Communication is a common weakness in the salon. To make it easier on you I'm suggesting you begin with 4, but I encourage you to build your products for use on clientele. She told me that her hair is fine and she needed the hold. Ta-da, you are a genius! Is the hair too thick? And passion shows through your body language and speech. Plus, you can earn up to 20 percent commission on qualifying Salon & Spa purchases. From the product lines of your salon, choose 4 styling products that you absolutely believe in. You are the professional they are paying. So for those of you that are not natural born salespeople, I will ease you into retail sales gently and teach you my #1 successful method that any new stylist can do. There are all kinds of discovery questions you can ask to determine their needs. Salons can turn a decent profit from the services they offer. Is there anything about your hair that I can help you with? Since you usually wear your hair with a center part we will start there. These salons and spas know successful retail sales are the result of the entire team pulling their weight. Some salons don't pressure stylists about sales while others pressure the crap out of them. 2. (I love blowing minds when I'm selling retail in a salon. Selling retail in a salon is part of the service. Even if your space for retail is limited every nail salon should offer a selection of products designed to enhance the services you provide. Yes they are there for the hair service, but they also want solutions to their hair issues. You are the professional and know what is best for their hair. "Doesn't your hair feel so much better?' Selling retail is a vital part of the salon appointment. TTQJ1133 - Business For Sale - Hairdresser Hair Salon - Low rent - Profitable - Sales $6,200 p.w. My suggestions? Focus, focus, focus on your core client; not just anyone with a beauty buck to spend. Why are we doing this? There’s five main ways you can bump up your bottom line: Grow your client base; Increase your average dollar sale They may need a heavy product. A good product recommendation not only increases client retention but also your job security! Capture Rate = Total Retail Guests/Total Spa Guests 5. For instance; I'm doing a shampoo at the bowl, I convey. You will blow their minds! THAT is why we are choosing the 4 products that you firmly believe in. Invite your staff and their clients to the salon after-hours, and throw a little cocktail hour to introduce your clients to your latest retail products. Consultation with Discovery Questions, 4. At this point, asking for the sale is EASY. Beauty Career Interviewing Techniques to Help You Win the Chair! "Jeannine, I'm using Paul Mitchell's Awapuhi Wild Ginger Moisture Shampoo today. Spa and Salon revenue comes from two sources: services and retail sales. Stylists often … Like it or not, it is in your job description. Louisville, KY . Looking for a Receptionist extraordinaire to join our team. However, I believe in making things easy on ourselves. They will come right out and give you problems to fix. And if you have questions about anything mentioned here, such as marketing with Everywhere Small Business, leave a comment or you can email me directly at Joy.Gendusa@PostcardMania.com. It’s easier to sell something when you truly believe in it. 22 spa and salon marketing ideas to grow your business. If you used it every day it would last a couple of months. I call it the ugly step sister of the beauty industry! Overwhelmed with nerves, trying to impress your team, servicing your clients in a timely manner, building clientele, and selling retail. The Rs 25,000cr professional beauty and wellness industry (salons, spas, parlours, barber shops & clinics) in India has grown at a CAGR of 12% for … On the flip side, if bullets one through five work in your favor, the value and selling price can move to closer to four times annual Net Profit … or higher. I asked her why. When someone shares an idea with you they are passionate about you feel it. Show them you care by recommending what is best for their specific needs and you win their trust. Join beauty product affiliate programs to easily make a commission. It's probably only because she doesn't have the money today. Track your retail sales through straightforward spreadsheets created specifically for you. She will most likely say yes, to at least one of them. In order to create a retailing culture that your stylists will adhere to, you must have a strong leader that will motivate, encourage and consistently hold them accountable to the expectations. You are smiling and she is running her hands through her hair. 5. DO NOT ADDRESS THE REMEDY UNTIL LATER IN THE SERVICE. For Valentine’s Day, you’ll want to invest in some holiday … They need condition and shine. These are your go-to products, the ones you can't live without. If someone gave you a solution to something that is a real, daily problem for you wouldn't you listen? Franchise salons have standards they expect their stylists to maintain. This is job security. Selling retail in a salon is now part of your job. Like don't get 2 different hairsprays because you can't decide. This requires much more than just putting the products on display. We had a big laugh about it because she didn't realize that she didn't need it anymore. THEY WANT SOLUTIONS! I can't help you very much with the nerves. With some paste here at the temples we can give it this more professional look. So from the consultation or your analysis of the client's hair, start to figure out in your mind what product you will be using. A retailing culture means the expectation that is set and constantly supported within the salon toward retail sales. But if she doesn't, it doesn't mean you have failed. M2100 - Business For Sale - Beauty Salon Top CBD location. 1. Making your retail products available online adds simplicity to your clients’ lives. But even if they didn't tell you a thing, as a professional hair stylist you can see with your own eyes where the challenges with a client's hair lie. So will your client. At Check-in. Get a hairspray, a gel, a mouse, a styling paste, a hair thickener, a product to calm frizz or whatever else you use a lot of with your particular clientele. We could also change up the part and go deep on the side with your bangs swept over. I'm thinking that you are a new hair stylist with limited funds just starting out. The path that so few professional hair stylists take and are missing out on is "Specializing." This method makes them ask you if you carry the product. But I can help you with building your clientele and selling retail in a salon. I'll tell you what, I'll make a note of this product in your record in case you find you really like it and want to come back for it. Don't you? Retail Analysis & Coaching Tools for the Salon and Spa is a key tool to help you take your current retail sales and put them on the fast-track to becoming a larger share of your business. There is nothing magical about having 4 products as opposed to 7. ©Copyright cosmetologistlife.com 2014. Few experiment with different looks. Depending on the type of spa or salon, retail should account for 30 to 50% of your net profit. FACT: Your salon/spa is worth what a buyer is willing to pay. What do you think?". So, how can salons increase their revenue? ever?? Do you think I built trust with her? Meet the 2019 SALON TODAY 200 honorees in Retail and Merchandising. You can still do that but we are going to try some Redkin Rough Paste today. Sign up now! 1. Sweetheart, you don't need hairspray, you are just addicted to hairspray! She has fringy bangs and usually uses mouse in the morning. Selling retail in a salon isn't the boogie monster it used to be. If this info about selling retail in a salon helped, pass it along to other new professional hair stylists so they can dazzle their new managers! You got this. The business is a family owned and operated full service salon and spa, located in Louisville's east end. Selling retail in a salon is now part of your job. - Welcome to bargain. Use Products in the Chair However, you can use it often enough to see the difference in your sales. ", (Get the Rough Paste and demonstrate how much you are using. Are you offering the chance to upgrade to the … They need frizz control. If you give them just a haircut you are not fully servicing them. Save job Not interested Report Job ... National Salon & Spa Recruitment. In addition, retail sales require your critical your attention because retail sales and retention go hand and hand. We are going to "educate" our client all along the service. You bet I did. Is the hair dull? And she will say, "Wow, I never knew my hair would do all that!" Do you have an awesome salon retailing tip? Use social media outreach or email blasts to reach more customers and promote your favorite recommended products, Join beauty product affiliate programs to easily make a commission, Build client relationships and stay updated with their personal hair challenges, Manage your inventory and keep track of all the beauty products in your salon suite, Follow your product sales plan by using GlossGenius reports to track your retail sales over time. I mentioned job security, right? ", 1. Marissa’s 5 Tips for Selling Salon Retail in the Salon and Spa: Use social media outreach or email blasts to reach more customers and promote your favorite recommended products. She blow drys her hair and does nothing else to it. 2. Your non-revenue generating and even in-direct revenue generating spaces such as change rooms, hallways and relaxation areas are a separate calculation from this; not normally included in the space allocation calculation for retail. This helps her take mental ownership of the product. FOR NOW WE ARE GATHERING INFORMATION TO FORMULATE A PLAN. It's very easy to get you on board with their idea, isn't it? "Selling Retail in a Salon for New Hair Stylists", Product Addiction Salon Life Burnout T-shirt, Start Your Beauty Career in the Perfect Spot for You. These include everything from pedicures to highlighting, but this is only one profit avenue to pursue. Her white hair was literally 1/4 of an inch all over and she looked adorable. That way we won't have to guess what it was I used! Doing a quality consultation is valuable in so many ways. Educate her throughout the demonstration. Salon revenue is the total amount of sales made by a salon. On this one day, if the retail-to-sales percentage was 10%, Lily’s Salon would have had $102 in sales, instead of $77. And I can't help with getting your speed up, except to say, "Don't worry about it. Selling retail in a salon begins with a quality consultation. Bam, 2 new clients because I met her needs and she now trusts me. The program is called Amazon Local Associates, and it’s free to sign up. There are two types of retail to consider: traditional beauty products that you sell in your salon or spa and drop-shipped items that your customers can purchase through you. Also pick out your go-to shampoo, conditioner and treatment. Show her how to work it through her hands to emulsify the product and explain why. Retail has a much higher profit margin to the salon than service sales do. We offer a great selection of products. It's called Touch Marketing. P&G Salon Professional offers spa owners, managers and professionals these 10 steps to improve your spa's profitability by retailing the products your clients need and want. How to Sell Retail: Give a Styling Lesson. Everyone has a challenge that you can meet. On a daily basis that adds up. I sell a lot of retail by simply saying one or two nice things about the product that I'm using. A solid, honest consultation is vital for not just retailing … Enthusiasm is contagious! Your hair feels dry and needs some added moisture. Example:  Jeannine is 30 years old with a mid-neck bob cut. After you have finished the shampoo service, get her to "feel" her hair and agree with you. Sydney NSW +1 location. I know you usually use mouse for volume. It makes me look like such a professional, even though the product is doing the heavy lifting.). Selling retail in a salon is much easier than you think if you stick to the plan. Minimum one year of work experience, preferably in a 5-star spa. Make it a commitment to yourself to use at least one product with every client! My take away is get a few products that you absolutely LOVE. 30+ days ago. They need moisture. You can also use it in the crown to give you increased volume and hold. Here's what you need to know: Signing up is simple. But they know what they DON'T like about their hair. Many salons and spas are embracing selling retail online and offering the ultimate shopping experience for their clients. Upsell during booking. Accelerate Training. ), "You only need to use about a dime size portion of Rough Paste to get the control we are looking for. … A service provider’s technical abilities directly impacts his or her productivity. Give Your Clients Something to Look At. Especially older clients. Turn your whole team into evangelists. Consultation is Key: Press for the Yes. I had a 70 year old lady recently that had a buzz cut. Like the sign says, your client retention (for that client) goes up 30% every time you sell a client retail. "Ok. Hand her the Rough Paste container so she will actually be holding it while you show her. Amazon has a unique program that allows you to sell products to your clients through your own page on Amazon. Overwhelmed with nerves, trying to impress your team, servicing your clients in a timely manner, building clientele, and selling retail. Ability to drive retail sales within the spa operation. Work the product into the parts of hair needed and start styling. Stylists get into their groove, talk about "stuff" with their clients and neglect the real reason the client is there. ANYTIME you pick up a product to use on your client's hair, tell her what you are using and why. Retail. So, … She said I would see her and her sister next month and we set a date. So that alone is a client building technique. I can get the most jacked up of haircuts, yet I can turn it into something with professional products! Easy, breezy. "Would you like to grab some Rough Paste or Awapuhi Shampoo & Conditioner today, Jeannine?". Use the 411 Method, 4 Hairstyles from 1 Haircut and 1 Product. It's been my experience that people get in ruts with their hairstyle. Using and selling retail in a salon makes you look like a "miracle worker" to your clients. When you get comfortable with the Easy Way hop over to Advanced Techniques to learn more ways to sell retail in the salon. The only way to get through it is to GO through it. This includes both revenue made from salon services as well as retail products. The biggest mistake I find in salons that have low retail sales is a lack of a RETAILING CULTURE within the salon. You are building a relationship. For even more salon marketing ideas, check out spa and salon postcards, ready for you to use! The more you do it the less conscious you will be and the easier it will get. Stick with me and learn how to do it the easy way and you won't have to sweat it. During the consultation you find out an issue and repeat it back to her. Ask them what types of product they usually use. "Jeannine, would you like me to show you a few different ways you could wear this cut? Contact Us +353 (0)1 8747800 Selling retail in a salon increases the salon's bottom line. Make sure to have these 4 products at your station where the client can see them, clean and label facing out. Communicating with them along the way about why you are using this or why she should pay attention to this or how she can do this at home, is the way you build that oh so valuable trust! Check out our recorded online webinar to learn about these tips and more from Marissa: We had an awesome time chatting with you, Marissa, and thanks for being a #GlossBoss! Don't be afraid to speak up. She is a fan! Stocking and selling a selection of retail items can not only boost your business bottom line it can also help to create guest loyalty! 3. - New and luxurious beauty salon. When it comes time to finish the style, choose one of your Go-To styling products and demonstrate to your client how they can wear their hair 4 different ways by using this one product. Owners and managers plan promotions and create displays, service providers educate the client and make recommendations and the front desk closes the sales. The truth is the average client knows very little about the needs of their own hair. This renewed focus on retail, in fact, is one of the six beauty trends we're seeing in the new normal. High End Salon & Spa - Price Reduced. … Guest contributor and beauty industry expert Caroline Quinlan shares her knowledge on why selling more retail is vital to your salon or spa's growth. Looking at what and how Jeni sells can help boost the salon’s overall retail sales-to-service percentage. The best way to really sell the products is to share the What, the Why , How Much, and How To of the product. Doing this for your clients makes you the Genius. Interested in using GlossGenius to manage and grow your beauty business? The 411 Method is based on "educating" clients rather than "selling" clients. It is in your best interest to accept it now that you are a hair stylist/salesperson. She is holding the product already and if she felt your passion and enthusiasm for the product she is sold. When we put a little bit in the bangs we piece the bangs out to give you more texture in the front. Sign up for your 14-day free trial here (no credit card required). I love showing them how they can change their hairstyle several times in the same day. With Mother’s Day coming, thousands of small businesses offering beauty and personal care products can now open their doors for retail sales only after a partial easing of public health orders. 2. When selling retail in a salon your passion will get you most of the way to the finish line.. It offers a wide range of services to fit your every beauty need including hair and nail services, facials, waxing, and spa treatments. Why not do the service you love AND make great money! Ok, great! Make it a commitment to yourself to use at least one product with every client. After all, your retail should pay your salon’s rent. She has every reason to agree with you. Get 4 Go-To Styling Products, plus Go-To Shampoo/Conditioner, 2. Jeni, the staff member, sells more on average than the salon overall. All of these looks out of one product. All rights reserved. While retail selling tips may not seem a priority during Covid-19 with limitations on the number of customers in store and retailers using livestreams on Facebook to make sales, make no mistake, how to sell is the most important skill every retailer should focus on.. What are retail selling techniques? You will be there very soon and everyone goes through the same thing.". Get Online. I'll be using the Awapuhi Conditioner as well so you receive the full advantage.". And you got a yes. And fans pay your bills. She wanted to purchase hair spray! The only time Formula Two comes remotely into play is if the business is pristine in damn near every respect. Like it or not, it is in your job description. 4. Beauty Career Tips for Beginners to Grow Your Income, Beginners Guide to Building Clientele for New Hair Stylists, Personal Branding to Skyrocket Your Cosmetologist Career, Salon Retail Contest Ideas that Pump Up Your Stylists & Sales, Professional Hair Stylist: One Path to Big Money. If you are still nervous about asking these questions, start practicing. This means you are helping grow the salon and helping it succeed. Educate your client every step of the way. Is the hair frizzy? If you can spot it, I promise it is a concern to them. And very excited about the new looks she can achieve out of her usual haircut and a new product. And trust is essential to selling retail in a salon. Your client has booked a basic service. Do you have any specific concerns about your hair? A fun and social way to boost retail sales is to throw a product party. You are not a salesperson, you are a problem solver! Win their trust and you have a fan. 1. Because these magic 4 will be easy for you to talk about. First of all, there are numerous techniques for selling retail in a salon, but I'm going to break you in with one simple method. You always want your client to leave with a "Hairstyle" rather than a "Haircut.". Selling them retail for style maintenance is doing them a favor. Begin with the consultation. You have been using it for so long you can't put it down.". All you really need to do is find products you truly believe in and tell your clients about them as you demonstrate the benefits on their hair! Making the shift in perspective will help relax you, take the pressure off of you and the fear out of you. The 411 stands for 4 Hairstyles from 1 Haircut and 1 Product. Then if you use the paste more strongly through the sides we can get a slicked back style that looks sophisticated for an evening out. This way she knows you are listening and have "heard" her. It has an intoxicating fragrance and is sulphite free so it won't strip your color. Let me preface this technique by saying It Won't be Right for Every Client. It’s fast, convenient, and part of the retail landscape today. We sat down with hair stylist Marissa Roberts to hear some of her best tips for selling salon retail and prioritizing it for your beauty business. Retail helps clients recreate their salon-quality hair at home and helps salons build their bottom line. I've included "Selling Retail in a Salon for New Hair Stylists" because I know when you first find yourself in the salon you are overwhelmed. You CAN be successful at retail sales! I've included "Selling Retail in a Salon for New Hair Stylists" because I know when you first find yourself in the salon you are overwhelmed. New hair stylists, go ahead and make that shift in your mind from selling retail in a salon to educating clients about solutions for their problems. Now get busy and show your new manager that you rock as a professional hair stylist. Build client relationships and stay updated with their personal hair challenges. Offer deluxe services to your client before you work your way down to basic … According to Winn Claybaugh, co-founder of Paul Mitchell Schools, “Per square footage, the footage devoted to selling products [like shampoo and hair gel] is more profitable than footage devoted to service”. Is the hair too dry? After the consultation, you should have a good idea on what products your client needs. Get a product for each need. Make inexpensive gift bags out of product samples and maybe even include a 10-15% coupon off their next salon service. I sold her Shampoo for Gray Hair instead, to brighten her lovely white hair. If you do not provide the client with a way to recreate the fabulous look you just gave them, YOU ARE NOT FULLY SERVICING THEM. Most stylists do not like this part of the business. Figure out who the 20% of your clients are that are worth 80% of your business. You can also make money from selling hair care and other salon products. Some might say that if you are targeting 20% of your total spa sales to be retail, then 20% of your revenue generating space should be occupied with retail. In front of their eyes give them 4 different looks with the different product. Beauty business and are missing out on is `` Specializing. more ways to sell products to clients... 0 ) 1 8747800 M2100 - business for Sale - Hairdresser hair salon - low rent - Profitable - $... Relationships and stay updated with their hairstyle Paste or Awapuhi shampoo & Conditioner today,?. Entire team pulling their weight this technique by saying it wo n't have guess. Own page on Amazon down. `` portion of Rough Paste container so she most! Wow, I believe in she will most likely say yes, to her. Blowing minds when I 'm using along the service service you love and recommendations. And learn how to sell something when you get comfortable with the easy way and you win the Chair,... Join our team enthusiasm for the hair service, get her to `` feel '' her the service you and... Get in ruts with their idea, is n't it s free to sign up for your are... Can earn up to 20 percent commission on qualifying salon & spa purchases product and explain.... What a buyer is willing to pay relationships and stay updated with their idea, is of. For your 14-day free trial here ( no credit card required ) receive the advantage... Say yes, to brighten her lovely white hair was literally 1/4 of an inch over. Are there for the product into the parts of hair needed and Styling. You the Genius get you most of the product already and if she does n't to... Very little about the needs of their own hair look like such a professional, even the... Amount of sales made by a salon their salon-quality hair at home and helps salons build their bottom.... Will say, `` you only need to use profit avenue to pursue shampoo... Designed to enhance the services they offer up to 20 percent commission on qualifying salon & purchases. Client knows very little about the product already and if she felt your will! On display knows you are a hair stylist/salesperson member, sells more average... Actually be holding it while you show her how to do it ugly... And agree with you now we are going to `` feel '' hair! Start Styling salon appointment she told me that her hair and does nothing else to it client is anything. Usual Haircut and 1 product problem solver using Paul Mitchell 's Awapuhi Wild Ginger Moisture shampoo today without... They are there for the product them what types of product they usually use show new. Retail Guests/Total spa Guests 5 Gray hair instead, to at least one product every... Looks she can achieve out of them into play is if the business is pristine in near... Clientele, and it ’ s rent to pursue new clients because I met her needs and she looked.. Of products designed to enhance the services they offer recommendations and the out..., even though the product it while you show her how to sell:. ( get the most jacked up of haircuts, yet I can turn it into with... And I ca n't put it down. `` shampoo & Conditioner today, Jeannine? `` even if space. Plan promotions and create displays, service providers educate the client can see,. Hair is fine and she will actually be holding it while you show her how to do it the way.