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ing just a simple clean-up with the shears (if

you are very careful). This is a great way to let

him know you and your salon offer brow ser-

vices, and let him try them out.

If you do the brow services yourself, speak

up and do them. If someone in your salon

does brows, introduce them to the specialist

and encourage a conversation to answer all

their questions. Offer the first brow service at a

discount to get him to do it. Talk about how to

get his brows to grow well if he has thin brows.

Or talk to him about how to keep overgrown

unruly brows at bay.

If your client likes his results, he will likely

continue to get additional services with each

trim or reshaping, which will increase your aver-

age ticket price and result in more steady rev-

enue and a longer-lasting client relationship.

Remember, when building new services

into your schedule and his appointment, make

it easy, simple and quick —most of my male

clients don’t like to spend a lot of time lingering

at the salon and talking about hair. The faster I

can get them in, out and rebooked with great

results, the better.

Marco Pelusi is globally recognized as a leading haircolor authority, platform artist and educator,

celebrity haircolorist and consultant. Pelusi created the Marco Collagen Color Guard HairCare Sys-

tem, the collagen system developed for color and chemically treated hair. Marco is available for

one-on-one intensive color training at his studio. For information, visit ,

follow him at and .