Kimberly Michellehas been an industry educator for years, doing both platform and classroom work. She has also been a presenter at our MODERN SALON Boot Camp, and we were happy to tap-into her expertise, once again.  

For this article on 'specializing' we heard from Michelle on how a renewed focus on healthy hair and scalp has created a beautiful niche for her to work within. 

SOMETHING SPECIAL: HEADSPA RITUALS

MODERN SALON: Why did you choose your specialty?

KIMBERLY MICHELLE: I have always been drawn to the science of beauty. I love artistry, but I have never been satisfied with just the “pretty” side of hair. From the very beginning of my 26-year career, I was asking why. Why were results inconsistent? Why did certain hair thrive while others struggled?

Hydration systems, conditioning rituals, and protein-balancing treatments were part of my service menu from day one. My focus has always been on the health of the hair first, not just the finished look. Over time, my clients began referring to me as the Healthy Hair Specialist.

That curiosity led me deeper. The scalp is living tissue. Hair is not. It is fiber attached to a living environment. If we want healthier hair, we must focus on the health of what is alive.

That understanding led me to specialize in scalp health. Today, I bring that philosophy to life through my curated 11-Step Head Spa Experience, a holistic, wellness-centered extension of my beauty practice.

MS: At what point in your career did you make that decision? (How many years in?)

KM: Although I have always focused on the health of the scalp and hair, the decision to actually provide a scalp-focused experience came more than 20 years into my career. It was not trend-driven. It evolved from experience, observation, and listening to clients express concerns about stress, shedding, and long-term hair health.

After decades behind the chair, I understood that beauty and wellness cannot be separated.

MS: Did you lose clients when you specialized?

KM: Specializing did not cause me to lose clients. In fact, because I elevated my conversation with more overall hair and scalp health, I retained existing clients as well as gained new ones. It clarified who my ideal clientele was and what I wanted my clientele to be. Some of the new clients came because they were seeking education while others just appreciated that someone was finally addressing their concerns by providing treatments that supported hair from the root level.

MS: How has it impacted your income?

KM: It has increased my revenue, which ultimately increased my income. It also shifted my business from transactional to intentional. I still provide cut, color, and style, but those services are now supported by scalp-focused treatments. Pre-booking for hair services is directly coordinated with pre-booking scalp services. Growth and retention are happening organically, all while elevating the value of my expertise.

MS: How do you market your specialty?

KM: Education is my primary strategy. I teach clients that the scalp health is primary and explain the living connection between scalp and hair.

I genuinely love educating, and this specialty allows me to bring that knowledge to the everyday beauty client. When clients understand the “why,” they feel empowered.

When they understand the foundation and experience the service, they quickly realize it is not an upsell; it is essential. The experience becomes memorable, and word-of-mouth marketing naturally follows.

MS: What’s one mistake you made when building your specialty?

KM: Early on, I over-explained the science and did not allow clients to fully embody the experience. Eventually, we introduced a digital scalp analyzer, and that changed everything. Clients were able to visually see what was present on their scalps, and they wanted it addressed immediately.

I learned that clarity and proof are more powerful than convincing. We expanded both the pre-consultation and post-consultation time to review before-and-after images and educate with intention. Now our clients clearly understand the importance of a healthy scalp.

MS: Has specializing improved your overall career satisfaction?

KM: Absolutely. After 26 years in the industry, it refueled my energy and elevated my purpose in beauty. I am still creating “pretty" hair with beautiful results, but now I am also supporting long-term hair health and client wellness. It feels aligned and purposeful to proactively address concerns before they actually happen. I am a solution for my clients.

MS: What advice would you give someone considering specializing?

KM: Do not specialize because it is popular. Specialize because it reflects how you feel and what you believe. Know that your clients deserve care. Not just hair care but scalp care, first.

MS: How much additional training did you invest in to become a specialist?

KM: I invested in in-person as well as virtual educational classes, ingredient science conversations, and restorative protocols from some of my favorite spas. There is also a lot of great education out there supported by various scalp product lines. You can learn different techniques from different educators. However, specialization is ongoing development, not a one-time certification. Practice your approach and customize what works for you. Be willing to change your technique based on client feedback, especially in the beginning phase of getting started.

MS: Do you ever say no to services outside your niche? How do you handle that conversation?

KM: Yes. Yes. Yes. Boundaries protect expertise. I believe in loving what you do and doing what you love. When something falls outside of my focus, I refer out confidently. I believe in becoming an expert in the areas that truly feed you. That is how trust is built and businesses grow.