broader audience.
5. Incorporate Demonstrations or Mini-Sessions
For clients who are unsure about committing to a full service, offering a demonstration or mini-session can be a game-changer. This allows them to experience the benefits of the service on a smaller scale, which often leads to increased comfort with the full version.
For instance, you could offer a complimentary 10-minute scalp massage as a teaser for a full scalp treatment, or demonstrate the results of a styling product while finishing their cut or color.
Tip: Position these mini-sessions as a “sneak peek” of the full service, encouraging clients to try it without feeling pressured into an immediate commitment.
6. Train Your Team to Recommend Services
If you work in a team environment, ensure all stylists and staff members are trained to discuss and promote new services consistently. It’s important that everyone is aligned on how to explain the benefits of new services and has enough knowledge to answer client questions confidently.
Consider hosting a training session where the team can practice talking about the new services, so they can effectively communicate their value to clients during consultations and appointments.
Tip: Create a cheat sheet or talking points for your team to reference, ensuring everyone is on the same page when presenting new offerings to clients.
7. Use Client Testimonials and Reviews
Nothing builds credibility like hearing success stories from other clients. If you’ve already introduced the service to a few clients and received positive feedback, use their testimonials to promote the service to others. Client reviews and testimonials help remove skepticism and add a layer of social proof.
For example, if a client raves about how much smoother and shinier their hair feels after a smoothing treatment, share that testimonial in your promotional materials or social media posts.
Tip: When sharing testimonials, focus on the specific benefits that your clients appreciated, making it easier for other clients to relate to those experiences.
8. Follow Up Post-Service
After a client has tried a new service, follow up with them during their next appointment or via a friendly email to check in on their satisfaction. Ask them about their experience and if they’re interested in making it part of their regular routine. This personal follow-up shows that you value their feedback and allows you to further educate them on maintaining the results at home or with future appointments.
Tip: Offer product recommendations or at-home care tips that complement the service they received. This not only adds value but positions you as an expert who cares about their long-term hair health.
