Confidence is the Key to Success in the Salon Industry

By Angie Gilmore, Product and Program Development, Licensed Cosmetologist, easihair pro

In this ever-evolving industry, confidence is more than just a feeling—it’s the driving force behind success. Whether you’re a manufacturer, salon owner, employee, hairdresser, or client, confidence shapes the entire experience. I’ve seen firsthand how confidence transforms not only the customer experience but also the success of everyone involved.

The hair industry, especially in extensions and hair enhancements, is constantly evolving. As Director of Products and Programs, I’ve worked on innovative solutions for brands like easihair pro, Amplify, Habit, Vomor, Ulta and others. My focus has always been twofold: Developing highquality, high-performing product solutions and providing the necessary programs to support salon professionals and their clients alike.

The Ripple Effect of Confidence

Confidence has a ripple effect. When a client leaves the salon feeling amazing, it’s not just the result of the appointment, it’s the culmination of many confident actions. Confidence must exist at every stage, from the quality of products to the stylist’s knowledge. But can you say with certainty that confidence is present throughout your business?

It’s not just about trusting your team or the end result. Confidence is needed in your products, processes, and most importantly, your people. A lack of confidence, whether it’s a front desk assistant unsure about bookings or a stylist uncomfortable with a new service, can impact the customer experience.

Building Confidence in the Salon Team

I often hear from salon owners: “My team doesn’t sell,” “They won’t do consultations,” or “They’re not booking high-profit services like extensions or hair replacement.” My response? “I’m not surprised.” Why would they if they’re not confident? And why would you want them to?

Think back to a time when you felt embarrassed or unsure and were pushed into action. Compare that to when you were encouraged and succeeded. The difference? Confidence and experience.

Confidence isn’t something you can demand, it has to be built. It comes from training, experience, and support. If you introduce a new product or service that requires new skills, it’s your job as the leader to help build your team’s confidence. They need more than product knowledge, they need to understand how it impacts their work and the client’s experience.

According to the International Salon Business Institute, salons offering hair extensions see up to 58% higher profit margins. Yet, only 40% of stylists feel confident offering these services without proper training.

The Role of Education in Confidence Building

Education is where confidence is built. When introducing a new product or service, it’s not enough for your team to know the details. They need to understand how it works, how to overcome challenges, and how to incorporate it into the salon experience.

A common mistake is cramming too much information into a single-day training session, expecting stylists to be ready the next day. Studies show that people retain only 25% of the information delivered in a single-day intensive training, but retention increases to 65% when learning is spread out.

That’s why I’ve redesigned how I approach education. Our programs now include digital learning pre- and posthands-on practice, and self-paced learning resources. This ongoing support helps stylists feel confident sooner.

Confidence is Contagious

When confidence is ingrained in a salon’s operations, it spreads. Confident stylists deliver a better client experience, and confident clients are more likely to return. When confidence is lacking, it’s palpable. A stylist unsure of their technique or product will second-guess themselves, and the client will feel that uncertainty.

A survey by Salon Today found that 85% of customers can sense when a stylist lacks confidence, and 65% said it negatively impacts their decision to return.

Designing Your Business Around Confidence

So, how do you build a salon that exudes confidence? It starts by asking critical questions: Are you confident in your products, your education, and your processes? If confidence is lacking in any area, that’s where you need to focus.

Take a proactive approach by identifying gaps and filling them. Whether it’s investing in better products, improving training, or streamlining operations, the goal is to create an environment where everyone feels secure in their role.

Action Steps for Building Confidence in Your Team

It starts behind the scenes with manufacturers and salon owners and carries through to stylists and clients. Confidence can’t be expected—it must be built through consistent communication, programs, and support.

I’ve seen the power of confidence firsthand. When it’s present, it drives success at every level. Make confidence your number one goal — your team, your business, and your clients will thank you.

Action Steps for Building Confidence in Your Team

1. Confidence is Essential at Every Level

• Action: Evaluate every stage of your salon’s operations to ensure confidence is present—from product sourcing to service delivery. Check in with your team regularly to gauge their confidence in handling services and products.

2. Confidence is Built, Not Innate

• Action: Create an environment where confidence is developed through structured training, practice, and mentorship. Break learning into phases and provide lowpressure opportunities for skill development.

• Mentorship and Peer Support: Pair newer team members with experienced stylists or educators who can guide them through new processes and techniques in real-time.

3. Education is Key—Comprehensive, Hands-on Learning

• Action: Invest in continuous education beyond a single workshop. Use hands-on learning to ensure your team is fully prepared before offering new services.

• Digital Learning Tools: Use digital learning platforms that allow stylists to learn at their own pace, serving as resources they can refer to after training sessions.

4. Confidence Drives Client Retention

• Action: Train stylists to confidently lead consultations and follow up with clients after their visit. Confidence in consultations builds trust and encourages longterm loyalty.

• Client Feedback: Implement a system to gather feedback after services. Use this feedback to improve and celebrate your stylists’ successes, reinforcing their confidence.

5. Confidence Should Be Prioritized—Creating a Culture of Empowerment

• Action: Build a salon culture that empowers decision-making, rewards confidence, and fosters a growth mindset. Recognize confident behavior and celebrate team wins.

• Reward Confidence: Celebrate team members who demonstrate confidence through formal recognition programs (e.g., “Stylist of the Month”) and informal praise during meetings.