Do you have a client who won’t touch acrylic nails because of some bad past experience? Or maybe she’s never tried them before, and swears she “never will” for seemingly no reason. Acrylics have gotten a bad wrap in the past for being chunky-looking, unnatural, and gaudy, but we have entered a new era where they are lighter and thinner than ever before.
So how do you get clients to sample the improved liquid-and-powder products? Start with revamping your terminology. “The word ‘acrylic’ can conger up bad images in women’s minds,” explains Saindon. “Use descriptive terms like ‘custom-blended coatings,’ ‘protective,’ ‘semipermanent’ or ‘enhancements,’ rather than ‘acrylic,’ ‘full sets,’ ‘tips’ and ‘pink-and-whites,’ which sound unnatural and are outdated.”
You can also entice clients by exercising that old adage, “Seeing is believing.” Elaine Watson, vice president of marketing and sales for Star Nail International notes that strategic appointment booking can get clients talking. “When you have a client coming in whom you want to introduce this new service to, schedule her after a client who wears acrylics,” she suggests. “Show her how beautiful the new styles of acrylics can look.” Techs can also introduce clients to acrylics by wearing them on their own nails to demonstrate how thin, durable and natural they are.
Arming yourself with information is also key, and don’t hesitate to share your knowledge with clients. For those who still equate acrylics with nail damage, clarify that the danger lies in inproper technique. “I explain to clients that it’s the technician, not the product, that can damage nails,” says Ornellas. When they understand that your practices are designed to protect the integrity of the natural nail—and that today’s products are more high-tech than ever—they’ll be more likely to try them. For a client who still isn’t sure acrylics are right for her, you can offer to sculpt a free sample nail to allow her to see how the product works and holds up over time.
-Tracy Morin
