Tuesday, June 22, 2010

I'm an Artist, not a salesperson!

When you ask Rockstar James Hetfield of Metallica if he has "sold out"

He will answer: "YES! we sell out every show"

This is the attitude I would love to see more stylists have..

yes we are artists, we have sharpened our technical skills,

we can highlight, color, cut and shatter a bob with our eyes closed.

But why is it we clam up when trying to sell a bottle of conditioner?

Its very important to educate your client wile styling their hair. Show them what to use tell them why it works, and

finally teach them how to use it.

Here is an example:

During your client consultation you learned that your client "Susie" has fine hair and wants more fullness and shine.


The education starts at the Shampoo bowl:

"Susie, I'm going to use a body building shampoo & conditioner.

This will give you a clean shine and won't weight your hair down.

So just lay back and relax..... doesn't this conditioner smell wonderful ?

......mmmmmm......

Quick simple and to the point, you don't need to list every ingredient.


So now you are ready to style:

Okay Susie, I'm going to use ( your fav product or fine hair ) This will support the roots to give you the boost you are looking

for. Show them how to use it, you spritz it in the roots and as you are working it in.. hand it to them, let them look at the bottle, touch it, smell it.

Next, while blowdrying give them a little lesson, show them how to hold the brush, how to section their hair, how to position the blow dryer etc.

Give your client the confidence to do their hair at home, and you will be surprised how many times you hear: "wow no stylist has ever showed me how to do that before".


When you finish up:

Always walk your guest to the check out, put at least 3 of the products you used on Susie's hair right on the counter.

"Susie here are the tools I've used in your hair to give you the body your looking for. What would you like to start with today? "


I promise... if you teach them ........... they will buy!!


And to help manage your new-found success on the business side check out the iBeautify.net stylist notebook
Organization and planning built for hairdressers by hairdressers.
www.ibeautify.net

Wednesday, June 16, 2010

Inspiration is the driving force!

Looking back on some of our earlier blogs we realize much we have written is geared towards helping salon professionals make more money.

But when you get to the bottom of it, we will only do what we are inspired to do.
Most of us agree that we feel the most success when we are inspired by our actions, not necessarily the rewards. The rewards seem to come from purposeful actions and as a principle, every action has an equal and opposite reaction.

Also, most of our greatest actions are caused from either of two driving forces:
Inspiration or desperation.

While writing one of our previous blogs:
I couldn't help but remember some some of the really great times in my career.
Some really inspiring times.

It was in the 80's that the hair competition scene was really booming.
The hair competition scene is still alive and well in many different facets such as Contessa awards, NAHA, British hairdresser of the year and Hair World to name a few and the work even now continues to evolve and the Artistry is out of this world.

Coming of hairdressing school around mid 1992, my older brother Dean had just come back from competing in hair shows all over the world. After one competition in Budapest Hungry around 1987 or 1988, he decided to stay in Italy and work at salons in Bologna and Modena. When he finally came back to the states Dean started to work with a guy named Omar Sassin (a hair "world champion").

Back then I was still in high school and loved to hang out with them after school and watch hours of practicing on models and maniquens. At the time it seemed like the only thing that mattered was doing hair. It was what we ate, breathed, talked, and slept! As it does, high school flew by. Not long after that found we ourselves working in what I remember as the ultimate power salon.

Still very active in the compettion scene, Dean opened Salon Salvatore Christian. Hairdressers trained in London, Italy and educators from Lanza, TIGI, Sorbie, and Loreal, All in the same room.

It was Awesome.

Our Business was going through the roof! The primary focus was on our clients and our craft. The hard work was spent getting better! The easy stuff was marketing ourselves.
At that time it was a norm to be doing 2 or three perms a day. Hair was still big and fun, and we loved every minute of it!

When your excited it's easy!

Though in the very beginning I was just building a clientele it seemed obvious that the most successful hairdressers where the ones who went to the most classes.
One of the most memorable of all was my visit to the ladies hair compettion world champion Brothers Constantinou salon located in the castle arcade in Cardiff wales.
Still family run today by Anna Constantinou. At the time I was there to assist Michael Della Penna. Michael is the only United States team member who has ever won both the Mens styling and ladies styling world championships.

The trianing was like more intense than i had ever seen. For 8 hours each day dozens of models would keep showing up and sit through hours of cutting and blow-drying. Afterward we would head out to the arcade. Then on to Queen street, where we would stay out all night. Back then the fashion seemed decades ahead of the states. (and it was). From that trip forward I visited Europe 12 more times, I remember thirsting for the latest euro fashion! Our clients seemed to love trying it on and we loved bringing it to them! In those years it was about creating beauty, and it still is............

So find some inspiration out there!
It will drive your success like you cannot imagine!



And to help manage your new-found success on the business side check out the iBeautify.net stylist notebook
Organization and planning built for hairdressers by hairdressers.
www.ibeautify.net


Thursday, June 10, 2010

software for the hair industry

Take a look at the software products for hair industry out there and you will notice a few things:

complexity
these software packages have dozens of features that do all sorts of things, and sure, somewhere somebody uses
all of those features. But ask yourself, what features do you NEED ? which ones do you use everyday ?

I think you will find you need a lot less to stay productive then all these software packages are providing.

Here is the thing about software vendors..they try to put every possible feature they can squeeze into a product
so that its not "missing" anything, so a potential customer will not ever say "well it does not do this or that"

cost
guess what ?

all those features cost money!
they cost money to develop
they cost money to test
they cost money to support

guess who pays for these costs ? their customers of course...
oh..and the ones that use only 10% of the software features ? they still pay 100% of the cost.

end-user

have you priced some of these packages lately ?
well I have, and its really unbelievable.

thousands of dollars initial cost and hundreds of dollars per year ongoing maintenance/support/subscription costs

who do they think is buying this stuff ?
Big-shop owners that's who..

who are they all ignoring ?
The booth-renter.. the "single-chair business owner" that's who.
They can't afford thousands of dollars for software, so they generally get by using paper books
and a calculator.
They miss out on the productivity benefits of technology because the software vendors have priced this group right out of the market.


The bottom line ?

Really take a look at software products before you buy:

Make sure you understand ALL of the costs involved !
Make sure you understand the costs for support. When you have a problem is it a per incident charge ? or a yearly support contract ?
Most times you are ONLY eligible for new version upgrades if you keep your software under continuous ( and sometimes expensive ) support.

Do you really need that feature ?
Or can you get by without it ? Sometimes the add-on modules they are trying to sell you "adds-on" a bunch of cost, with not a lot of benefit.

Test Drive !
I researched nearly 100 software products for our industry, and I found some that had absolutely no way to try-out their software !
Would you buy a car without test-driving it ? or without even looking inside ?
If you can't trial the software with a fully working version, you wont know if its going to work for you.
If the company does not offer it, and will not make an exception, move on.


Well now, the shameless plug!
We think we have built a great easy-to-use product aimed specifically at the booth-renter
to help them get productive and stay productive.
We also think we have it at a pretty good price point too!
Check us out http://www.ibeautify.net ( and yeah, we have a 60-day free trial )

Thursday, June 3, 2010

A bit of Hair history

I'm not sure if it was the beginning of time or the invention of the mirror either way, for a very long time our hair has had a major effect on our self image.
Ive heard it said that nothing affects confidence like our self image and nothing affects our self image like our hair!
For many years our business was built around neighborhood "beauty shops".
People would come and get their hair washed and set, one time a week you would see all of the ladies in your neighborhood whether you wanted to or not!

Something happened in the mid 1960's that would change our industry and the way we work forever.
Vidal Sasoon came along and started to show the world that it was no longer about setting the hair for weeks at a time.
What he did with a three inch pair of shears and gravity would dictate how people around the world!
As hairdressers we went from 50 "customers" a week, to 200 "clients" that came to the salon every six weeks.
A major revolution in style. Icons like twiggy and the Beatles where on the scene to solidify that cultural transformation.
For almost next decade and a half we transformed from firm hair that was never out of place, to soft touchable hair that shined and bounced as you moved.

Soon the product companies caught on. The industry started producing products that supported the health and shine of hair.
Redken turned "PH" into the buzz word of the industry! We where evolving from "beauty operators" to "Salon professionals".
Salons where branding themselves by aligning with Major product manufacturers.
High end chain salons began to appear everywhere and gave many future industry leaders a place to start.
The industry began to attract "Artist's", our median was hair. Many of the best competed around the world in competition's form avant garde to consumer fashion.
The skill level and mastry was truly sensational.

This core group of hairdressers are now responsible for many of the trends that we still see in the industry to this day.
Lots of these artist's (like Sam Villa, Omar Sassin And Michael Della Penna, to name just a few)
Still train students around the world. All of this happening at the end of the 70's through the late 80's.
Unfortunately the hair competition circuit is not nearly as popular as it once was.
If your ever at a major hair show and there is a competition floor, check it out, its amazing how talented the artist's are!!
Many of these artists worked in popular chain salons such as Mantrap and PHD (Professional Hair Designs).
Chain Salons really built their strength after the recession in the early eighties and were dominant till the early nineties.
Many of the seasoned salon leaders began to open independent salons. Middle and upper class salons really became the backbone of our industry until the present day.
The next generation is starting to emerge, and it doesn't take a rocket scientist to see the large shift that comes with each passing day.

Something else is going on at this time. Much like the Rock-a-billy movement of the 50's, the underground London Punk music scene was building momentum.
Punk began to get world wide attention. The fashion industry was inspired by the energy and excitement of the movement.
A hairdresser named Paul Mitchell started to produce products that defied gravity and gave hair memory.
Perm and texture services exploded. And of coarse Mohawks and mall bangs! Hair color was also really beginning to catch on and companies began mastering more vibrant color that lasted longer.
Trevor Sorbie trademarked the Wolf man (a translated version was worn by Olivia Newton John) and the Wedge (which would inspire most short haircuts in the 90's) .
The 90's, by the way would prove to be a melting pot of retro fashion and never really gained a voice for itself, but how could it, shadowed by the eighties (which has never really gone away).

What's so interesting to me is how much money people would spend for some of the most mediocre hair and fashion in history.
I guess that's why what happened in the nineties will stay in the nineties !
I guess one thing was solidified.. at the end of that era, advanced highlighting and color was becoming the dominant income producer.
Texture services had taken a back seat and have not yet made the strong comeback that industry "experts" predict.
Oh, what a time that was ! Hairdressers, (good ones anyway) where making as much as doctors and lawyers.
And we treated our business as such, but boy were we fooled by the recession that would begin in the first decade of 2000...

So What happens now?? Stay tuned for our next blog!!





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