Connect/discover needs/provide solutions/confirm

1. Check the Scalp’s Condition

  1. Part the hair with your fingers to expose the scalp.

  2. Examine the scalp for any irritations, abrasions, or 

contagious disorders that would prevent you from 

continuing the service. If none are present, check for:•  Excessive oil

•  Excessive dryness

•  Excessive flakes

•  Blemished, sensitive, or combination appearance

  3. Ask your client to describe his or her skin and scalp 

condition/type.

2. Perform a Needs Analysis

The following is a list of high-level, general questions you 

can ask your client to help determine the correct service for 

her or him. As you become more experienced, you will refinethese questions to match your personal style.

During the conversation, look at the client face to face, not 

in the mirror. 

General Expectations and Information

•  What do you expect from your haircut today?

•  On a scale from 1 to 10 (10 being the highest), how open 

are you to a change of hair style?

•  Do you have any current hair care needs you would like 

to discuss?

•  Do you like to look groomed or ungroomed?

•  What are your long-term goals for your hair?

•  How long do you expect your haircut to last?

•  Does your look need to be versatile?

•  How much change are you looking for?

Styling Preferences

•  How are you used to styling your hair? 

•  Do you like your ears covered or exposed?

•  What do you like about your current style? What don’t 

you want?

•   Do you have your hair styled in the salon?

•  Do you feel comfortable with hair towards your face, 

bangs/fringe back, closer to your head on top, etc.?

Home Hair Care

•  What shampoo, styling, and finishing products do you 

currently use? Are you happy with the results those 

products give you?

•  How are you used to styling your hair? How much timedo you want to spend?

•  What are your long term goals for your hair?

•  How often do you cleanse your hair?

Would You Like to Look More . . .?

•  Feminine: Mid-length or longer cut

•  Sporty: Sharp, shorter cut with low maintenance

•  Classic/elegant: One-length, possibly graduated with a groomed finish

•  Trendy: Very open, usually shorter cuts with short front perimeters; strong, bold colors

•  Fashionable: Diluted form of "trendy," probably some 

form of soft texture

•  Sexy: Tousled style with long front perimeter

•  Natural: Longer, loose layered cut, diffused or air dried, 

gentle finish, minimum maintenance

3. Make Recommendations

  1. Inform your client of your findings and explain the 

benefits of the particular products you recommend.

  2. Listen to the client’s reaction and comments, adjust yourfindings as necessary, and record them on a prescription pad.

•  Choose a cleansing agent according to the hair type.

•  Prescribe products for the removal of product build-

up, as necessary.

•  Choose conditioning agents according to the 

condition of the hair.

•  Choose styling products to achieve the desired finish.

•  Educate the client about the benefits of the 

recommended products.