Same Same But Different – Waxing versus Sugaring

Lilliane Caron discusses the differences between waxing and sugaring.

Sugaring has been around for centuries and is an early form of waxing. It’s currently enjoying a resurgence in the beauty scene. While most therapists are well aware of sugaring and it’s deep history, Body Sugaring is becoming an increasingly popular request from clients, today.

So why, after centuries of flying under the radar and being outshone by waxing has sugaring started to make a comeback? These days’ consumers are looking for more natural alternatives for their food, skincare and cleaning products. We are taking more notice of what were putting on and in our bodies.

Firstly, let’s discuss what body sugaring actually is. The technique of sugaring uses a natural toffee-like substance that is kneaded into the skin repeatedly, removing the hair as it goes. The paste is spread or moulded onto the skin by hand or with a spatula against the direction of hair growth. It’s said to seep down into the hair follicle and wrap itself around the shaft of the hair. When the sugaring paste is ‘flicked’ off, the hair including the bulb, slides out in the direction in which it grows. This technique differs to waxing which removes the hair in the opposite direction. One of my very first memories of hair removal is making my own sugar paste with my Lebanese friends and using it on each other! Back then sugaring was more common because you would actually make it yourself in a pot on the stove. How funny it is, that everything seems to work in a full circle!

While waxing and sugaring techniques are different, the results are much the same when performed correctly. Therapists who have been trained in waxing and decide to offer sugaring essentially need to ‘unlearn’ everything they know about waxing to become proficient in sugaring and perfect their technique.

Some clients will swear black and blue that sugaring hurts less than waxing, but just like any treatment it really comes down to the skill of the therapist. Both techniques remove hair from the follicle and that’s not going to tickle. They can however be substantially less painful if the therapist is performing the treatment with good technique. Sugar addicts claim that waxing can lead to more broken hairs, however without a proficient technique sugaring can too. So the key message here – is whatever your choice – waxing or sugaring – ensure you are well trained and you use good quality products on your clients.

Anyone who has ever heard me talk about waxes, will know that the consistency of your wax is vital when it comes to delivering the perfect waxing treatment. Sugaring is no different. Sugaring paste is warmed only slightly, making it almost impossible to burn clients. The paste gains temperature through body heat and this can play a role in how it works. It can also work differently in warmer climates and spoil easily. It will crystallise if exposed to moisture – even the smallest amount of sanitising solution or water can affect the consistency and effectiveness of the product, and if it’s heated too much it will burn. A big advantage of sugaring is that generally only one ball of paste is required per body part, so there’s no going back and forth to the wax pot or risk of double dipping.

Sugaring pastes are available in different varieties. Firm pastes are ideal for beginners as they’re easier to control. They are designed to be used on warmer areas of the body like the Brazilian and underarm, are good for smaller areas of the body and for use in warmer climates. A soft paste is suited to a more experienced therapist and for use on larger areas such as legs and arms that normally aren’t as warm. I find using a sugar-based strip wax in conjunction with your sugaring paste can speed up the process of removing hair from the larger areas whilst still giving your clients an all-natural treatment.

Ingredients in waxes can vary greatly; they can be derived from unrefined resins (pine resin) or synthetic resins. There is much less room for variance when it comes to manufacturing sugaring pastes. Sugaring pastes or gels are essentially made from sugar, water and lemon juice. While all recipes are slightly different, it has been made from those same basic ingredients since it originated in the ancient Middle-Eastern practice centuries ago.

Because of the basic and natural formula, sugaring is gaining a reputation for not causing skin irritations, which is backlash that waxing can sometimes cop. Sugaring can absolutely be a solution for clients that choose not to wax because they suffer from reactions and irritations from even the most sensitive waxes.

If you’re considering adding body sugaring to your treatment menu, there are some important things for you to think about. Firstly, ask your clients if they are happy with their waxing treatments? If they’re not happy, delve into the reasons why. Are your therapists lacking confidence or expertise? Rather than re-training your staff in a skill they have already learnt, maybe they would benefit from a refresher waxing workshop. Getting their waxing skills up to scratch will be a lot easier, quicker and cost effective than learning an entirely new technique.

You need to determine if sugaring fits your business model. Some salons and spas base all of their offerings around natural, vegan friendly and organic products and services, and this can be a real point of difference. There will always be a niche client market wanting holistic and natural treatments, and business savvy salons can reap the benefits of this. Salons offering this exclusive service will generally charge more than a waxing treatment as it does take more time to perform and while cost effective, the paste does cost more per kilo than most waxes. In saying this, clients seeking natural alternatives are generally willing to pay that little bit extra.

If you have a mobile business, sugaring can be a great option, especially if you’d like to specialise in it. It requires little to no heating, making travelling and setting up for appointments easy and one ball will generally get you through an entire treatment. As sugaring paste can simply be washed off with warm water, no extra product is necessary during the treatment or for cleaning-up. Clients can be turned over quickly and efficiently. Just remember to clean your mobile station regularly as ants LOVE sugar!

You should also keep in mind personal preference, it’s no secret that I favour waxing, I find sugaring more taxing on my wrists. But everyone is different, I know therapists who find sugaring to be much easier on their body, so it really does come down to what you like doing and how your body works.

While sugar paste will not necessarily replace all waxes, there may be a place for it alongside the waxes on your trolley.

Lilliane Caron is Owner & Director of Waxxxpress. If you’d like to ask Lilliane Caron for some advice on your own salon,email [email protected]

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Lilliane Caron discusses what happened to the art of waxing and those who have a passion for it.


It’s the season to be merry so what better time to reignite your passion for waxing. Get ready for an influx of old and new clients wanting to look great and have silky smooth skin for summer – all at the last minute!

Every day we hear salon owners asking the same questions; where can I find therapists who are happy to wax all day long? And why are so many therapists hesitant to master both the male and female Brazilian? These questions always seem to come up at the busiest times of year whilst you should be thinking about preparing salon and retail promotions, rosters, gift vouchers and your extended trading hours! Whilst not forgetting to update those client details, email addresses and posting to social media – just to add to your already busy workload!

With so many different decisions to be made and services to master within the beauty industry, it can be difficult to know what is important to focus on. Salon owners and therapists can often get side tracked by services that don’t generate much income for a salon. Waxing is the bread and butter service of any salon and as a therapist you should not only list this skill on your resume, you need to be sure you excel at it too.

There are a variety of benefits and amazing opportunities that come with being a skilled waxing therapist. Focussing on improving your skills will make you passionate about waxing and you will never lose clients when you’re a passionate and efficient waxer!

Many different types of people look to waxing as an affordable method of hair removal, so the work opportunities are endless for those who want to make waxing their full time profession. The truth is that the clientele for hair removal is not just limited to ‘twenty-something year old’ females anymore! Men now too are interested in the benefits of waxing, and why not, it is a great solution that is very effective.

Male waxing is a trend on the rise, and it doesn’t look like it will be going away any time soon. We have seen men feeling more and more comfortable with taking care of themselves and the way they look. Which means; the male Brazilian, XXX intimate waxing for men! It’s truly important as a therapist to master your male and female Brazilian waxing technique; otherwise you’ll be cutting out half of your potential profits! If you aren’t feeling one hundred percent confident with intimate waxing there are plenty of resources available to you for mastering this technique.

According to The Guild of Beauty Therapist’s 2017 Beauty Industry Survey, waxing and shaving combined still remains the most popular form of hair removal at 65% of participants. A small number of clients chose alternative methods such as, Intense Pulse Light Therapy (1.5%) Laser Hair Removal (2%) Sugaring (4%) and Threading (28.1%)

IPL and laser hair removal is not accessible to everyone (such as those with skin conditions, younger skin, and certain hair types) so waxing is the only alternative for a lot of the population.

Sugaring can be more painful and irritating for some people, more so than regular waxing. As Sugaring isn’t available everywhere it is still considered a niche hair removal treatment with limited availability.

Shaving remains the most convenient method however we have to remember that it isn’t always the cheapest or most effective option. You can cut yourself, which is a huge cause for concern, as cuts in the pubic area can leave people more vulnerable to infections such as STIs. Waxing really is the safest option as it may prevent repeated injuries since it removes the whole hair follicle and extends the period before the hair grows back.

On average, 15 wax treatments are carried out each week in the UK by over 36,500 salons. This adds up to 23.4 million per year!! Clients don’t wax for a special occasion either; 79% claim that they always like to be hair free, meaning that you can rely on wax appointments as repeat business for your salon. With those kinds of statistics it’s difficult to dispute that waxing is a thriving salon service and there is significant money to be made!

Top waxing services:
1. Eyebrow shape
2. Brazilian & Intimate XXX waxing (Male & Female)
3. Back Wax – Male
4. Chest Wax – Male
5. Full Leg Wax
6. Arm Wax (Half)


As you can imagine, the product used when waxing is just as important as the technique! Inconsistent wax makes the therapist’s job more difficult, especially when waxing sensitive, intimate or XXX areas.
Over 35% of therapists use the wax brand that they were taught with in school. Caronlab believe in supporting the future of waxing and we offer a range of training, product knowledge, waxing kits and workshops for school, teachers and students.

Inferior waxing companies continually change their wax formulations without letting the end user know, but when waxing with Caronlab products you can be certain they will help you to master your art! We are committed to salon innovation and are the preferred brand for both Beauty Therapists and their clients. Known for our superior products and the results they deliver Caronlab Australia is the only choice in professional hair removal products and accessories.


If you are serious about a career in beauty, waxing is definitely a must know treatment! And if you’d like to brush up on your skills or you need more confidence in intimate waxing, our courses are the best on the market. I have a very specific waxing method that is both unique and I have taught it to many around the world. It will give you the confidence you need to build on your waxing skills. Please contact our team of qualified trainers who can offer you one on one workshop or group training.

My first business (opened almost 40 years ago) is a salon called Smooth & Tan. Designed by a therapist for beauty therapists, my waxing rooms are built to make waxing more efficient for both the therapist and the client. Still running today, I invite you to come and visit my salon if you are in the Geelong area. Let my knowledge and passion for waxing help you!

Lilliane Caron is Owner & Director of Waxxxpress. If you’d like to ask Lilliane Caron for some advice on your own salon,email [email protected]

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Lilliane Caron discusses hyperpigmentation and why it’s an avoidable and unacceptable side effect of waxing. for your salon.


You may have read that waxing can cause darkening and darker skin patches called hyperpigmentation. The facts are, with superior product and expert technique, waxing won’t cause hyperpigmentation at all. Products or packages on offer that include serums claiming to reduce hyperpigmentation after waxing are essentially degrading to the wax industry. Skin damage due to waxing is unacceptable. A client shouldn’t leave a wax treatment feeling anything less than amazing, let alone loaded up with after-care products for an avoidable condition. Hyperpigmentation can occur after skin lifting, burning, irritation and bruising, all of which are completely unacceptable during the waxing process. Promoting a product/cure to treat an avoidable occurrence is simply lowering industry standards and that’s just not good enough for clients or our salons.

Hyperpigmentation occurs when excess melanin forms deposits under the lower layer of the epidermis and darker patches begin to appear. There are two types of hyperpigmentation, Passive Pigmentation and Post Inflammatory Hyperpigmentation (PIH).

Passive Pigmentation occurs when an internal imbalance stimulates our melanin producing hormones and generally occurs in women around times of hormonal changes such as puberty, pregnancy, contraceptive medication, and menopause.

Post Inflammatory Hyperpigmentation, is the result of skin trauma. When our skin is in distress, our melanocyte cell is stimulated to send melanin to the skin’s surface (between the dermis and the epidermis). Where waxing is concerned, the preventable trauma associated with hyperpigmentation occurs when the skin layers have been damaged due to lifting, burning, irritation and subsequent bruising. The occurrence of ingrown hair can be lessened during waxing when using the correct techniques. The scarring and darkening of the skin due to an infected ingrown is similar to acne scarring and can occur when the hair diverts while growing back through the surface of the skin.

Our products are best sellers because they are trusted to deliver a smooth and efficient Brazilian waxing treatment, without any side effects. Our kits offer every in-treatment product required delivering the entire service from pre-waxing hygiene, to postwax treatment and even room hygiene once the client has left the treatment. We’ve never considered wholesaling or retailing unnecessary after-care products because our waxes and pre & post products are superior and we care about your salon’s bottom line.

But it’s not just inferior products that are damaging the industry. Improper technique, speed waxing, 7 minute Brazilians, and the like are all grounds for skin trauma and un-happy clients. My article The Truth About The 7 Minute Brazilian goes into more detail about the importance of looking after our clients and taking the time to make sure we use gentle techniques. Again, hyperpigmentation is an avoidable side effect so let’s talk about prevention…

Prevention is better than a cure

• Conducting a thorough skin analysis is imperative to getting to know your client’s requirements. Observations to consider include skin tone (darker tones are more prone to hyperpigmentation upon damage), the client’s age and any medications he/she may be using, as well as topical skin care products and ingredients. Each of these factors can determine skin health and elasticity and what wax treatments are most suitable. For all skin types, when waxing sensitive and intimate areas, we recommend Brilliance Hard Wax. It contains Titanium Dioxide to reduce skin redness.

A skin analysis is also a GREAT time to cross-promote your services. Whilst talking to the client on the condition of their skin you can upsell a suitable facial or body wrap to improve the health and appearance of their skin.

• Skin preparation is imperative to an effective and trauma-free wax. Micro Defence Foam is ideal for facial and intimate areas as it is an alcohol and chemical free biocide that eliminates germs, removes oils, surface dirt, moisture and makeup. Caronlab’s Pre Waxing Skin Cleanser is ideal for the body. Prepping the skin ensures that the area is clean and the wax grips the hair first time every time so no need to repeat waxing the same area which can lead to skin lifting.

• If you use an inferior product or you haven’t considered a suitable wax for your client’s skin type, it can lead to skin lifting, burning, pulling and bruising which as we know can lead to hyperpigmentation during the healing process.

When you’re assessing your wax ask yourself the following; does it grip the hairs? Is the consistency stringy? Does it smell of resin or chemicals? Does it lift the skin? Does it cause redness and irritation? Does it cause ingrown hairs or pimples? Does it require the use of a pre-wax oil to protect the skin? If you answered yes to one or more of these you definitely need to rethink your wax. Consider a wax that is pliable, consistent, nourishing on the skin, has a subtle aroma, and of course, is removing hair properly. Brilliance the original white wax has been the number 1 selling wax in Australia for 10 years. If you are using a superior wax with a good reputation and still experience difficulty, it may be your technique. Don’t hesitate to ask the manufacturer. They can provide some tips on the best consistency and technique for using their wax. After all, they know it best!

• The number one most crucial step to avoid the horror of skin damage during waxing is technique. Training and up to-date knowledge is imperative to protect your clients and your salon’s reputation. Caronlab provides extensive training and support through hands-on workshops. Keeping informed and up to date on the latest products and techniques is paramount to running a successful salon. Innovations in products can change the way our industry performs treatments. We’ve seen a huge rise in the use of film wax since our Brazilliant beaded film wax hit the market. This new product has a lower melting point, unique application and removal technique and can be used all over the body.

• Soothing with an after wax treatment can nourish and cool the skin. Caronlab’s After Care lotions with Mango and Witchazel or Tea Tree Oil, have pharmaceutical properties that actively soothe skin after waxing.

Another factor to consider post waxing is that during the natural process of waxing, dead skin cells are lifted revealing fresh new skin cells. These new cells may be more sensitive and reactive to UV light which is something to be aware of for hyperpigmentation prone clients. We recommend all skin types to wear protective clothing and an SPF 50+ to protect their skin after waxing and beyond.

• Following up with appropriate and affordable aftercare advice is a great way to protect the integrity of your treatment. Breakouts can occur after waxing the lip for the first time, to avoid this use Bump eRaiser Medi Paste. Also as a preventative measure, the entire range of Bump eRaiser (Cool Splash, Triple Action Lotion, Zesty Wash, Exfoliating Mitt) can counteract the possibility of ingrown hair. As a retail option you can make a great profit on-selling this necessary range to your clients and in-turn they’ll be wrapped with the results.

As Therapists, it is our job to do all we can to make a client’s waxing experience, including the treatment itself and the results afterwards as pleasant as possible. Globally, salons and aestheticians have a healthy, booming waxing industry. With IPL becoming increasingly popular we need to protect our client base from scaremongering about avoidable side effects. And if clients suffer from severe side effects because we aren’t using the right products or technique – they definitely won’t be back!

Contact us today if you’re considering a re-fresh in your training and skill set. We’d be more than happy to come and teach you more about our latest products and how they can lead to repeat business and happy clients.

Lilliane Caron is Owner & Director of Waxxxpress. If you’d like to ask Lilliane Caron for some advice on your own salon,email [email protected]

Click here to download this article in PDF form


A waxing experience always makes you feel fresher lighter & brighter especially when it’s performed by a confident therapist or esthetician using the correct technique. Here are my 10 top tips on how to have a better Salon this summer waxing season!


1 – The set up

When it comes to your trolley, less is more! Waxing should be a quick and precise process. Wax dries atmospherically, this means you need to work quickly. Make sure your waxes are placed towards the front of your trolley; with all your pre and post products placed behind, or when possible hanging from the side. This allows fast and easy access to your waxes and if you happen to drip wax in the process you are not dripping it all over your other products and tools! This will save you plenty of time when it comes to clean up. Hanging all your ancillary bottles off the side of the trolley will not only making room for your wax pots, but it is also a great way to have quick and easy access to each product. Trigger sprays are a lot easier to work with. There is no need for cotton pads/tissues, you simply spray the intended area and rub in prior to or post the waxing treatment.

2 – Let there be light

Good lighting is extremely important, not just good lighting in the room but extra lighting to make sure you get all those sneaky little hairs! Trolleys with a magi lamp attached are great or even Magnifying glasses that have a light attached (like the eyelash technicians use) are also a perfect tool that won’t get in the way while you are doing the treatment. Simply shine the light over the area after you have finished waxing to check if any hairs have been missed. Make sure your trolley has wheels especially if you have one with a light, this way it can be moved easily around the room and accessible at all times. You would be amazed at the difference a good trolley with all the right features will make!

3 – Make your bed

If the room you are working in is purely for waxing – which is advisable, as this can be a sticky service, it is important waxing table is set up correctly! This is usually the first thing a customer will look at and it is important they feel like they are in a professional and clean environment. The best set up (which requires the least laundry and clean up!) is; the waxing table, covered by a large towel to provide comfort, then covered in industrial plastic, like a transparent table cloth. This way, the bed still looks comfortable and luxurious with the soft white towel; however the plastic cover saves the towels from getting stained by wax, and saves you from changing the towel after each client. If you do happen to drop wax, you simply pick up your citrus solvent and wipe the wax off using a wax strip. If you are looking for an alternative set up, bed roll is okay too, but can also be a bit difficult if the client rolls over and the bed roll goes with them! Perhaps, when performing facial treatments, put a fresh perforated piece of bedroll under the client’s head to protect the pillow. When performing a Brazilian or bikini treatment, place the perforated paper under the body, but not so it is covering the entire bed.

4 – Waxing efficiently

Using an inferior product or the wrong products will make the Christmas period a nightmare! I can’t stress this point enough. It is human nature to want to save a few dollars here and there; we are all guilty of looking for low prices. However, when it comes to waxing the saying “you get what you pay for” has never been more true! If your wooden spatulas are splitting, or your wax is going brittle and you’re leaving half of it behind on your customer’s bikini line – have you really saved anything? If anything you have probably lost a customer as well as a handful of people they know. Having high quality products is important; you also need to make sure you are not cutting corners when it comes to buying everything you need. I have experienced waxers who in the warmer weather stand beside their clients and wave their hands over the hard wax until it sets. I have three words for you, Quick Dry Mist. This product will be your new best friend especially during summer. You simply spray the mist over the wax and it sets instantly. Having the best products will ensure you and your clients walk out happy and you get the results desired without irritations, redness or an embarrassing waxing story!

5 – Toot your own horn

Tell your clients why you are the best. It’s often hard to talk about your own business, and what makes you so great. Generally, we don’t want to be seen as “tooting our own horn” but talking about your products that make you the best is a completely different thing! Tell your customers what products you use and why you use them. Tell them why you picked that brand and what benefits they are getting buy choosing your service over another salon. This lets your customers know that you are open about what you are using, and that you have 100% faith in the quality of your products. Doing this, will go a long way in making sure your clients keep coming back. You don’t want them thinking they can get the exact same treatment anywhere else – because they can’t.

6 – Keep it Clean

Cut your cleaning time by working smarter not harder. Cleaning doesn’t have to be hard unless you make it hard. As I touched on earlier, it is the little things that make life easier for you in the long run; like the way you set up your trolley or the precautions you take with setting up your bed (see points 1 & 2). In addition to these, chose a cleaning product that works. I use a concentrated citrus cleaning product, which requires no elbow grease. You simply spray it on the wax which breaks down instantly making it easy to just wipe off! I always try to do a quick clean up in-between customers rather than staying behind after a long shift to clean when you have Christmas shopping to do! I always ensure my waxing rooms look magnificent and more importantly hygienic. The bin is to be placed out of client sight and the wax pot is to be shining and clean after each client, before the next client arrives. Cheap pots can be impossible to clean. Make sure you have a pot that is efficient, with interchangeable skirts for both hard and strip wax. I recommended having a pot where the wax jars are placed directly into the metal insert, this way there is no pouring of wax, and you’ll never have to clean another heater insert again. You simply heat it up in the microwave and place it into the pot. There’s no mess, no fuss!

7 – Cross selling

Having your legs waxed? What about we make those feet look beautiful to go with it? Just because someone has come in specifically for a wax doesn’t mean they would be against having their nails done – I definitely wouldn’t! If the client has booked in for over half an hour of waxing and you have a spare therapist, upsell a mani or a pedi that can be done from the waxing bed. This way the client is not sparing any extra time and you have just made another sale. Add an extra discount to multiple services i.e. if they have only booked for one area to be waxed, offer a further 15% off if they need another area done, this way the client feels like they are getting a great deal rather than just a regular special. Don’t forget to also upsell your treatment products. Retail an ingrown hair treatment range and try adding a product to the sale at the end of every treatment.

8 – Making time

The summer season and leading up to Christmas is a hectic time for everyone! People are preparing for holidays and events and there’s always extra skin on show! Put the passion back into waxing, make your customers feel like they are valued. Don’t be afraid to spend that little bit of extra time talking to them and offering suggestions on how to prepared for summer. Make sure your salon trading hours are tailored to meet everyone’s needs. This way you accommodate your customers’ as well as having the opportunity for your business to make more money. Extend your hours between Christmas and New Year. It is very common for retail to have a slump in the first two weeks of January. For this reason, encourage customers to come back during the quiet period by offering them a rebooking discount for January.

9 – Silent Selling

Promotional material is an important selling tool. You would be surprised at what manufactures’ and distributors can provide for you if you just ask! Promo material is made for the soul purpose of communicating information about a product or service in a quick and effective way. In a busy salon environment you don’t always have the time to tell each and every customer about a great new product, or what deals you have on each week. Utilise your manufactures; ask them for posters, brochures, online banners, t-shirts, product samples, window decals. Anything that is going to potentially do the selling for you is important – especially during the busy times of year.

10 – Christmas – we meet again

Christmas comes around in what seems like a blink of an eye. Gear up your staff, they’re likely to be working harder and longer so make sure they know they’re appreciated and having fun with the festive time of year. As much as this season is chaos in the salon industry it is also the best time of year to pick up some extra sales! Don’t forget to stock up on extra products to have around the salon. Having a gift packs available is quick and easy money. Make sure you keep these close to the counter and prompt your customers “Have you finished all your Christmas shopping, would you like to purchase a Christmas gift pack?” You would be surprised how effective this is. People often don’t think to do their Christmas shopping at their beauty salon so don’t forget to remind them that they can!

Lilliane Caron is Owner & Director of Waxxxpress. If you’d like to ask Lilliane Caron for some advice on your own salon,email [email protected]

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The age old hair removal battle!

By Lilliane Caron


Wish you had a dollar for every time a client who came in for a pedicure and said, ‘sorry about the hairy legs I forgot to shave!’? Well, I’m here to tell you that you can! If that comment isn’t an invitation for an open discussion about waxing I don’t know what is! Let’s get started by listing the usual pros and cons of waxing vs. shaving…

Client Pros of waxing
• No more shaving rash / razor burn
• No itchy regrowth
• No more cuts
• Longer between treatments – 2 days vs 3-4 weeks
• No pain, no gain. A little bit of discomfort for the freedom of the razor every second day

Client Cons of waxing
• Cost
• Pain
• Ingrown hairs
• Having to let it grow out in between treatments as it removes the hair from the root
• Need to book in an appointment

As a therapist or esthetician it’s our job to not only pamper and treat our clients but to also provide solutions to their needs. Keeping the salon business afloat means going that extra mile to provide exceptional service and up-sell treatments to clients where possible. With increased competition, we need to find new and inventive ways to keep our clients coming back. Something that’s not only their 3 monthly facial or 4 week mani and pedi combo, but a regular treatment that is minimal in cost to provide but has a high return.

Our most loyal clients can quite often be time poor but not money poor, so never assume they won’t be interested in what you have to offer.

How many clients do you see on a regular basis that say during their pedi “don’t mind my legs, I haven’t shaved today” this opens up the line of communication to explain to your client the benefits of a waxing service over regular shaving.

Generally, most people’s hesitation comes down to a fear of the unknown. If you have a nervous client that’s never waxed perhaps offer after the current treatment a “sample” wax of a small, discrete patch of hair so they can experience it and judge for themselves. Explaining what you use and how it works in a waxing treatment to a newbie can make the experience far more pleasant and relaxed!

Once you get the client over the fear of the pain, they rarely go back to shaving. Always check with the client if they have had a bad experience with waxing in the past. This can scare some clients off for life, so take the opportunity to talk them around as a bad experience usually comes down to technique and/or the wax used. The good thing is, if you’re a confident waxer and using a good quality wax, you should be able to overcome their issues with waxing very easily.

A more experienced waxing client might lead you to a great discussion like “What about a Brazilian?” or “Have you ever tried your underarms, the results are amazing!” With a Brazilian being one of the most profitable treatments on the menu, it’s certainly worth planting the seed. Plus, if you have the correct stance, flow and technique, there should be minimal physical output! The easiest way I find to up-sell a Brazilian wax to a shaving client is to explain that there are certain areas that can’t be shaved and that a Brazilian wax will get all of the hair out of. The actual definition of a Brazilian or XXX wax can vary salon to salon or even therapists and estheticians within the same salons so explaining this to your client is crucial. There is always going to be a little bit more discomfort involved in ripping hairs out from the root rather than cutting them at the surface, however having a smooth and confident Brazilian down under for longer is always going to be a better end result for the client!

With general body waxing, quite often the reason they haven’t even tried waxing is due to the cost. Razors and hair removal creams can be cheaper; however the results are much less impressive. More often than not the client just needs to see and feel the difference and they may then sacrifice something else so that they can afford their monthly wax, particularly those clients with course dark hair. Some clients may believe that waxing causes more ingrown hairs than shaving. The reality is skilled waxers quite often notice less ingrown hairs on regular clients as the hair growth can often decline.

If hairs are removed correctly, against the hair growth and without snapping, over time the client will notice a slower and finer rate of hair growth. This is caused by weakening of the hair follicle which in turn breaks down the papilla and the hairs will be lessened, something that is never a result of shaving!

All in all, the results clients feel and see from waxing speaks for itself and this is why the service will continue to thrive. The way to build upon it is to educate and open our shaving client’s eyes as to what they are missing out on!

Lilliane Caron is Owner & Director of Waxxxpress. If you’d like to ask Lilliane Caron for some advice on your own salon,email [email protected]

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