Bringing up the topic of a client’s thinning hair can be uncomfortable for stylist and client alike, but dealing addressing these sensitive issues can help some very grateful clients, while carving out a lucrative niche market for your salon business. In this Q&A with SALON TODAY, Diane Stevens, the owner of Cole Stevens Salon in Washington D.C. in and a Nioxin design team member, offers some advice  sage advice about working with clients dealing with thinning hair issues:

SALON TODAY: How do you recommend broaching the topic of thinning hair?

Stevens:  It is important to always do a consultation. During the consultation, I ask the guest what he or she likes most about their hair? Then I ask if they could change one thing, what would it be? Both of these questions will get the client talking and will make it easier for me to start the conversation about the concerns we should focus on. That way you’re not telling your client what is wrong with their hair, rather you’re listening to their concerns and offering solutions.

ST: How many women and men are concerned about thinning hair?

Stevens: Thinning hair is a common occurrence and affects 78% of Americans. To put that in perspective, that’s 3 out of 4 salon clients. It’s much bigger than we think. We even have women in their early 20s who visit the salon starting to express concerns over fine and damaged hair.

ST: What kind of services do you recommend to clients with thinning hair to help it appear fuller?

Stevens: I encourage clients to get a Nioxin Scalp Renew, an in-salon treatment that exfoliates the scalp and has anti-aging properties to help rejuvenate the skin cells and promote healthy hair growth. Density Restoration is the take-home treatment that will help restore scalp and hair health and give them maximum benefits from the Nioxin 3-part system. Many clients start to see results in approximately 2 weeks. As another retail option, Diamax is an amazing leave-on treatment that increases the thickness of each stand for fuller thicker hair, makes hair more manageable and resilient.