When a client dealing with hair loss comes to us as beauty professionals, our first thought is usually, “What treatment can I do?”
But what if the problem is bigger than what we can solve in the chair or on the treatment table?
One of the biggest things I have learned as a trichologist is that hair loss is not always just about hair.
Sometimes what we see on the scalp is connected to something happening internally. It could be stress, nutrition, hormones, medication, thyroid concerns, or something that needs to be evaluated by a medical professional.
That is why we have to stop trying to do everything ourselves, and start making ourselves a trusted resource who can refer our clients to experts who can take over where our skills leave off.
I always say we don't cover up, we discover the root. But “discovering the root” also means knowing when something is outside of our scope, and what type of specialist should get involved.
I believe every professional working with clients suffering hair loss should have some type of referral network. That may include a dermatologist, primary care provider, registered dietitian, mental health counselor, or another specialist. We all bring something different to the table.
For example, if I see something on the scalp that concerns me, I need to know who I can refer that client to.
If lab work or their health history raises questions, that may require a conversation with their medical provider. If stress, trauma, or the emotional impact of hair loss is affecting the client, mental health support may need to become part of their care.
And referring a client does not mean you don't know what you're doing. Knowing when to refer means you know exactly what you're doing.
This is where our industry has to grow. We cannot continue treating every hair-loss concern with another product, oil, serum, or treatment without asking what else could be happening.
How to Start Building Relationships with Professionals in Your Community
Know who the dermatologists are. Connect with dietitians, physicians, therapists, and other providers. Let them know what you do and learn what they do.
When it comes to actually building a referral network, it’s important to understand you don't have to know everyone all at once. Start with one good relationship and continue building from there.
For me, it started with putting myself in rooms with other professionals. I would attend various events, introduce myself, explain what I do as a trichologist, and take the time to learn about them and their fields of expertise.
Social media is another great place to start. Licensed beauty professionals can search for local dermatologists, dietitians, therapists, physicians, and other wellness practitioners. Follow their work, engage with them, and eventually introduce yourself.
Your existing clients can be a resource. If they have a dermatologist or another expert they've had a great experience with, ask who they see.
Those are all “do’s” when it comes to building your referral network, but here is the biggest don’t: Do not approach the relationship by immediately asking them for referrals.
Explain that you work with clients who experience hair loss and scalp concerns, and that you're trying to build a trusted network of professionals for situations that fall outside your scope.
Ask what they specialize in, what types of patients they see, what concerns they would want referred to them, and what their referral process looks like.
Health fairs, wellness events, networking events, and community events are great places to make these connections.
Always remember that knowing when to refer doesn't take away from your expertise. It actually shows you understand your scope and care enough about your client to make sure they get what they need.
Because at the end of the day, the goal shouldn't be to prove that we can do everything. The goal should be to help your client get to the root of their problem.
Sometimes that starts with us. But it doesn't always end there.
Nicole Shemwell is a board-certified trichologist and beauty entrepreneur. She will be teaching “Scalp First, Profit Follows: Turning Scalp Treatments into Results-Driven Experiences” at the Be+Well | Beauty and Wellness Show taking place in Ft. Lauderdale, FL Aug. 30-31. Registration is here; use promo code EDSPA20 for 20% off education.