When you spin your client around, and she sees herself in the mirror, what’s the final selling point?

It’s the blow dry.

If your client likes what she sees at the end, thank the blow dry.

It deserves a lot more credit than it ever gets.

If you’ve been making the same money for a long time and still see spaces in your book, maybe it’s time to up your skill level and fill in those gaps in your schedule. Other people will see them and ask where they got their hair done.

What if your client comes in and says she’s finally ready for a change?

That is not the time to say: “What do you have in mind?”

As the stylist, you should know your client well enough to come up with an idea of what would enhance her look. Upping your skill level with the blowdryer may mean your client will give you an A+ instead of a B+. And it’s those clients who are happy with their A+ looks who turbocharge your marketing through word of mouth.