Q&A

What can I do if I have too many clients?

Q.

I’ve got a full book of regulars and more people wanting occasional services than I can accommodate. I’ve already added some evening hours and don’t want to add more, but I don’t want to turn people away either. What can I do?

A.

The tendency is to think that more clients means more money, but the truth is those quality clients who spend the most with you are really the ones who build your business. If you want to work smart, I recommend that you actually reduce your client base (think quality vs. quantity) to include only your ideal clients and put your effort toward giving them the benefit of your full attention and upselling them to grow your average service and retail ticket.

Another way to accommodate more clients in the same amount of time is to work with an assistant, as hairdressers do. The assistant could prep enhancement clients or work with you to give a client a manicure and pedicure at the same time. The assistant, most likely a recent grad, would benefit from the training you give them as well.

Louis Mattassi is a consultant/trainer with Milady Cengage Learning (www.milady.cengage.com).

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