333 Home Haircare Recommendations: Why Stylists Still Avoid It and What Needs to Change

Nearly four years ago, I recorded an episode about why hairdressers should be recommending professional retail. And yet, here we are, still having the same conversation. The fundamentals haven’t changed, but the world we’re operating in absolutely has. Inflation, online shopping, influencers, and changing client behaviour… all of it has added new layers to old objections.

In this episode, I break down why so many stylists still avoid recommending retail and, more importantly, what’s really sitting underneath those objections. I walk through the most common excuses I hear, grouped into skill issues, mindset issues, fear issues, and systems issues and explain why teaching product knowledge or scripts alone will never fix the problem.

This isn’t about being pushy or “selling.” It’s about professionalism, service, responsibility, and ultimately the sustainability of your business. If you’re a salon owner or a stylist who wants stronger client relationships, better results, and a more profitable salon, this is a conversation you can’t keep avoiding.

IN THIS EPISODE:

• [00:00] Intro: Retail version 2.0: what’s changed

• [01:58] Same salon, same clients, very different retail results

• [02:43] Why scripts and commissions don’t solve retail

• [03:22] The three real reasons hairdressers should recommend retail

• [06:49] The 4 categories behind all retail objections

• [07:39] Skill issues: “I don’t know how” and product knowledge

• [09:40] Mindset issues: “It’s not my job”

• [12:09] Fear issues: The fear of being pushy or transactional

• [20:06] Systems issues and retail culture in salons

• [26:30] Final thoughts 

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Until next time!
Antony

 

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