They were flying across the country to sit in my chair. I wasn't a better artist than anyon
This is the script I used. Word for word, in the order I said it. Ten phases — use it at tomorrow's consult.
I used to think the consultation was the friendly bit before the real work started. Have a chat, be lovely, hope she books.
She'd nod at everything. Say it all sounded amazing. Then she'd tell me she'd have a think about it, and I'd never hear from her again. I'd replay it afterwards trying to work out which bit lost her — and the honest answer is I never knew, because I was having a different conversation every single time.
So I stopped improvising. I wrote down exactly what I said in the consults that did convert — the order I asked things in, the words I used when she flinched at the price, what I said instead of "let me know." Then I said the same thing, in the same order, every time.
The month after that, [your number — how much the consults were worth, or how many converted]. And I had a client driving [X hours / from where] past [however many] salons closer to her, to sit in my chair.
Not because I'm a better salesperson. I'm not one at all. Because I stopped leaving the most expensive conversation in my business to whatever I happened to say that day.
What she actually says when someone asks what you get:
The exact seven-phase consult, word for word — printed on one page you keep behind the desk, so you're never improvising the most expensive conversation in your business
What to say when she flinches at the price — the line that keeps her in the chair instead of at the door saying she'll think about it
The four questions that make her tell you what she actually wants — before you quote anything, so you're pricing the result and not the service
How to close without closing — no pressure, no script-voice, nothing that makes you feel like you're selling. You ask one question and she books herself
The follow-up message for the ones who say they'll have a think — copy, paste, send. Most people never send anything, which is why most consults die there
The risk isn't the seven dollars. It's doing another twenty consults the way you're doing them now. One booking you lost this month cost you more than this does.