Part ii.
The Consultation Script.
This is the exact flow I use to walk a client from "interested" to "deposit paid" in 20 minutes. Adapt the language to sound like you — the structure is the magic.
i.
Open Warmly + Set The Frame (2 min)
Goal: relax them, set the tone, control the room.
"Hi! So good to finally meet you in person — I loved your intake answers. Before we dive in, here's how today is going to go: I'll take 5 minutes to look at your hair, then we'll talk through what's possible, what I'd recommend, and what the investment looks like. By the end, you'll have a clear plan whether or not we move forward today. Sound good?"
Why this works
You set expectations, you signal professionalism, and you give them permission not to commit on the spot — which paradoxically makes them MORE likely to commit.
ii.
The Hair Diagnosis (5 min)
Goal: show expertise, identify the real problem, lead them to the right solution.
"Okay — so based on what I'm seeing here [touch the hair, look at density at the crown, check porosity], you have [describe what you see honestly]. The good news is, K-Tips are honestly perfect for this because [reason specific to their hair]. The thing we'll need to work around is [one realistic concern], but I have a plan for that."
Why this works
You sound like a doctor diagnosing, not a stylist selling. Naming a small concern actually builds trust because perfect-pitch sales people sound dishonest.
iii.
Paint The Result (3 min)
Goal: get them emotionally invested in the outcome before pricing comes up.
"When you walk out of here in [X hours], your hair is going to feel completely different. The fullness you'll see at the crown? That's the K-Tip method — invisible bonds that move like your own hair. You'll be able to put it up in a high pony for the gym and no one will know. And the maintenance? Way easier than you'd think — I'll walk you through it before you leave."
Why this works
Specificity sells. "High pony at the gym" is more powerful than "natural-looking results." Pull from their intake answers.
iv.
Present Investment + Options (3 min)
Goal: present price calmly, offer two tiers, never apologize.
"So for what we just talked about, I have two options for you. The first is [Option A — your standard install] which is [$X], and the second is [Option B — premium upgrade] which is [$Y]. The difference is [one clear thing]. Both are incredible. Most clients with hair like yours go with [recommendation] because [reason]. Either way — let's get you scheduled."
Why this works
Two options anchored against each other beats one option every time. The "Either way — let's get you scheduled" is a soft assumptive close that reframes the question from "yes/no" to "which one."
v.
The Soft Close + Deposit (5 min)
Goal: secure the deposit, get them on the calendar, send them home buzzing.
"I have [specific date] and [specific date] available — which one works better for your schedule? Perfect. To hold that spot, I take a [$X] deposit which goes toward your service total — would you prefer to take care of that on a card or with Apple Pay?"
Why this works
Two specific dates, then immediately the deposit ask with a payment method choice. Don't pause between "perfect" and "to hold that spot." Make the deposit feel like a logistics question, not a sales question.
If they hesitate
"Totally understandable — this is a real investment. Let me ask: is it a question of timing, or budget, or are you just wanting to think it through? [Listen.] What if I held the date for you for 24 hours, and you let me know by tomorrow at noon either way?"
+
Post-Consult Follow-Up (within 2 hours)
Goal: cement the relationship, even if they didn't book today.
"Hi [Name] — so great to meet you today! Just wanted to send a recap: based on your hair, I'd recommend [Option] which is [$X] including the [bond type] and [duration of service]. Whenever you're ready, your spot for [date] is held until [time]. No rush — just here when you decide. ✦"
Why this works
A written follow-up gives them something to reference, share with a partner, or come back to. Most consults that don't close in the room close in the next 48 hours because of THIS message.