David Stanko

Redken Artist & Color Consultant

Enter Thinking

Why planning to be impulsive isn’t an oxymoron.

With tongue firmly in cheek, Entourage’s Fran Drescher once advised us to Enter Whining. After a few playful posts of my own (Spring Bling and Mahogany Glam), I’m turning to serious money talk this month, and my advice is to Enter Thinking.

In the salon, that involves a great consultation and an advance Color Plan. Redken.com already provides the particulars for a successful consultation, A to Z. If you’re still starting a conversation with "What are we doing today..." click here.

Now, onto the Plan, Stan. Satirist Benjamin Franklin, who must have had a good laugh over getting rich by publishing Poor Richard’s Almanack, said that by failing to prepare, you’re preparing to fail. Okay. But preparation means planning and plans go live when you add action, whether your dream is to renovate space, save for a sunny day or rejuvenate yourself (with a little surgical assistance.)

Chances are, you’ve heard that pre–booking is a smart way to plan for financial and emotional success. I wouldn’t torpedo the idea but I’ve got an alternative that controls variables.

Reality shows that pre–booking works best for solo services. Go multiple, as clients may cancel or ask to move their appointments up. It’s just the modern way: They get all stressed by the time factor, which lessens the pleasure point.

Here’s where my wily plan (preparing for impulse!) comes into action.

I recently did a salon–book check and flashed back to calculate my year–to–date services. No math wizardry is needed to determine a monthly average, and I use it to estimate my revenue for the rest of the year. Single–service prebooking helps right here—in meeting the money goal.

Next, look for potential. Where, and with whom, can you add–on services? Being prepared to act on impulse—yours and your clients’—is as germane to business as the check–out counter rag mag. You’re right there, relishing the read while you wait, and suddenly you gotta’ have it.

Clients who are enjoying the experience in your chair undergo a similar shift. They’re enjoying the conversation and hearing about their hair and their color. Then, you suggest caramel or copper via highlights or gloss. And they’re hooked, while they’re booked.

To make it work, you must Enter Thinking each day, and be prepared to act impulsively. Look at your book and determine where you can give yourself a raise. Will Mrs. Smith’s color last longer with a double–dip of Shades EQ or Chemistry System? Is rocker girl ready for a color change? It’s all right there, in the white spaces between each line.

Couple of caveats: Managing your own book allows you the impulsiveness of maximizing your time and your client’s visit. Also, acting on a plan to get a good night’s sleep boosts success because you can’t drop in add–ons if you’re hung over or stressed out. Finally, embracing the GPA way rules. What’s that? In the words of Zig Ziglar: Goals are dreams we convert to Plans and take Action to fulfill.

Happy Coloring! David Stanko