Extensions can mean major dollars for you and your salon! But for the clients, they mean more hair maintenance. We sat down with senior stylist Ashley Tolbert from ViVo Salon to find out how she talks to clients about extension care!
All About That Consultation
When your clients want an Ariana Grande ponytail, you have to keep it real with them. First things first: Find out how healthy your client’s hair is. Ashley says, “Get your hands in the hair. That will give you insight into the hair’s health. I’ve only had to refuse one, maybe two, clients whose hair wasn’t healthy enough for extensions.”
She also said there are two must ask questions for extension candidates.
- Are you willing to come in every 4-8 weeks to have these redone? If they’re an every-6-month-or-so client, they’re probably not going to want to come in for maintenance.
- What’s your daily routine? If they’re a blow dry and go type, they aren’t a good candidate for extensions.
Extensions can’t last forever. Consider a signed release for services like extensions. Ashley recommends, “There should at least be a verbal understanding of how long extensions last.”
Think Ahead to Save Extension Frustration
You know those clients that want to change color every other visit? When it comes to extensions, color changes are difficult. Ashley says, “It locks you into a color for 3-9 months. So you’ll either have to order a new color or pay your stylist to color the extensions.”
Also, give the clients a head’s up about getting too rough with the hair. “After a couple weeks, they’ll forget the extensions are in there. Brushing or combing too vigorously will pull the extension out.”
Extension Care = More Retail Revenue
At-home extension care is an opportunity to up your retail game. “Absolutely, there are things recommended. For us stylists, it’s helpful. Each extension brand has their product to take home.” Ashley liked usmooth’s Revive Cleanse and Condition. “The most important things are a good clarifier and a good moisturizer for extension longevity. Keep moisture off the scalp, because more moisture means more slip. The mid-shaft and ends need the moisture.”
The main thing to communicate is that “Extensions are high maintenance. Clients have to be committed to having them.”