10 Ways to Get New
Eyelash Extension Clients and Then Keep Them Coming Back
1. Do a Few New Clients for Free
Give 2 to 5 people a free new full set of eyelash
extensions. Select people that have
contacts with other potential clients.
These people will talk you up to other people and they will hopefully
keep coming back for fills which you will charge for. Make sure to let the person know that they
will need to pay for the fills.
2. Charge a Sale Price for New Sets that is
the Same Price or Lower than Your Fill Price
Companies have been using this pricing
strategy forever. Think computer
printers. You get a printer for cheap
then you keep coming back to buy ink cartridges. Don’t think of the money lost in a onetime
sale. Think of gaining a new client that
will keep coming back for more. Make
sure you call it a “Sale” or your clients won’t want to pay more later.
3. Provide a Peaceful, Clean, and Comfortable
Atmosphere for the Client
Atmosphere is essential. I once had a client tell me that she quit
going to a lash artist because the woman’s kids were hanging out in the same
room and hovering over her. She said
that if she is going to spend that much money to get her lashes done she
doesn’t want to be uncomfortable. It is
best to have a quiet room where the client can relax while they get their
lashes done. I play relaxing music and I
have a massage table with an extra pad on it for comfort. The room needs to be clean and needs to smell
good. It is also a good Idea to provide
a CLEAN bathroom if you can. Also, use
gum or breathe mints and have some sitting out in a bowl just in case they want
4. Have a Competitive Price
This may seem obvious but many people
charge almost double what I do for a new set.
People may splurge once for extensions but you want them coming back.
Fills need to be priced so that people will be able to justify spending the
money every month. I charge about the
same as it costs to get a set of nails done.
I have had many clients tell me they gave up their nails to have eyelash
extensions. They would not have done
this unless my price was about the same as the nails. Research what people are charging in your
area and try to be competitive. Don’t
under charge though. You still need to
make it worth it for yourself.
5. Provide a Good Product
Not all eyelash extension jobs are the
same. Eyelash extensions should look
natural and the client should not be able to feel them AT ALL. I have had some clients tell me that their
last eyelash extensions hurt. This
should never happen. One bad extension
job can put a person off from extensions for life. Don’t use cheap lashes like clusters or cheap
glue. Quality Eyelash extension products
can be purchased in my Lash Store
I use only synthetic lashes because mink lashes are manually curled and with
washing and handling they lose their curl where synthetic lashes do not. There is no visual difference between
synthetic and mink lashes. Practice for
free on family members and friends.
Practice, practice, practice. Get
a mentor to help you or contact me if you have questions.
It is very important to instruct your clients on how to take care of their lashes. This one thing could be the thing that determines if a client turns into a regular client or gets really mad. I have provided Eyelash Extension Care Instructions for you to use. Make sure the client NEVER pulls off the extension. If the client wants to take off the extensions then they need to wait for their natural lashes to fall off which takes no more than 60 days, or they need to go to a lash artist and have them professionally taken off.
6. Provide Good Service
This is just like any other business, you
need to provide polite, cheerful, efficient service. If something happens that makes the client
not happy with the service, offer a discount.
Saving money makes everyone happy.
It’s better to lose a little money now and keep the client coming back.
provide extra service for my regulars.
If a regular client needs to reschedule or is going to be late for an
appointment I try to be as flexible as possible. If a client refers someone to you give them a
discount on their next fill. Send
reminder texts the day before the appointment.
Remind clients what they need to do before they come to an appointment
i.e. no makeup, etc. Get an email
address from the client and send them an email after the appointment describing
how to care for their lashes. You want
the client to love their lashes and feel like they got a good value for their
money. Stroke the goose that lays the
Now this being said don’t let clients walk
on you. Set the clients
expectations. If someone “no calls no
shows” for an appointment, don’t make another appointment with them unless they
had a very good reason. Establish your
Business hours with clients. Don’t
answer calls or texts after these hours.
A client will call at midnight if you let them. Encourage clients to make a return
appointment when they leave. This way
they can get an appointment when they want too and they won’t be stuck with
spotty lashes because you could not get them in. I rarely make same day appointments because I
don’t want clients to get use to calling the same day they need a fill. Tell
clients to call you at least a week before they think they will need a
Word of mouth and referrals are by far the
best source of new clients. If you
provide a good service then you will have people calling you day and night for
appointments. Once in awhile offer a
discount to existing clients if they refer new clients to you.
Placing your business on Google Places is a
must. I get lots of my clients from
here. You can also start a website. This is not hard at all. Yola will provide you with a free website and
has an easy tutorial on how to create a good website. You can also start a free blog with blog spot.
Have some business cards made up and give a
couple of them to each client after their appointment is over. I provide a goody bag for new clients that
includes a few Mascara brushes and a list of tips on how to keep their new
lashes looking good. I also include my
business cards in this bag. Place
business cards in gyms or salons if they will let you. ALWAYS be the sales person. Have some Business cards with you that you
can just hand out to people.
8. Be Happy
Put on a smile and be happy with the
client. Talk to your client and be
positive. You are with the client for
sometimes two hours. A client will not
want to be with someone who is grumpy.
If you don’t feel happy FAKE IT.
9. Be Upfront and Honest with Clients
Often clients with thin or very small
eyelashes will come to get eyelash extensions and expect to have super full
lashes like they see in photos. I
explain to clients that while their lashes will be ten times better than what
they currently have they will not look like these photos they have seen. Do not make promises you cannot deliver
on. Nothing will lose a client faster
than if they think you cheated them. I
had one client come to me after she had gotten a really bad eyelash extension
job. She had pulled most of the
extensions off. She came to me and
expected me to put new extensions on and that they would look great. Many of her natural lashes had been pulled
out so I had nothing to work with. I
nicely told her that she would not be happy with the limited job that I would
be able to do. She was grateful for my
10. Look Your Best
You would not take fashion tips from a person
dressed in sweat pants and grubby shoes.
Dress up for your clients. Do
your hair and makeup and look fashionable.
Look the part and people will trust your advice and want to come back to
Sara Phillips - Lash Stuff President