In our world of beauty we often wear many hats. We’re technicians, listeners, problem-solvers, and yes, sometimes therapists. But we’re also educators, and it’s here that one of the most powerful communication tools can transform how we connect with clients and colleagues: the Feel–Felt–Found method.
I learned about this method years ago when I hired someone to come into my Salon, speak to myself and my team on how to manage conflict when dealing with client, build confidence, build Business. I have used it many times, not just in my Business, in many different types of conversations with many different people.
You might be thinking—“That sounds like some sales gimmick.”
If, the truth be told, it can be used that way. However, when done with sincerity, this approach becomes less about manipulation and more about genuine understanding.
Using “feel” in a sentence.
Your client walks in hesitant about trying a new foot care product or treatment which you recommend. They might say, “I just don’t think I need all of this. My feet seem fine.”
Instead of immediately giving up or pointing out why they’re wrong…Pause and then Acknowledge.
“I totally understand how you feel. You’re not alone—many of my clients have felt the same way.”
That simple sentence lets your client know, “I hear you.”
You’re validating their perspective, not dismissing it.
Build a bridge with common experience by using the word “felt”.
Once you’ve acknowledged how they feel, now connect with it.
“In fact, I’ve felt that way myself. I remember thinking a good soak and some polish was all I ever needed.”
By sharing that you or others have been in their shoes (pun intended), you humanize the experience. It becomes more of a story—and less of a sales pitch.
Found: Share the Discovery
This is where the transformation happens.
“However, what I found was that once I started using targeted foot care—like this urea-based cream—it completely changed how my feet looked and felt. Now it’s not just about pretty toes, it’s about healthy, pain-free feet.”
Suddenly, your client isn’t being sold to—they’re being invited into a solution.
Let’s put it together;
Client says; “I just don’t think I need all of this. My feet seem fine.”
“I totally understand how you feel. You’re not alone—many of my clients have felt the same way.” “In fact, I’ve felt that way myself. I remember thinking a good soak and some polish was all I ever needed.” “However, what I found was that once I started using targeted foot care—like this urea-based cream—it completely changed how my feet looked and feel. Now it’s not just about pretty toes, it’s about healthy, pain-free feet.”
Acknowledgement – Common experience – Discovery
This technique isn’t about forcing your clients into upgrading or buying product. It’s about empathy-led education. In our industry, that’s everything. Whether you’re introducing a new product line, helping a diabetic client understand why water-less pedicures are best, or guiding someone through the emotional journey of oncology foot care—how you say something is just as important as what you say.
It’s important to remember, we have to change our mindset. We are not just selling products or services—we’re guiding people toward self-care, confidence, and healing. When you use the Feel–Felt–Found method with heart and integrity, you build trust, inspire change, and grow your business the right way.
So next time you feel resistance in your chair—don’t push. Connect. Connect with that person sitting in your chair and let them know “you hear them”.
You might just find that what felt like an objection becomes the start of a beautiful transformation.
How do you start? It’s about Confidence. Confidence Isn’t Loud—It’s Honest:
- If you’ve ever felt nervous suggesting a product to a client…
If you’ve ever second-guessed your worth as a beauty professional…
If you’ve ever thought, “I’m not a salesperson, I just want to help people,”—feel, felt, found...is for you.
Because here’s the truth: you don’t have to be pushy.
What you do need is a heart for helping and a method that lets your care shine through.
That’s where the simple yet powerful Feel–Felt–Found approach comes in.
This might just be the tool that unlocks your confidence.
You don’t have to be the expert-on-a-pedestal. Just be real. When a client hesitates about trying something new, be yourself. Don’t try to trick them, show humanity, show empathy.
Don’t try to “sell” them.
Let them know they’re not alone. Even better—tell them about someone just like them who had similar doubts. Sometimes sharing stories takes the pressure off of you needing to convince anyone. You’re just sharing a story.
Now share the truth of what happened. Focus on the benefit. The result. The transformation.
Your confidence will grow once you begin using the feel-felt-found method, and building your Business will get better and better because of it.
Its also important for you to remember, you’re not selling. You’re guiding. You’re sharing results. You’re helping someone avoid discomfort, pain, or disappointment.
Confidence doesn’t come from being perfect—it comes from being prepared.
When you have tools like Feel–Felt–Found, you have a framework that lets you speak from the heart without sounding scripted or fake.
Confidence doesn’t always roar. Sometimes, it’s just a quiet voice that says, “I believe in this, and I think it can help you.”The Feel–Felt–Found method helps you say that—gently, truthfully, and effectively.
Own your value ! Let others benefit from what you’ve already found to be true. Great products, Great services, work!
CJ Murray, President
