Many stylists avoid talking about take-home products because they don't want to sound like salespeople. The trouble is usually the timing and the delivery. When the recommendation grows out of the service the client just received, it sounds like part of her care.
When should you bring up home care?
During the service, while you work. If you explain what the hair is missing and what you are applying, the recommendation at the end doesn't come as a surprise.
Waiting until checkout tends to sound like an add-on. By then, the client is already thinking about leaving.
Which line should you recommend after each service?
Start with the line used in the service. After a smoothing service, Carbon has a Home Care shampoo, conditioner, and mask designed to prolong the result.
After reconstruction, Golden Home Care includes a shampoo, a 2-in-1, and Máscara Ouro. After hydration, Diamond Home Care includes a shampoo, a conditioner, Máscara Teia, and a leave-in protector.
What should you say to the client?
Three things: what was done today, what could undo that result at home, and which product helps maintain it. For example: "Today we worked on frizz and volume. To help it last, I'd wash with this line at home."
Always give her the option to start with one product. If she doesn't buy today, note the routine in her client card and come back to it at the next visit.
How do you prepare your team?
Everyone should be able to explain, in their own words, what each product does and who they wouldn't recommend it to. That takes practice: a made-up client, a diagnosis, and a recommendation said out loud.
It also helps to keep products in view. Small formats like the 45 ml Óleos work well at the counter because they are easy to show and explain.
What should you avoid when recommending?
Recommending whichever line you have the most of, adding products that have nothing to do with the need, or promising a result will last a specific amount of time. If a client tries something that wasn't right for her, you lose more than that sale.
In summary
Recommend from the diagnosis, continue with the service line, and leave a short written routine. That way home care feels like part of the salon's work.
Source: Brulier USA Editorial, with data from Brulier Home Care lines and sales criteria from Mildrey García's Xcentric Beauty master manual. Educational content: it does not replace professional diagnosis or product instructions.Carbon products
Frequently asked questions
How many products should I recommend at first?
As many as the need justifies. If the client hesitates, start with the one that will make the biggest difference to her routine and add others later.
What if the client already uses another brand?
Ask what she uses and how it's working. Don't criticize that brand: explain what the service line offers and let her decide.
Should the stylist recommend, or only the front desk?
The person who did the diagnosis has the most context. The front desk can complete the purchase and answer questions about use.
Bring it to your salon
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