How I run Gray Blending Consultations
Your Consultation Sets the Tone for the Whole Service
I want to talk about the consultation, because I think it’s the most important part of any big color service. That goes for gray blending, and it goes for bigger transformations and corrective color too.
Why mine is 45 minutes
I charge for my consultations, and they’re 45 minutes long. I do that on purpose. I want to slow down, and I want the client to leave with something valuable whether or not she ever books with me.
The consultation gets my 100% attention. I have a smaller suite and nowhere for a client to wait, so I don’t double up. It’s just her and me.
If a strand test makes sense, I do it on consultation day. I take a tiny amount of hair so I can leave it on for the max time, and she doesn’t have to sit and wait. You can also put one foil in her hair.
Start with her why
Most of a good consultation is listening. I ask what she wants and why she wants it now, and her answers tell me which road we’re going to take.
There are several roads you can take in gray blending, and the right one depends on why she’s sitting in your chair. Ask what she wants and why she wants it now. Ask what she’s afraid of. I want to know all of that before I book anything.
Here’s what I hear most often:
Some want to grow out their color and let the gray show.
Some want to keep coloring, just not as often, and they’re ready to let some gray show.
Some stress out over their roots and don’t want to be tied to an appointment every 4 weeks, give or take.
Some want the big change and are okay with the process, which means several appointments. I usually tell them it takes about 3 to dial it in. Once it grows to their cheekbones it gets easier, and I make sure to tell them about the awkward phases.
Some want the big change but are apprehensive about how it will look growing out. I vet these women carefully. They may be better suited to one of the other options, so I help them see what else is out there before we commit to anything big.
Once you know her why, you can decide how to move forward. Sometimes it’s a plan we build together. Sometimes it’s a different service than the one she walked in asking for.
How I decide who comes in
I have a short form that people fill out before I book a consultation. Once I look it over, I have an easy, quick way to email them back. Between the form and my schedule, I’ve gotten picky about who I bring in, and that has changed things for me.
I also have a waitlist for consultations right now, and then another wait for the color. A busy schedule means I can’t say yes to everyone, so I want my yes to go to the right people.
Lately I’ve limited the number of huge transformations I take on for a while. I needed a break and wanted to do more blends. You’re allowed to make that kind of change in your business.
Know your ideal client
Sit down and figure out who she is. Think about the clients you love working with, the ones who get great results, value your time, and follow the plan. What do they have in common? That’s your starting picture, and your form and your consultation should help you find her.
Ways to bring value to a consultation
Give her your full attention.
Ask about her why, then listen before you jump to a solution.
Get her hair history, including box color, henna, and past services.
Be honest about what’s realistic, how many appointments it may take, and what the investment is.
Talk about maintenance and the awkward phases up front.
Do a strand test if it applies.
Give her something to take home, like a plan or a few notes on next steps.
Let her ask questions, and answer them fully.
When you don’t connect
Sometimes you just don’t connect with someone. When that happens, it’s better to know in the consultation than into the service.
There’s momentum in focusing on your ideal clients
When you focus on the clients who fit, things build. They trust you, the plan makes sense to them, and the appointments go better. They send you people like themselves. And because the consultation is relationship building, you end up more right on in the service itself.
A word about having a coach
I learned a lot about forms from Hunter Donia, and I use Hunty Forms for my intake form. Hunter is my coach, and he has brought me immense value. He runs the Modern Stylist Movement, a group coaching program with a ton of guidance and support, and he has a podcast too. If you’ve ever wondered whether a coach is worth it, my answer is yes. I’ll leave it at that.