Take the Guesswork out of Retailing
Retailing. The one word that can make almost any hairstylist cringe yet once you have the proper techniques under your belt, you’ll wonder why you ever sweat it in the first place!
Most people get uneasy when they are told they have to push products on people or always upsell their services, even if ultimately it will add more money to their pocket. It’s understandable; not everyone has a knack for sales.
That’s where these simple tips come into play. Read this blog post. Understand and own these tips. Memorize them because they will be your friend in the salon. Sales will boost. And you won’t even break a sweat 😉
You can only sell what you love.
That’s rule number one. You can’t be given any old shampoo and be expected to sell it to your clients if you aren’t sold on its benefits yourself. You need to find a handful of products that you feel like you can’t live without. They are your go-to’s when styling your own hair because they make it look that much better. These are products you use that leave you in amazement that you could even get results like that. You have to love what you sell or no one will buy what you are selling. Actually, you won’t be “selling” at all….when you talk from the heart about products you love, you are giving real testimonials to its performance. The product and your passion for it will allow the product to sell itself. That’s why it’s so vital to find products that you adore.
In your arsenal, you should try to have a shampoo and conditioner that blow your mind, a treatment, and styling agents. You want products that you can use together to go from washing to styling so they have complete haircare recommendations.
Let the client tell you their woes.
That’s rule number two. A thorough consultation with your client will give you all of the information you need to know. You will find out what they like about their hair, what they dislike, what their daily struggle is with their hair, how the care for it currently, if they are used to using products, if they are looking for certain hair advice from you during the visit. The information you will find out from asking a few simple questions will be endless. Should you encounter a client who is clammed up, take note of their hair yourself. Is it thin? Is it super thick? Is it dry? Do they suffer from dandruff? Their hair will tell its story to you so pay close attention.
Resist the urge to share all of your expertise during the consultation. Save that information and whip it out in a few!
Consider your client’s appointment their one-on-one class.
That’s rule number three. Remember how we mentioned not to remedy all of your client’s problems during the consult? Now it’s go time! Instead of chit-chatting about the latest movie, use the time that your clients is in your chair to educate them about the needs of their hair. Show them the products you are using along the way and let them know why you chose certain products. Let them feel the difference at the various stages so they can see and feel how the product makes their hair feel. If you are providing solutions to some of the problems the clients mentioned, make sure to reiterate that. Simply saying, “I know you were concerned with your hair lacking volume so I’m using this volume mousse to give you that extra oomph you were looking for. See how light it is and yet how much volume it added to your hair?” That lets the client know you took their concerns seriously and were eager to help them. It also sells the product because they can see it, smell it, and see it in action on their own hair.
Whenever a client can see a product being used in real time and notice it solves a problem they face daily, they’re sold!
Offer to pick up some of the products you used and have them waiting at the reception desk.
This is rule number four. When the salon visit is wrapping up, but before you are completely done, let the client know that you saw how much they loved the mousse and the shampoo/conditioner that you used on them and offer to grab it from the shelves and bring it to the register for them. Most of the time, your client will say sure because they know wonderful the products made their hair look.
Should you run into a client who doesn’t have the money to spend on products that day or simply isn’t interested, let them know that you will make a note in their file of the products they loved so that should they change their mind, with a simple glance the salon staff can see what products were used on them. Clients are appreciative of this and it makes it easy for them to come back and purchase the products when they are ready.
When you are boasting about the effectiveness of a product and showing your love and passion for its performance, it’s not selling. The delight you have for that product will speak for itself and if your client trusts you, they will trust your recommendation. Sales will increase and you’ll love the boost in income! You’ll soon realize this selling thing wasn’t that hard after all!
Want a little extra help to get your books full and your business thriving? That’s what we do. We work with salon professionals just like you and help them take their business to new heights. Let us know you would like further information by clicking here and we’ll be in touch soon!
