How to Sell After Care to Your Clients
Hair extension after care is a big deal. In a 2-month window (after the initial installation and before the next move-up appointment), roughly 99.9% of the hair extension process happens outside of the salon—because what’s a 2-hour installation to 1,462 hours of wear? That’s not to undermine the importance of that first hair extension experience; the sustainability of the hair extensions will depend in large part on the quality of the installation itself. But 2 months is a long time—enough to do a lot of good or a lot of harm. So how do you convey the importance of aftercare to your clients, and help them to follow through on it?
We’ve written some tidbits about this before. Check out “How to Make Sure Your Clients Are Taking Care of Their Extensions,” or “Demonstrating Proper Techniques to Your Clients.” This time, though, we’re going to make a more specific recommendation: the After Care Kit. Babe offers a simple, introductory after care product set—complete with a Hair Extension Brush, Dry Spray Shampoo, and a hair care instruction card—to initiate each and every client to the task of maintaining their hair extensions. We encourage stylists to carry this kit in their salons, and even to include it as part of the installation package for first-time extension wearers. With only a couple of items involved, the After Care Kit is the easiest access point to a world of varied and sometimes ornate hair care products, which can be overwhelming to new clients. This November-December, we’re even offering a limited edition version of the kit with a special (and chic!) carrying bag that’ll make the hair care process that much more appealing (visit your local distributor to check it out)!
When you’re showing this kit to a new hair extension client, be sure to mention the following:
Hair care is important even for your natural hair.
Let’s forget about the extensions for a minute and examine your ordinary hair care routine. At the very least, you shampoo, condition, and brush your hair with some regularity. You do this so you can keep your hair looking its best. It’s the same thing for hair extensions, but with a few extra rules.
Hair extensions require their own specific hair care.
Even if your natural hair does well with a common shampoo, a weekly condition, and minimal brushing, your hair extensions are a different story. They’re different from your natural hair, so they’ll need custom treatment. This usually involves scarce washing, frequent conditioning (always below the bonds), mindful product selection (NO sulfates!), and gentle, daily brushing with a hair extension-friendly brush.
You have the power to perfect or destroy your extensions.
The hair extension process doesn’t end when you step out of the salon—it proceeds throughout the duration of your hair extension wear. That’s anywhere from a couple of weeks to 3+ months, depending on your intentions. Needless to say, the after care portion of your hair extension experience easily overshadows the consultation and installation parts, so the damage you do (or prevent) during this period can make or break that initial work.
More than anything, let your client know that they are a key player in their hair extension process! You can do this from the very beginning by encouraging their input and participation during the consultation and installation phases. There’s nothing more beautiful than feeling empowered, and your client will glow a little bit brighter when she realizes that her head of hair is partially her own accomplishment. With resolve like that, there’s no doubt that the hair will stay looking great, too.
Got questions? Leave them in the comments below and we’ll get back to you ASAP!