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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, visitwww.marcopelusi.com ,
follow him atwww.twitter.com/marco_pelusi and www.facebook.com/marcopelusistudio .