During the last three weeks of December the majority of hairdressers care for nearly everyone in their clientele. In December, the spending of many of your top clients often decreases. There is a compensation to some degree, because many clients spend more than they normally would and try to squeeze in before Christmas. Even though your cash flow can increase dramatically, increases in salon wages, due to shift allowances and overtime, along many other expense increases, can often dramatically reduce you profit. During this period when stylists are at their busiest, procedures often get thrown out the window. Stylists are more focused on getting the client out of the salon, rather than up selling, retailing and rebooking. If your consultation and booking processes aren’t managed well, you will create a sort of concertina effect, as clients cram in prior to Christmas then stretch their appointments over January. This leads into the February/March Credit Card repayment shock, followed by the School Preparation blow, wiping many clients off the map until April. Careful Budgeting and astute management is required to navigate this post Christmas period. I rarely consider average client spend as performance indicator, however over the December to March period, the average client spend for Hair Stylists with professional habits and behaviours often remains the same or higher, in this instance average client spend could suggest, organised appointment management. So let’s look at what top performing hairdressers do differently: During consultation they always discuss cut , color and home care and place the homecare products in front of the client. At the basin they always ensure that the products they have recommended are used and explained to the client. Whilst cutting the hair they advise the client when they would like to see them again based on the needs of the color and the cut frequency 4, 5, or 6 weeks. Before blow drying their clients hair they always talk about how the client will manage their hair at home. Explaining what products will be needed to achieve their goals and always use them on the client that day. When finishing styling, they always recommend the products that the client needs to use at home to keep the hair looking as great at as it does at the salon. Before the client leaves the workstation the hairdresser always closes the sale on their home maintenance recommendations. They rebook the client for their next one or two visits before they leave the salon.