As soon as you walk into Mint Hair Crafting, you are greeted by a warm atmosphere that is accompanied by smiling faces, talented stylists, and the Great British Baking show on the TV.

Stacey Rackahm bought Mint Hair Crafting from an existing salon owner, and she was very open about how the transition was less than ideal. Stacey laughed as she recalled the boxes of product that she kept in her mom’s basement as she waited for re-opening day that nearly got completely ruined by water damage! To learn more about the adventure of opening a new salon head to our business builder in The Cut!

Although the start was rocky, the success that followed has been jaw-dropping. Mint quickly became known for being the go-to salon for color corrections and healthy hair. A lot of her financial success has come from her team’s ability to add treatments on to their services and to confidently sell retail. This didn’t happen by accident. Stacey has worked hard to train her team and invest in education to be sure that each treatment adds value to the guests’ experience.

Stacey, an educator herself, knows that the best way to sell a product is to understand it. She invests in education so that her team can feel confident discussing the benefits of a product or treatment down to the chemistry. The clients feel that they understand the reasoning behind the treatment, and always know they will walk away with the hair of their dreams! Mint has a few treatments that they liked to pair together. They chose to create a name for a special service that includes all three treatments: The Hat Trick.

Her team has fine-tuned the best ways to generate the conversation about experience add-ons. One of their best tips: Start the conversation by addressing the benefits of the treatment, then talk about the TIME the treatment will take, address the financial add-on and follow up with why you think the treatment will benefit the client. This might conversation may look like: “We have a Paul Mitchel Awpaui treatment that adds _________. It will add on about 10 minutes to your service today. Do you have time for that?” *Client says yes or no* “Awesome! It will be a small upcharge on your bill, but I think it will be a great addition to your service because ____________!” Stacey’s team said that most commonly the push-back will be about time, rather than price. It is important to be up-front about both with your client so there are no surprises!

There is no doubt that Stacey and her team have had great success. When we asked her how she was able to grow her stylists, she said, “I choose stylists that take accountability for their career. From a very young age I understood that I was accountable for my success.” She regularly sits down for one-on-one conversations with her team to talk about personal growth and professional goals. Beyond the one-on-one talks Stacey has put into place daily practices to be sure that her team is growing together. One example is that each morning the whole team draws an affirmation card from the Affirmators Card Pack, and go over daily affirmations together. A few of her stylists mentioned that they really look forward to this time of togetherness and encouragement.