Are you damaging your image?

I had a conversation a couple of weeks ago with a client who is struggling with what products to use in her service arena.

She is not the only client I have had this conversation with. In fact, I would not hesitate to say, I have this conversation at least 1X per week.

After much discussion, my final question is always “what is it you are not getting from your current product(s) which make you feel you need to find a new one?” She admitted, CJ I’m a product hopper. It’s the next, latest, greatest.

She is not alone. Yet, she is one of the few whom admits it.

I was fortunate to spend the day with one of my clients, at a couple of her locations. We offered a promotion to her clients for a 15 minute sa’SHá remedy service. With the $25.00 they paid, they received a sample take home product.

Every client we serviced – 8 (minus 1) purchased a larger size product specific to their needs. She was extremely grateful and we had the conversation about how knowledge sells.

I certainly am not an expert on every product which is available to us. However, I am an expert on the products which I represent. And, I often wonder how these larger Distributors which carry so many brands, can build any loyalty on any of the 100’s of brands they carry.

That’s a bit how I feel with Salons who constantly change products. It reminds me of that saying “jack of all trades, master of none”. A figure of speech used in reference to a person who has dabbled in many skills, rather than gaining expertise by focusing on only one.

Don’t get me wrong. There are for sure reasons why you may want to investigate other brands.

  • the product you use may have become unavailable
  • the brand you carry reformulated
  • maybe they discontinued your favorite item

Yes….there are some very valid reasons.


  • if its working, why break it?
  • if it provides all you are looking for, why leave it?
  • if it gives you opportunity for growth, why look elsewhere?

Back to my visit with my client last week. My client and the technician I worked with introduced me as the ‘famous” CJ.  Well, I don’t know about that yet they certainly recognized my extreme knowledge in foot care. Therefore, I already had an edge with their clients. They immediately respected me and listened intently to every question I asked and every suggestion I made. Hence, the great amount of sales we had for the day.

There is no reason you can’t be in the same position. If you have the knowledge, you gain the respect. People then begin to hear you AND listen to you. You become THAT person in your field. Much like many of you who specialize in toenail trimming. Your Business has grown through Dr. referrals because you are knowledgeable in what you do. They respect you AND they trust you to take care of their patients.

Image is everything when it comes to this Industry. This is one of the reasons, amongst many, why I respect Jill Wright. She is the founder and organizer of the Nail Tech Event of the Smokies.   

On her website and in her marketing she has a section of “what NOT to wear” when you attend the event. One would think you wouldn’t have to point this out, yet…..we do. Many forget we are an “image” profession. However, it doesn’t stop with what we wear. In fact, that is a very minute part of it.

  • Appearance
  • Actions
  • Knowledge
  • Communication
  • Presentation
  • and more!

Is a direct reflection on your image.

Now, back to my message. If you constantly product hop, how can anyone take you seriously?

How can you specialize If you are a “Jack of all trades’?

How can you become THAT person who can answer and recommend your professional opinion….if you aren’t professional yourself?

It really doesn’t take much.

  • Know where you want to be, not where everyone else is
  • Know your craft, and be aware enough of others
  • Know your brands and the HOWS’ and WHYS’
  • Be loyal and others will be loyal to you

I absolutely love what I do, THIS does make a difference. Talking with my clients I learn so much. Helping them grow is extremely rewarding. Watching that light bulb go off is totally gratifying.

However, what really makes me tick is the ability to practice what I preach. If I can’t walk the walk, then I can’t talk the talk. Think about that!

CJ Murray, President

Leave a Comment

Your email address will not be published. Required fields are marked *

Sign up For Our Newsletter

GET 10% OFF Your next Order

For all of the latest educational information, classes, news, and deals on our Professional Foot Care products,  be sure to sign up for our newsletter!  Don’t miss the opportunity to hear of our Free Freight Friday offered monthly with our monthly BONUS specials.  You can opt out at any time.