The Colorist

JUL-AUG 2017

The Colorist is the hair color authority! How-to’s for stunning hair styles, hair color formulas, products for color-treated hair, celebrity colorist profiles, education tips and salon industry news are included in each issue.

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44 The Colorist | JULY/AUGUST 2017 | PHOTOGRAPHY (CLOCKWISE FROM TOP): WAVEBREAKMEDIA; COURTESY OF PRORITUALS; COURTESY OF EUFORA; COURTESY OF MATRIX; COURTESY OF GOLDWELL talk g po ts Nail your next color consultation with these expert tips. b uilding client loyalty doesn't only require the ability to achieve beautiful hair color results; it's also dependent upon how eff ective you are at turning your clients' desires into reality, which starts with the consultation process. " ere is no success without a thorough consultation," says Chrystofer Benson, Matrix artistic director. "You have to know where clients have been and where they want to go and manage the expectations so there is a realistic goal for a successful appointment." While there may not be a one-size-fi ts-all strategy for achieving eff ective color consultations, Benson stresses the conversation should be long enough to get all of the necessary information on the table so everyone is on the same page before performing the service. Here, four educators share their best color consultation advice. | workplace Peter Brokt EUFORA NATIONAL TRAINER The beginning of any consultation should focus more on the form (haircut) of the design, because it will be essential for all color decisions. Identifying the guest's face shape will help in making decisions on form, as well as the perfect color to emphasize the best features of the guest's face. It's also important to explore the guest's natural hair, skin and eye color in order to discover whether they fall into the cool or the warm category. This will help tremendously in your fi nal selection for the tonal quality of the design. Steven Pic ano GOLDWELL REGIONAL ARTISTIC TEAM MEMBER Start your consultation by identifying the client's most striking features, such as eye color or complexion tone. This is the surest way to gain their trust by demonstrating you're focused on creating something unique to suit their individual look. Next, ask what features they would like to highlight with their color, what's working for them with their current look and what's not. By fi rst offering your expert opinion, and then gathering their perspective, you're fostering a true collaboration between you and your client. Finally, be sure you're clear with your client on the maintenance required to maintain the look. Chry ofer Benson MATRIX ARTISTIC DIRECTOR I like to sit with my clients—not over them—and have a discussion to understand what they have done to their hair in the past, what they liked and what they didn't like. I also ask them, "If you could change anything about your hair, what would it be?" Use direct questioning that leads to thoughtful answers as opposed to yeses and nos. Spend time looking at visuals to make sure you and the client are seeing color the same way. Costs should also be addressed in the consultation. You need to be realistic and honest with clients and understand what they are looking to do and tell them how much it costs. Doug Martuc PRORITUALS CREATIVE DIRECTOR When a new client calls for color, always be sure to book extra time, since you're going to want to be thorough and precise, as well as have time for clarifying and pre-treating the hair. Remember, your new guest is sitting with you because she was unhappy with her previous color, so use open-ended questions to investigate why she left her last hairdresser. Examples include, "What do you currently love about your hair?" or "What are your long-term hair goals?" Take age into account. If you're speaking to a client in her 50s or 60s, showing her pictures of brunettes in their 20s can be off-putting. Instead, create multiple boards using similar colors on different models to showcase hair color for any age.

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