it starts with invitations or in our business it's an offer!
Ask what events are happening then offer options;
graduation>gift certificates, product gift sets
outdoor sports>braids, easy care cuts
pool/water parties>product sets-clarifier-conditioner & a leave in with a sunscreen
Have some options for upcoming events
Make the offer
sometimes you'll hear "no thank you"
But sometimes it will be "Yes please and thank you"