Client consultations are full of opportunity for your business. A thorough consultation can help you identify the right products and services for each client, build valuable client relationships, and even upsell services. Show
The perfect client consultation will do all of this well, but conducting a fantastic consultation can be a challenge. If consultations are a regular part of your business, it’s worth your time to focus on perfecting them. Steps to the best client consultation experienceA great consultation isn’t as simple as it might seem. A lot of thought and preparation go into creating an effective consultation that converts a prospect into a customer or client. 1. Understand your goalsBefore you head into a consultation, outline what you want to achieve. Is your goal to get the customer to sign a contract and officially become a new client? Do you want the customer to sign up for a free trial, or is your goal to interest them in a higher-priced package? Once you’ve identified your goals, you can better structure the conversation to achieve them. 2. Start with a consultation formA consultation form gives you a valuable advantage when you’re preparing for your meeting, and you can incorporate it directly into your content marketing funnel or sales funnel. Jotform offers a free client consultation form. By asking potential customers to complete the form ahead of time, you can gather a little extra information so you can quickly adjust your approach to make a more meaningful connection. For instance, if your customer has indicated they’re looking for particular qualities in a service, you can highlight how your services will satisfy their specific needs. 3. Be aware of your body languageBody language can be a benefit or a detractor during in-person consultations. Simple elements of body language — like crossing your arms across your chest or smiling — can send certain signals to your customer. And your customers can send you important cues in the same way. Focus on establishing body language that shows you’re friendly and genuine. Smile, maintain eye contact, lean in toward your customer a bit, and engage with them during the meeting. 4. Approach the consultation as a conversationWhen you’re confident about your services and proud of what you have to offer, it can be easy to fall into the trap of turning your consultation into a presentation — where you speak and the customer listens. This can be off-putting to customers, making them feel like you don’t value them as individuals. Instead, approach the consultation as a conversation and try to build a relationship with the customer through that conversation. Try to be a good listener when the customer is talking — focus on their concerns and questions. Take some time to get to know the customer as a person and to understand their motivations and values before you move forward with making the sale. 5. Ask the right questionsYour consultation questions are key to understanding your client’s expectations, needs, and pain points. Be prepared with questions that will help you gain valuable information — such as asking, “What do you dislike about your current service?” and “What would an ideal service experience look like for you?” By posing open-ended questions, you’re giving the client a chance to share details you might not otherwise discover. These details could be key to a customer conversion. 6. Frame the conversation as if the potential customer has signed onStay positive during the conversation. Behave as if you’re talking to one of your regular clients who will definitely use your services. Starting your responses with something positive — “When we deliver these services, we will…” — can help the client envision working with your business. 7. Be prepared with all of your informationDuring a consultation, you don’t want to be scrambling for price sheets, online or paper contracts, and product samples. Prepare all of these materials beforehand, and make sure that you can access them easily. If the client is ready to proceed to the next steps, you need to make that process as smooth and easy as possible. 8. Be confidentConfidence will come from knowing and believing in your business. You’ll also gain confidence as you conduct more consultations — or practice your consultation skills. When you deliver pricing, highlight the benefits of working with your business, or show how you can deliver what the client wants, do it with confidence. Your delivery will show the customer that they can trust you and your business. Developing the best consultation experienceCrafting a successful client consultation takes time and practice. After completing a consultation, take a step back and assess it. Did you achieve your goal? Were there things that could have gone better? Take this feedback and use it to continue improving your consultations until you can consistently deliver top-quality consultations every time. This article is originally published on Nov 19, 2020, and updated on Oct 18, 2021. Want to crack the client consultation code? We’ve got you covered. Learn how to deliver the perfect client consultation, why consults are so important for both your clients’ happiness and your business's reputation, and get insider consult tips from some of the world’s leading hair and beauty experts.
The stylist or therapist takes the time to connect with, and listen to the client – no matter how busy the salon is. The client feels confident that she’ll get her desired outcome.
The salon’s calendar is packed with back to back appointments. The client is hurried through their service, with little to no time spent discussing the client’s unique needs and wants. They feel undervalued, and don’t rebook.
Your regular client decides she wants to switch things up. Her stylist or therapist coaches her through the change, manages her expectations and gives her the confidence to rock a new look.
The stylist assumes her regular client wants the same old cut and blow dry and launches straight into the service. Feeling frustrated, the client loses trust in her stylist and decides to go elsewhere.
A new client has sensitive skin. The therapist conducts a thorough consultation, taking notes on the client’s skin history, pre-existing health conditions and ingredients that have irritated her skin in the past. The client signs a waiver to confirm what was discussed.
Feeling nervous about her skin sensitivities, a new client raises her concerns with a therapist. The therapist reiterates that the treatment is suitable for sensitive skin, despite the client’s hesitation. The client breaks out, complains and leaves a negative review on your social media. If you’re regularly managing client complaints, or your rebook rates are decreasing, you’re not alone. Being in the hair or beauty industry can be stressful at times. Without the proper support and training, managing client’s expectations can be a challenging task. Introducing the new and improved Consult appThat’s why we’ve developed the Consult app – to help you conduct professional and thorough consultations, ultimately reducing complaints, elevating your client experience and protecting your business’ reputation. Consult is an easy to use client consultation app for iPad & iPhone that’s free for everyone, not just Timely customers. It’s designed and tested by people just like you. More than just client consultations, Consult offers customisable forms that let you design and tailor forms, including client intake forms, waivers and consent forms, to meet your business’ needs. It even includes a library of templates, which have been designed by industry experts. So, armed with the Consult app, how can you take your consults from an afterthought to a priority in your business? We’ve asked the experts from the hair, beauty, barbering and wellness industries. Read on to find out their favourite questions to ask during a consult and why consultations are an important part of any client experience. First things first, what’s the purpose of a client consultation?A consultation allows you to gather information from your client, understand their goals, and recommend the right products. The key to a great consultation is understanding the client’s needs and expectations, which are then recorded and signed off by the client and the stylist or therapist. That way, you can both move forward together, and you are both accountable for the end results. Why are client consultations so important for your business, no matter what industry you’re in? Build confidence and loyaltyIt’s a no-brainer: when you listen to your clients, they feel valued. And by giving them the results that they want, you can be sure they’ll rebook. Listen actively, read their body language, and ask relevant questions to understand exactly what it is they’re looking for. Protect your reputationIt only takes one scathing review on social media to damage your brand’s reputation. Consultations reduce the likelihood of client complaints. They give your staff the opportunity to ask clients about any allergies, sensitivities or health conditions that might impact their treatment. Identify and prevent problems before they happen – and be sure your client signs off on what you’ve discussed, before progressing with the treatment. Increase retail salesA client consultation is the perfect time to upsell products and treatments, which will lead to a better bottom line. Remember, it’s not just about the ching-ching, it’s about offering your clients products and services that will make them feel great about themselves. Win-win! Keep client notes up-to-dateBy keeping a record of your client’s treatment history, other stylists or therapists will be able to take over from you if you’re away. Keep your notes in a handy place where your colleagues can access them. Consult automatically connects to Timely so you can upload your completed forms, edit existing client details and store all client information in one place. Let’s hear it from the experts!You’ve heard enough about how to run the perfect client consultation from us. What are the experts doing? What questions are they asking? We spoke to some of the world’s leading beauty and hair professionals to see how they run a successful client consult. Hair Consultation: Cristina Tatasciore, Flipped HairSometimes, it can be difficult to read a client. If you’re struggling to connect with the client in your chair, Cristina suggests dialling into their body language. Make sure you’re listening to how as well as what they’re saying, and don’t jump to conclusions. Here’s how Cristina runs consultations in her hair salon: With only three questions, I can understand what type of client I have sitting in my chair and how to tackle my service.
Tamara Shaw, Beaute IndustrieUnderstanding your clients’ skin history is a must. Help your clients put their best face forward, and ensure your recommendations will work for their unique needs. Take the time to diagnose their skincare concerns and identify realistic goals for your session. Focus on emotions when describing how the treatment will make your client feel afterwards. For example, “your skin will be brighter after the Vitamin C facial!” Here’s Tamara Shaw’s approach to conducting a consult:
Jazz Pampling, Eyebrow ArtistWhen it comes to eyebrows, clients tend to have pretty strong opinions! Just because a full brow is en vogue, doesn’t mean it will suit your client’s facial features. Consultations often get derailed by clients with unrealistic expectations. Take an empathic but honest approach, so your client understands what can be done realistically. Jazz is all about a 5-10 minute consult with all new clients, and 5 minutes for existing clients. Here’s her favourite consultation questions:
Bridal Consultation: Paula Hibbard, Hair EducatorHelping a bride-to-be find her wedding day look can be a lot of fun, but also a big responsibility. Be mindful of her needs on the big day. Is she planning blustery outdoors photos? Does she want to show off the back of her dress? Will she have time for touch-ups? Here are the three questions Paula uses to get the most out of her bridal trial sessions:
Jonathan Cannizzaro, Valiant BarbersSometimes clients struggle to explain the haircut they’re after – a ‘fresh fade’ can look different on everyone, after all! Use photos and visual aids to inspire them into doing something new or different. Here’s how Jonathan ensures he delivers the best cut for his clients:
Brodie Proykova, Frenchie & CoTake the stress out of massages, and set time aside before the appointment to get a detailed picture of your client’s medical history and points of concern. Be sure to take notes, and get your clients to sign your consult form – this serves as a record of the information shared, keeping both you and your clients safe during the treatment journey. Here’s Brodie’s top questions to ask before a massage treatment:
The perfect client consultation is a breeze when you use Timely’s Consult app. We’ve just rolled out our biggest upgrade ever for Consult, with an enormous new feature set! With the app you can:
Consult’s customisable forms will help you streamline your business, protect your brand and deliver an exceptional client experience. Use Consult for client intake forms, consultations, client waivers, consent, patch testing, and more. Get Consult on the app store today. It’s free for everyone, not just Timely customers. |