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SPOTLIGHT ON... Cream, which helps to numb the skin beforehand. My clients like it, too—they even postpone appointments if I'm sold out! In terms of technique, I've adopted a light tapping method, in which I tap the skin immediately after I strip off the wax. I find this helps distract the clients from the hair removal. Cartwright: I encourage clients to use the same breathing techniques used in yoga and exercise. I instruct them to breathe in as I mold the sugar on the body, and breathe out as I pull it off. And, if you keep the dialogue going throughout the process, clients' minds won't wander to craziness and anxiety. After the treatment, I'll wrap the body in seaweed or sulfur mud to calm and soothe the skin. It helps close the pores and also relaxes clients and takes their minds off of discomfort. Olson: Having good bedside manner is very important. Because I have mainly regular clients, I know who they are, what they like and what puts them at ease. The more relaxed a client is, the more pleasant the actual hair-removal process is, and we try to cater to each client's specific needs and comfort levels. My oldest client is 93, and when she comes in for an eyebrow wax, I'll pipe instrumental or big band music through my speaker. Her mind will go back to that place in time and it really makes her happier and more relaxed. How do you turn a first-timer into a regular hairremoval client? Courtaway: With this type of service, trust and credibility are key and, most likely, the deciding factor in whether or not she will return to you. Explaining the regrowth process and the importance of implementing a regular waxing routine can also lead to clients rebooking on the spot. Olson: New and existing clients know we have turned a regular quick-stop treatment into a luxury service, and that's what they love about our facility. We don't offer discounts, Groupon deals or even Facebook ads. However, we do like to thank our loyal clients and make them feel special, so sometimes we'll throw in a free vajazzle service or a bottle of wine with a purchase of a bikini wax. We also offer a complimentary brow or lip wax to clients who refer five new customers who actually come in for treatment. You sell clients on yourself, not just the actual service. That's what keeps them coming back. Hair-Hampering Heroes (continued) Spilo Melting Pot La Grande Warmer Accommodating wax, sugar or paraffin, this device boasts speedy heatup time and variable temperature settings for maximum versatility. 800.347.7456, spilo.com 26 DAYSPA | PFB Numb-It A fast-acting anesthetic gel that takes the "sting" out of hair removal, and does not interfere with wax or leave greasy film on the skin. 877.225.0233, pfbvanish.com APRIL 2013 Relax & Wax No Scream Cream Help make waxing a relatively painfree experience by applying this topical anesthetic 30-45 minutes prior to treatment. 775.830. 7546, relaxnwax.com Clean + Easy Almond Coconut Wax This crèmebased soft wax removes hair gently and effectively, while moisturizing almond and coconut extracts help to soften dry skin. 800.635.8966, aiibeauty.com Depilar System A range of enzyme-based professional formulas help to break down follicles after hairremoval services. 877.GO.DEPILAR, depilarsystem.com Men's Gorilla Wax from Cosmoproshop (a Pevonia International company) Specially formulated for stubborn male body hair, this wax spreads thinly and efficiently, leaving no residue. 800.446.3751, cosmoproshop.com Nufree Pro Service Center Complete with a thermal unit, depilating strips, body applicators and client record forms, this set serves as a onestop waxing shop. 800.247.2405, nufree.com