March 26, 2025 • 17 mins
What if those elusive "dream clients" who happily pay premium prices aren't something you find, but something you create? This paradigm-shifting conversation challenges the common salon belief that ideal clients either walk through your door or they don't.
Through real-world examples and practical strategies, we explore how transforming your approach to client interactions can dramatically change your results. One stylist's story reveals how a simple consultation shift turned what would have been a $150 service into a $700 ticket—not through pushy sales tactics, but by truly seeing the client's needs and painting a bigger vision for their transformation.
The heart of this transformation lies in a powerful three-part formula: Envision, Elevate, and Empower. By envisioning your salon as a transformation hub rather than a service provider, elevating every client experience to VIP status regardless of their current spending, and empowering your team to become wealth builders with a "client for life" mindset, you create an environment where clients naturally level up.
We dive deep into practical language shifts that make all the difference—moving from "Would you like a haircut today?" to offering solutions specifically tailored to a client's face shape, personal goals, and desired outcomes. Learn why connecting treatments and services directly to solving client problems consistently converts at higher rates than traditional upselling approaches.
Ready to transform your salon experience and stop waiting for dream clients to appear? Text the word "VISION" to (469) 283-5590 for our free high-end client experience checklist and discover how treating every client like your ideal client leads them to become exactly that.
Do you have a question for Salon Success Secrets Podcast?
Send a text or leave a voicemail at (469) 283-5590 or send us an email to hello@salonbusinessschool.com. We would love to hear from you.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Lindsay Lowe (00:02):
most salon owners and teams believe that dream
clients just walk in, that theyeither show up ready to pay top
dollar or they don't.
But what if that's completelywrong?
What if you have the power toturn every client into your
dream client by just shiftingthe way that you think about
your business?
(00:22):
Because what we know is that'sthe myth that's keeping your
salon stuck.
You know, just recently Iwalked by a new stylist on our
team who was giving aconsultation, and you know,
consultations andtransformations are something we
work really hard on creatinginside of inside of our space,
(00:43):
and what I overheard was hersaying would you like to do a
haircut to that today?
And the guest said no.
And then she said would youlike to do an eyebrow wax today?
And the guest said no.
And she said would you like todo a treatment today?
And the guest said no.
And you know it got me thinkingright away like, hey, I can't
wait to connect with thisstylist and and really help her
(01:04):
understand the differencebetween being an order taker and
and being a transformationmaker.
You know, because justswitching a few ways that you
asked your questions can totallychange everything.
Because I think you know,inside of our business.
Uh, we can get really fixatedon the idea that everybody
understands what we're talkingabout, but most guests don't
(01:24):
know what a treatment is and itwasn't tied to anything that
would benefit her, and you know.
So there's just so many waysthat we can really turn buyers
into the people that we we wantthem to be and to really truly
create that transformation, andso today, that's what we're
going to be diving into, whatyou should be saying instead of
those things, and how you canreally create that inside of
(01:45):
your salon today.
Jen Booth (01:47):
So good.
So let's look at some oldbeliefs that you maybe heard or
that maybe you've even saidyourself there's self, there's
no judgment here.
We're going to look at theseold beliefs and think about
what's a new opportunity orwhat's a new perspective or a
new way to view it.
So you might have people onyour team that have said this,
or maybe you've even said ityourself.
It says some clients are justcheap and there's nothing I can
(02:11):
do about it.
I remember someone on my teamthat's no longer here used to
say that before, because theybelieve that you know, they want
high-end services or they don't.
Like they're fully in or fullyout.
They respect your expertise orthey don't.
They're fully in or fully out.
Um, they respect your expertiseor they don't.
Um, they tip well or they don't.
And this thinking makes salonsreactive instead of proactive,
(02:33):
because we truly know that.
If you think about the power oflooking at that bigger vision,
what if the problem isn't theclients?
Let me say that again what ifthe problem isn't the client?
That's so good.
It's the experience that you'recreating, just like Lindsay was
sharing with the experience shehad with one of her service
providers.
Like, it's the experience.
(02:53):
Yeah, if you'd say if you asksomeone, do you want a haircut
today?
It's easily a yes or no.
But if you say, hey, we've beenthinking about you and you know
it's time for spring.
Taking a look, your face shape,it's heart shape.
Like if we just add a littlebit more layers to the bottom
and let's pull that curtain backto your beautiful eyes.
Like even if we just trim it alittle bit.
Today, I really want to focuson face framing, the layers,
(03:13):
like that is such a differentimpact than saying that's being
like a transformer instead ofwhat we call an informer, that's
being proactive instead ofreactive, and and so when you
think about that, you thinkabout like, what are the brands
that do really great at creatinga great experience?
Apple, the Ritz Carlton or evenluxury fashion houses train
(03:35):
customers to expect more and paymore, and I think that is the
most powerful part about it isthat dream clients aren't found.
They're actually developed.
Lindsay Lowe (03:48):
Yes, I love that Dream clients aren't found, they
are developed.
That is so good, jen, becausewhat we know is every client can
become a dream client if wecreate the right experience.
A dream client if we create theright experience.
(04:09):
So our team every day has thepower to elevate clients by
guiding them into bigger visionsfor themselves.
You know, it's like a.
It's like, instead of justselling services, you're
actually curating transformation.
So, because what we know ispeople don't just buy haircuts,
they don't just buy facials orcolors.
What they're truly buying isconfidence.
They want to feel confident inthe skin that they're in and the
(04:31):
look that they have.
They want to be able to expressthemselves, something that kind
of brings their inner beautyout and really just helps them
have a strong identity inside ofthe world.
And so when you start treatingevery client like a high-end
client, they really startbehaving like one, you know, and
so I think that that's a hugething is that you have to start
(04:55):
treating them like a high-endclient if you want them to to
really start to behave like one.
Jen Booth (05:02):
That's so good.
It reminds me the other day wehad someone walk in which is
rare we don't always get a lotof walk-ins but she wanted to
have her hair done and makeupdone for a wedding anniversary
she had coming up.
It's 23 years, but it's goingto be her first church wedding
and so no one was available tohelp support her.
So our front desk grabbed mereal quick.
I said, hey, jen, can you justhelp her really quick?
(05:23):
And so, normally, what mostpeople would have done, I've
just scheduled her that specialoccasion hair and that makeup.
But I actually sat down at ourconsultation table and, you know
, asked her a lot of questions.
I did a quick style strategywith her.
You know, I looked at her faceshape and that way we knew
exactly, like, what colors weregoing to look best for her on
(05:44):
that special day.
And then I even talked to herabout extensions.
So what normally would be likeokay, $150 service for a cage
special occasion and, um, youknow, a makeup application
turned into be a $700 ticket.
But like that's the power oftreating every client like a
(06:04):
dream client I could have justsaid, yeah, just sign her up for
a.
You know, sign her up for thatspecial occasion.
So-and-so is good with that orsign her up for that makeup, but
like to really sit down withpeople and to see like the way
we interact really creates theresults that we get.
Every client is a dream clientIf you give them the opportunity
to be.
Lindsay Lowe (06:25):
Oh, so powerful, and you know it just makes you
realize, like how much moneyyou're leaving on the table but
truly, at the end of that, howmuch transformation we're
leaving on the table, and whenpeople are buying confidence
from us, like that's truly howyou deliver that value.
People all the time are likedeliver more value, deliver more
value.
Well, what's value, values,what's valuable to that person,
(06:47):
and so when they understandthemselves more, they can show
up bigger in the world.
And so a lot of it is reallybeing able to envision.
So let's talk about the threepart formula to turning any
client into a dream client.
So step number one is going tobe to be able to envision.
So you want to be able tocreate a bigger vision for your
(07:09):
salon and for your clients.
So, right now, how do you seeyour business?
Is it a transactional serviceor are you a transformational
hub where people can come to?
You know, because that's twototally different types of
business.
One of them has order takers,the other one has transformation
makers working there.
You know, because that's twototally different types of
business.
One of them has order takers,the other one has transformation
makers working there.
(07:30):
You know, and so you want todefine what kind of experience
every guest should have.
So that's before, during andafter their visit.
You know, that's where, insideof a salon business school, the
PhD program, we really work on,that gold promise.
You know, and, and that's whatit is how you define what that
experience is going to look likewith every single client, you
(07:50):
know.
And then you want to create anenvironment where clients
naturally level up.
So you want to be able to offersome luxury services, you want
expert consultations, you wantthat elite level hospitality.
So, instead of just saying, doyou want to do a haircut, like I
mentioned earlier, taking it inthe direction that Jen
mentioned, hey, your heartshaped face.
Hey, you know, we looked and itlooks like you have an oval
(08:15):
face shape.
This would be a fun new lookfor you this spring.
Um, when it comes to yourhaircut, would you like to to
try that today?
Uh, yes, that's a way bigger.
Yes, then do you want a haircuttoday, today, yes, that's a way
bigger.
Yes, then do you want a haircuttoday?
Same thing by saying, hey, youknow what are your some of your
hair goals, you know over thenext few visits, and you know if
(08:37):
someone's like, hey, I'm tryingto grow my hair out or, you
know, I'd like to eliminatefrizz, whatever issues it is
that they're bringing to yourattention, tying the services
and offerings that you make tothose issues that they're
experiencing.
So someone's trying to growtheir hair, you know, and you
wanted to say would you like toget a treatment today?
Instead, you could say hey, jen, I heard you say that one of
your hair goals was to addadditional length to your hair.
(08:58):
You want to grow it.
I know we talked aboutextensions, but one of the ways
that we can set you up rightaway today is by doing a
lengthening and strengtheningtreatment to your hair at the
shampoo bowl.
Would you like to enjoy thatduring your service today?
Absolutely, they're going tosay yes every time, especially
once they touch their hair afterthey get that treatment.
They're going to be sold forlife, you know.
So it's just changing a littlebit of your language to make it
(09:23):
be hey, I'm actually solvingyour problems.
This isn't about me, becausethe treatment's about me or
being an order taker, whereas ifyou're offering it in a way
that would solve their problems,that's about them.
That's creating that experiencethat is truly transformational
and not just transactional.
Jen Booth (09:40):
So good.
So the second part of thethree-part formula and let's
just mention envision we'regoing to go to elevate.
And so when we think aboutelevating by elevate, turning
any client into a dream clientwe want to talk about making
every client feel like a VIP.
And so that's literally rollingout the carpet every single
time, because we are in theexperience business, not just
(10:04):
the service business.
We are in the experiencebusiness, not just the service
business, we are in thehospitality business, and if you
call our last podcast with themillion dollar waiter Martin, he
said we're in the business ofmaking people feel special, and
so to be able to eliminate allthe judgment from clients that
come in and see that, hey, a lotof times when they enter, enter
our door, they almost are likein a cocoon, and so the
(10:26):
opportunity that we get to doevery day is when they sit in
our chair.
They get to leave feeling likea butterfly and you just never
know what someone is goingthrough.
I've even seen high school kidsor even adults pay their last
little bit of money to get theirhair done.
So we're not rolling out thered carpet.
If we're not making that everysingle guest feels super special
(10:47):
, we're missing the mark.
Um, because we know there's alsoa secret to upselling without
selling.
You know, teaching your team topaint that bigger picture for
clients.
You know, um, you know havingthat.
You know there's fortune in thefollow-up making sure that they
understand what their secondvisit is going to look like,
what their third visit is goingto look like, like it's not just
(11:07):
a one visit, one and done.
You know, when I'm thinking,ma'am, it's more about hey, like
what can we do every singlevisit?
How can we discover what's mostimportant to you, create that
goal for you and have youleaving feeling more confident
every single day?
Because we know that confidencecomes from the root word for
dare, which means to trust.
So when people are leaving oursalon and they're feeling more
(11:30):
confident in themselves, theirlives are going to be better
before it.
And that's what it's truly liketo making sure that you make
every client feel like a VIP.
Lindsay Lowe (11:42):
So good, and you know, step three of this formula
is to empower.
This is where you want to turnyour team into wealth builders,
you know you want to teach yourservice providers to think like
wealth creators.
They're not just an employee,they're there to create wealth,
(12:04):
you know.
So we really want to encouragethe client for life mindset, you
know, and and the way that wedo this is by small little touch
points, because what we know isthe fortune is in the follow-up
, you know.
So it's not just about thatone-time visit, it's about the
follow-up.
You know how can we check inwith them, send them a special
(12:25):
card in the mail, let them knowabout some of our perks that we
already have.
Like, if they're a VIP, theyget some perks, or maybe you
offer a birthday gift.
You know how do you turn thosecasual clients into raving fans,
and a lot of it is justencouraging your team to have
that client for life mindsetwith everybody.
(12:45):
You know, and if you build yourteam culture around that, where
everyone feels, you know, reallyinvested in creating that high
value experience, you know it itbecomes just natural for them
to give it.
You know, and we know all thesalons that we work with offer
some great incentives, theyoffer some great continuing
(13:06):
education and you know, we knowthis is the space in a team
environment where the mostpeople win.
You know, because we alwayswant to be creating that win win
, win win situation.
You know where it's like theteam, the guests and the salon
wins, like that's when we knowit's going to be great and
(13:28):
really it really happens in thatthird step where you empower
your team to really become thosewealth builders because and
honestly, like when they'recreating that transformation for
their guests, they're reallydelivering that value, because
then the client, the guest, theclient can go out and create
more money and create morefreedom and create a better life
(13:50):
because they're so much moreconfident in their appearance
and the way that they're showingup inside of the world.
Jen Booth (13:57):
So good.
And you may be thinking, oh,this sounds great, jen and
Lindsay, but like, this is anatural for me.
But then when I try totransport to my team, it sounds
like wah, wah, wah.
And so, like you know, this isjust, you just have to continue
to coach and train.
They might not always see itexactly like you, but giving
them the tools and thetechniques to be able to, you
(14:17):
know, create that great guestexperience is so powerful.
And we truly believe in teachingprinciples here.
And so, like, we know that thelaw of polarity is huge.
So, like, as human beings, youknow, as we go through life, we
hear facts.
Either we see them or we hearthem, and, without even
realizing it, we put a framearound those facts, yeah, and
(14:38):
then what that happens is sendsa signal to your brain and,
because of the law of polarity,you either focus on the positive
or you focus on the negative,because a lot of polarity says
where there's positive, therehas to be negative, or there's
negative, that has to bepositive.
I mean, there's two sides toeverything, right, there's two
sides to a coin, there's twosides to a piece of bread, and
so, like, teaching your team thelaw of polarity, and you know
(14:59):
how to like focus on thepositive, um, instead of
focusing on the negative, howthat's going to shape their
beliefs and that's going to senda signal to their heart which
is either going to empower themor disempower them.
And so, like, just littlethings like this teaching
principles like this helps themto uncover and unfold the
beliefs that are not servingthem, that are then being
(15:22):
transferred, transferred over tothe client experience.
So, just working with your team, don't give up, continue to
work with them and even thoughyou just got to measure the
little improvements, that'sreally what you're looking for.
It's just what's the littlethings that they are improving
on that, over time, are going tomake a really big impact.
Lindsay Lowe (15:41):
I love that last little bit.
I mean that whole thing thatyou just gave Jen was amazing.
But really that last little bit, I mean that whole thing that
you just gave Jen was amazing,but really that last little bit
of just making sure there's atiny little improvement over
time, because that's when youknow, hey, my coaching is
working.
It doesn't have to be a hugeshift all at once, but as long
as they're putting some of thosethings into action, then you
(16:01):
know that they're headed in theright direction.
So I love that.
So you might be thinking you'reready to stop waiting for your
dream clients to show up andstart transforming every client
into one.
So here's what you need to donext.
First, you need to choose oneof the three steps that envision
, elevate or empower, andimplement it this week.
(16:23):
Start working on it as a teamthis week.
And step number two is going tobe go ahead and send us a text,
text us the word vision, v, I,S, I, o, n, and we'll send you a
free high end client experiencechecklist.
The number is 4, 6, 9, 2, 8, 3,5, 5, 9, 0.
You can also find it in theshow notes.
(16:44):
And the third thing that youcan do is grab our book thinking
get rich as a beauty pro, andyou know that's really the full
wealth building playbook forbeauty pros inside of this
industry.
So we just want to let you knowdream clients don't just happen
.
They're created through vision,leadership and experience the
experience that you build inyour salon.
(17:05):
Truly.
So if you want to work withmore higher paying, loyal
clients, start by treating everyclient like one today.
Your future dream businessstarts now.
most salon owners and teams believe that dream
clients just walk in, that theyeither show up ready to pay top
dollar or they don't.
But what if that's completelywrong?
What if you have the power toturn every client into your
dream client by just shiftingthe way that you think about
your business?
(00:22):
Because what we know is that'sthe myth that's keeping your
salon stuck.
You know, just recently Iwalked by a new stylist on our
team who was giving aconsultation, and you know,
consultations andtransformations are something we
work really hard on creatinginside of inside of our space,
(00:43):
and what I overheard was hersaying would you like to do a
haircut to that today?
And the guest said no.
And then she said would youlike to do an eyebrow wax today?
And the guest said no.
And she said would you like todo a treatment today?
And the guest said no.
And you know it got me thinkingright away like, hey, I can't
wait to connect with thisstylist and and really help her
(01:04):
understand the differencebetween being an order taker and
and being a transformationmaker.
You know, because justswitching a few ways that you
asked your questions can totallychange everything.
Because I think you know,inside of our business.
Uh, we can get really fixatedon the idea that everybody
understands what we're talkingabout, but most guests don't
(01:24):
know what a treatment is and itwasn't tied to anything that
would benefit her, and you know.
So there's just so many waysthat we can really turn buyers
into the people that we we wantthem to be and to really truly
create that transformation, andso today, that's what we're
going to be diving into, whatyou should be saying instead of
those things, and how you canreally create that inside of
(01:45):
your salon today.
Jen Booth (01:47):
So good.
So let's look at some oldbeliefs that you maybe heard or
that maybe you've even saidyourself there's self, there's
no judgment here.
We're going to look at theseold beliefs and think about
what's a new opportunity orwhat's a new perspective or a
new way to view it.
So you might have people onyour team that have said this,
or maybe you've even said ityourself.
It says some clients are justcheap and there's nothing I can
(02:11):
do about it.
I remember someone on my teamthat's no longer here used to
say that before, because theybelieve that you know, they want
high-end services or they don't.
Like they're fully in or fullyout.
They respect your expertise orthey don't.
They're fully in or fully out.
Um, they respect your expertiseor they don't.
Um, they tip well or they don't.
And this thinking makes salonsreactive instead of proactive,
(02:33):
because we truly know that.
If you think about the power oflooking at that bigger vision,
what if the problem isn't theclients?
Let me say that again what ifthe problem isn't the client?
That's so good.
It's the experience that you'recreating, just like Lindsay was
sharing with the experience shehad with one of her service
providers.
Like, it's the experience.
(02:53):
Yeah, if you'd say if you asksomeone, do you want a haircut
today?
It's easily a yes or no.
But if you say, hey, we've beenthinking about you and you know
it's time for spring.
Taking a look, your face shape,it's heart shape.
Like if we just add a littlebit more layers to the bottom
and let's pull that curtain backto your beautiful eyes.
Like even if we just trim it alittle bit.
Today, I really want to focuson face framing, the layers,
(03:13):
like that is such a differentimpact than saying that's being
like a transformer instead ofwhat we call an informer, that's
being proactive instead ofreactive, and and so when you
think about that, you thinkabout like, what are the brands
that do really great at creatinga great experience?
Apple, the Ritz Carlton or evenluxury fashion houses train
(03:35):
customers to expect more and paymore, and I think that is the
most powerful part about it isthat dream clients aren't found.
They're actually developed.
Lindsay Lowe (03:48):
Yes, I love that Dream clients aren't found, they
are developed.
That is so good, jen, becausewhat we know is every client can
become a dream client if wecreate the right experience.
A dream client if we create theright experience.
(04:09):
So our team every day has thepower to elevate clients by
guiding them into bigger visionsfor themselves.
You know, it's like a.
It's like, instead of justselling services, you're
actually curating transformation.
So, because what we know ispeople don't just buy haircuts,
they don't just buy facials orcolors.
What they're truly buying isconfidence.
They want to feel confident inthe skin that they're in and the
(04:31):
look that they have.
They want to be able to expressthemselves, something that kind
of brings their inner beautyout and really just helps them
have a strong identity inside ofthe world.
And so when you start treatingevery client like a high-end
client, they really startbehaving like one, you know, and
so I think that that's a hugething is that you have to start
(04:55):
treating them like a high-endclient if you want them to to
really start to behave like one.
Jen Booth (05:02):
That's so good.
It reminds me the other day wehad someone walk in which is
rare we don't always get a lotof walk-ins but she wanted to
have her hair done and makeupdone for a wedding anniversary
she had coming up.
It's 23 years, but it's goingto be her first church wedding
and so no one was available tohelp support her.
So our front desk grabbed mereal quick.
I said, hey, jen, can you justhelp her really quick?
(05:23):
And so, normally, what mostpeople would have done, I've
just scheduled her that specialoccasion hair and that makeup.
But I actually sat down at ourconsultation table and, you know
, asked her a lot of questions.
I did a quick style strategywith her.
You know, I looked at her faceshape and that way we knew
exactly, like, what colors weregoing to look best for her on
(05:44):
that special day.
And then I even talked to herabout extensions.
So what normally would be likeokay, $150 service for a cage
special occasion and, um, youknow, a makeup application
turned into be a $700 ticket.
But like that's the power oftreating every client like a
(06:04):
dream client I could have justsaid, yeah, just sign her up for
a.
You know, sign her up for thatspecial occasion.
So-and-so is good with that orsign her up for that makeup, but
like to really sit down withpeople and to see like the way
we interact really creates theresults that we get.
Every client is a dream clientIf you give them the opportunity
to be.
Lindsay Lowe (06:25):
Oh, so powerful, and you know it just makes you
realize, like how much moneyyou're leaving on the table but
truly, at the end of that, howmuch transformation we're
leaving on the table, and whenpeople are buying confidence
from us, like that's truly howyou deliver that value.
People all the time are likedeliver more value, deliver more
value.
Well, what's value, values,what's valuable to that person,
(06:47):
and so when they understandthemselves more, they can show
up bigger in the world.
And so a lot of it is reallybeing able to envision.
So let's talk about the threepart formula to turning any
client into a dream client.
So step number one is going tobe to be able to envision.
So you want to be able tocreate a bigger vision for your
(07:09):
salon and for your clients.
So, right now, how do you seeyour business?
Is it a transactional serviceor are you a transformational
hub where people can come to?
You know, because that's twototally different types of
business.
One of them has order takers,the other one has transformation
makers working there.
You know, because that's twototally different types of
business.
One of them has order takers,the other one has transformation
makers working there.
(07:30):
You know, and so you want todefine what kind of experience
every guest should have.
So that's before, during andafter their visit.
You know, that's where, insideof a salon business school, the
PhD program, we really work on,that gold promise.
You know, and, and that's whatit is how you define what that
experience is going to look likewith every single client, you
(07:50):
know.
And then you want to create anenvironment where clients
naturally level up.
So you want to be able to offersome luxury services, you want
expert consultations, you wantthat elite level hospitality.
So, instead of just saying, doyou want to do a haircut, like I
mentioned earlier, taking it inthe direction that Jen
mentioned, hey, your heartshaped face.
Hey, you know, we looked and itlooks like you have an oval
(08:15):
face shape.
This would be a fun new lookfor you this spring.
Um, when it comes to yourhaircut, would you like to to
try that today?
Uh, yes, that's a way bigger.
Yes, then do you want a haircuttoday, today, yes, that's a way
bigger.
Yes, then do you want a haircuttoday?
Same thing by saying, hey, youknow what are your some of your
hair goals, you know over thenext few visits, and you know if
(08:37):
someone's like, hey, I'm tryingto grow my hair out or, you
know, I'd like to eliminatefrizz, whatever issues it is
that they're bringing to yourattention, tying the services
and offerings that you make tothose issues that they're
experiencing.
So someone's trying to growtheir hair, you know, and you
wanted to say would you like toget a treatment today?
Instead, you could say hey, jen, I heard you say that one of
your hair goals was to addadditional length to your hair.
(08:58):
You want to grow it.
I know we talked aboutextensions, but one of the ways
that we can set you up rightaway today is by doing a
lengthening and strengtheningtreatment to your hair at the
shampoo bowl.
Would you like to enjoy thatduring your service today?
Absolutely, they're going tosay yes every time, especially
once they touch their hair afterthey get that treatment.
They're going to be sold forlife, you know.
So it's just changing a littlebit of your language to make it
(09:23):
be hey, I'm actually solvingyour problems.
This isn't about me, becausethe treatment's about me or
being an order taker, whereas ifyou're offering it in a way
that would solve their problems,that's about them.
That's creating that experiencethat is truly transformational
and not just transactional.
Jen Booth (09:40):
So good.
So the second part of thethree-part formula and let's
just mention envision we'regoing to go to elevate.
And so when we think aboutelevating by elevate, turning
any client into a dream clientwe want to talk about making
every client feel like a VIP.
And so that's literally rollingout the carpet every single
time, because we are in theexperience business, not just
(10:04):
the service business.
We are in the experiencebusiness, not just the service
business, we are in thehospitality business, and if you
call our last podcast with themillion dollar waiter Martin, he
said we're in the business ofmaking people feel special, and
so to be able to eliminate allthe judgment from clients that
come in and see that, hey, a lotof times when they enter, enter
our door, they almost are likein a cocoon, and so the
(10:26):
opportunity that we get to doevery day is when they sit in
our chair.
They get to leave feeling likea butterfly and you just never
know what someone is goingthrough.
I've even seen high school kidsor even adults pay their last
little bit of money to get theirhair done.
So we're not rolling out thered carpet.
If we're not making that everysingle guest feels super special
(10:47):
, we're missing the mark.
Um, because we know there's alsoa secret to upselling without
selling.
You know, teaching your team topaint that bigger picture for
clients.
You know, um, you know havingthat.
You know there's fortune in thefollow-up making sure that they
understand what their secondvisit is going to look like,
what their third visit is goingto look like, like it's not just
(11:07):
a one visit, one and done.
You know, when I'm thinking,ma'am, it's more about hey, like
what can we do every singlevisit?
How can we discover what's mostimportant to you, create that
goal for you and have youleaving feeling more confident
every single day?
Because we know that confidencecomes from the root word for
dare, which means to trust.
So when people are leaving oursalon and they're feeling more
(11:30):
confident in themselves, theirlives are going to be better
before it.
And that's what it's truly liketo making sure that you make
every client feel like a VIP.
Lindsay Lowe (11:42):
So good, and you know, step three of this formula
is to empower.
This is where you want to turnyour team into wealth builders,
you know you want to teach yourservice providers to think like
wealth creators.
They're not just an employee,they're there to create wealth,
(12:04):
you know.
So we really want to encouragethe client for life mindset, you
know, and and the way that wedo this is by small little touch
points, because what we know isthe fortune is in the follow-up
, you know.
So it's not just about thatone-time visit, it's about the
follow-up.
You know how can we check inwith them, send them a special
(12:25):
card in the mail, let them knowabout some of our perks that we
already have.
Like, if they're a VIP, theyget some perks, or maybe you
offer a birthday gift.
You know how do you turn thosecasual clients into raving fans,
and a lot of it is justencouraging your team to have
that client for life mindsetwith everybody.
(12:45):
You know, and if you build yourteam culture around that, where
everyone feels, you know, reallyinvested in creating that high
value experience, you know it itbecomes just natural for them
to give it.
You know, and we know all thesalons that we work with offer
some great incentives, theyoffer some great continuing
(13:06):
education and you know, we knowthis is the space in a team
environment where the mostpeople win.
You know, because we alwayswant to be creating that win win
, win win situation.
You know where it's like theteam, the guests and the salon
wins, like that's when we knowit's going to be great and
(13:28):
really it really happens in thatthird step where you empower
your team to really become thosewealth builders because and
honestly, like when they'recreating that transformation for
their guests, they're reallydelivering that value, because
then the client, the guest, theclient can go out and create
more money and create morefreedom and create a better life
(13:50):
because they're so much moreconfident in their appearance
and the way that they're showingup inside of the world.
Jen Booth (13:57):
So good.
And you may be thinking, oh,this sounds great, jen and
Lindsay, but like, this is anatural for me.
But then when I try totransport to my team, it sounds
like wah, wah, wah.
And so, like you know, this isjust, you just have to continue
to coach and train.
They might not always see itexactly like you, but giving
them the tools and thetechniques to be able to, you
(14:17):
know, create that great guestexperience is so powerful.
And we truly believe in teachingprinciples here.
And so, like, we know that thelaw of polarity is huge.
So, like, as human beings, youknow, as we go through life, we
hear facts.
Either we see them or we hearthem, and, without even
realizing it, we put a framearound those facts, yeah, and
(14:38):
then what that happens is sendsa signal to your brain and,
because of the law of polarity,you either focus on the positive
or you focus on the negative,because a lot of polarity says
where there's positive, therehas to be negative, or there's
negative, that has to bepositive.
I mean, there's two sides toeverything, right, there's two
sides to a coin, there's twosides to a piece of bread, and
so, like, teaching your team thelaw of polarity, and you know
(14:59):
how to like focus on thepositive, um, instead of
focusing on the negative, howthat's going to shape their
beliefs and that's going to senda signal to their heart which
is either going to empower themor disempower them.
And so, like, just littlethings like this teaching
principles like this helps themto uncover and unfold the
beliefs that are not servingthem, that are then being
(15:22):
transferred, transferred over tothe client experience.
So, just working with your team, don't give up, continue to
work with them and even thoughyou just got to measure the
little improvements, that'sreally what you're looking for.
It's just what's the littlethings that they are improving
on that, over time, are going tomake a really big impact.
Lindsay Lowe (15:41):
I love that last little bit.
I mean that whole thing thatyou just gave Jen was amazing.
But really that last little bit, I mean that whole thing that
you just gave Jen was amazing,but really that last little bit
of just making sure there's atiny little improvement over
time, because that's when youknow, hey, my coaching is
working.
It doesn't have to be a hugeshift all at once, but as long
as they're putting some of thosethings into action, then you
(16:01):
know that they're headed in theright direction.
So I love that.
So you might be thinking you'reready to stop waiting for your
dream clients to show up andstart transforming every client
into one.
So here's what you need to donext.
First, you need to choose oneof the three steps that envision
, elevate or empower, andimplement it this week.
(16:23):
Start working on it as a teamthis week.
And step number two is going tobe go ahead and send us a text,
text us the word vision, v, I,S, I, o, n, and we'll send you a
free high end client experiencechecklist.
The number is 4, 6, 9, 2, 8, 3,5, 5, 9, 0.
You can also find it in theshow notes.
(16:44):
And the third thing that youcan do is grab our book thinking
get rich as a beauty pro, andyou know that's really the full
wealth building playbook forbeauty pros inside of this
industry.
So we just want to let you knowdream clients don't just happen
.
They're created through vision,leadership and experience the
experience that you build inyour salon.
(17:05):
Truly.
So if you want to work withmore higher paying, loyal
clients, start by treating everyclient like one today.
Your future dream businessstarts now.
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