Behind every great haircut is a great consultation. That short window of conversation before the cape goes on determines everything that follows. If the consultation is rushed or vague, that’s when stylists find themselves in the danger zone—the place where “just a trim” turns into “why did you cut six inches?” and “I want something lighter” becomes “Why is my hair silver?!.”

I learned the importance of consultation long before I ever picked up a pair of shears. Before cosmetology school, I worked in restaurants. Guests didn’t always tell you exactly what they wanted. A classic example? When someone said, “I don’t like mushrooms.” Nine times out of ten, it wasn’t the flavor they objected to—it was the texture. And if you were paying attention, you’d know not to serve them anything with a similar chew, like eggplant or tofu. Reading between the lines made the difference between a forgettable dinner and a five-star experience. The same principle applies in the salon. Clients don’t always have the language to describe their hair goals. Nor should we expect them to. We’re the professionals, so it’s our job to ask the right questions and interpret what’s really being said.

I’ve narrowed that conversation down to five essential questions. These aren’t just small talk—they’re the safety net that keeps us from falling into hair disasters.

“What do you like about your hair right now?”

The first thing I always ask is, “What do you like about your hair right now?” Starting with the positive sets the tone. It gives clients space to talk about what’s working, whether that’s their length, their texture, or the way their color grows out. Stylists sometimes jump straight to the problems. If you don’t know what they love, you risk cutting off or changing the very thing that gives them confidence. A client who tells you, “I love the fullness,” really means, “Please don’t make my hair fall flat against my scalp.” That insight is priceless.

“What don’t you like about your hair?”

Once I understand the positives, I flip the question: “What don’t you like about your hair?” This is where the floodgates usually open. The truth is, most people have an easier time talking about the things they don’t like, than the things they do. Especially when it comes to themselves. Clients will tell you about cowlicks, frizz, or the haircut that scarred them for life. But if you listen closely, you’ll also hear about their routines, their frustrations, and sometimes even their insecurities. One person might hate that their bangs split down the middle; another might feel like their hair falls flat no matter what they do. By digging into the dislikes, I can build a roadmap that avoids repeating their past disappointments.

“How much time do you usually spend styling your hair?”

The third question is about time: “How much time do you usually spend styling your hair?” This one is critical because the most beautiful cut in the world is useless if it doesn’t fit the client’s lifestyle. A person who is wash-and-go is going to resent a look that requires a round brush and flat iron every morning. On the other hand, a client who loves spending an hour getting ready (it’s me, hi, I’m the problem it’s me) might be thrilled with a style that demands more upkeep. Asking about time gives me a quick list of do’s and don’t’s, and it gives them a chance to be honest about what they’re willing—or not willing—to do.

“Do you have inspiration photos?”

Next comes the visual: “Do you have inspiration photos?” This one can be controversial. Some stylists love an inspo pic, others hate it when they see the phone come out. But hear me out: Language is slippery. One person’s “caramel blonde” could be another’s “copper brown.” Photos bridge that gap. They give us a shared starting point. That doesn’t mean every inspiration picture is achievable in one sitting, or even appropriate for every client. But having that image on the table lets me explain what’s realistic for their hair type and color history, and to offer alternatives when needed. If someone shows me platinum blonde on a celebrity and their starting point is jet-black box dye, we can have an honest conversation about the journey it would take to get there. The trick is to use the photo as another talking point. Find out what it is about the photo your client likes.

And let’s be real—more and more clients are bringing in AI-generated or heavily Photoshopped images. Those pictures can be beautiful, but they also bend the laws of reality. Hair in real life doesn’t float, shine, or move the way it does in an AI render. When this happens, I make sure to validate the inspiration while gently grounding expectations: we can absolutely create something inspired by the image, but what’s pictured on a screen and what looks good in the mirror can be vastly different. This is where the golden rule comes in: always under-promise and over-deliver. By setting realistic expectations upfront, I leave room to surprise my clients in the best way when their finished look exceeds what they thought was possible.

“When was your last color service and where did you get it done?”

Finally, I always ask, “When was your last color service and where did you get it done?” This is the hair’s medical history. Everything a client’s strands have been through matters: the bleach from six months ago, the box dye from two weeks ago, the perm from years back that’s still hanging on in the ends. And the truth is, I don’t actually care what salon they went to or the name of the stylist that performed the service. I refuse to bad mouth any of my peers. But I do need to know if they went to a salon or if they just used a box of Clairol. Their answers tell me what risks I need to avoid and what’s realistically possible today. More than once, this question has saved me from overlapping bleach on fragile hair or from attempting a correction that would have ended in breakage.

When you put these five questions together, they form a framework that protects both the stylist and the client. They transform the consultation from a quick “What are we doing today?” into a powerful tool for success. And just like in the restaurant industry, the real art isn’t only in asking the questions—it’s in listening to the answers, spoken and unspoken.

Because at the end of the day, hair disasters don’t come from bad scissors or formulation. They come from missed communication. If you can master the consultation, you’ll not only save yourself from avoidable mistakes—you’ll build the kind of trust that keeps clients coming back to your chair, again and again.