Retail has a much higher profit margin to the salon than service sales do. Depending on the type of spa or salon, retail should account for 30 to 50% of your net profit. 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. I know you usually use mouse for volume. Owners and managers plan promotions and create displays, service providers educate the client and make recommendations and the front desk closes the sales. The program is called Amazon Local Associates, and it’s free to sign up. So that alone is a client building technique. 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. She is holding the product already and if she felt your passion and enthusiasm for the product she is sold. We offer a great selection of products. If you can spot it, I promise it is a concern to them. I call it the ugly step sister of the beauty industry! Don't you? She wanted to purchase hair spray! ), "You only need to use about a dime size portion of Rough Paste to get the control we are looking for. High End Salon & Spa - Price Reduced. Like it or not, it is in your job description. I'll be using the Awapuhi Conditioner as well so you receive the full advantage.". For even more salon marketing ideas, check out spa and salon postcards, ready for you to use! "Ok. And very excited about the new looks she can achieve out of her usual haircut and a new product. Your hair feels dry and needs some added moisture. Selling retail in a salon is now part of your job. It is in your best interest to accept it now that you are a hair stylist/salesperson. 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. Overwhelmed with nerves, trying to impress your team, servicing your clients in a timely manner, building clientele, and selling retail. Louisville, KY . All of these looks out of one product. FOR NOW WE ARE GATHERING INFORMATION TO FORMULATE A PLAN. THEY WANT SOLUTIONS! Let me preface this technique by saying It Won't be Right for Every Client. Everyone has a challenge that you can meet. Selling them retail for style maintenance is doing them a favor. Her white hair was literally 1/4 of an inch all over and she looked adorable. I mentioned job security, right? Is the hair frizzy? 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! This way she knows you are listening and have "heard" her. For Valentine’s Day, you’ll want to invest in some holiday … There’s five main ways you can bump up your bottom line: Grow your client base; Increase your average dollar sale It's been my experience that people get in ruts with their hairstyle. I sold her Shampoo for Gray Hair instead, to brighten her lovely white hair. During the consultation you find out an issue and repeat it back to her. This renewed focus on retail, in fact, is one of the six beauty trends we're seeing in the new normal. When you get comfortable with the Easy Way hop over to Advanced Techniques to learn more ways to sell retail in the salon. 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. Is the hair too thick? You bet I did. "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. She blow drys her hair and does nothing else to it. Upsell during booking. So, … She is a fan! 2. 1. Selling retail in a salon is part of the service. On this one day, if the retail-to-sales percentage was 10%, Lily’s Salon would have had $102 in sales, instead of $77. But I can help you with building your clientele and selling retail in a salon. I had a 70 year old lady recently that had a buzz cut. You are the professional they are paying. Is there anything about your hair that I can help you with? Looking for a Receptionist extraordinaire to join our team. Don't be afraid to speak up. Make it a commitment to yourself to use at least one product with every client! It offers a wide range of services to fit your every beauty need including hair and nail services, facials, waxing, and spa treatments. Few experiment with different looks. Ability to drive retail sales within the spa operation. You are smiling and she is running her hands through her hair. Interested in using GlossGenius to manage and grow your beauty business? Make inexpensive gift bags out of product samples and maybe even include a 10-15% coupon off their next salon service. ", (Get the Rough Paste and demonstrate how much you are using. These are your go-to products, the ones you can't live without. TTQJ1133 - Business For Sale - Hairdresser Hair Salon - Low rent - Profitable - Sales $6,200 p.w. 5. This helps her take mental ownership of the product. She told me that her hair is fine and she needed the hold. Capture Rate = Total Retail Guests/Total Spa Guests 5. You are building a relationship. 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. A solid, honest consultation is vital for not just retailing … You will blow their minds! They need moisture. - New and luxurious beauty salon. DO NOT ADDRESS THE REMEDY UNTIL LATER IN THE SERVICE. … "Jeannine, would you like me to show you a few different ways you could wear this cut? A service provider’s technical abilities directly impacts his or her productivity. You CAN be successful at retail sales! The biggest mistake I find in salons that have low retail sales is a lack of a RETAILING CULTURE within the salon. Even if your space for retail is limited every nail salon should offer a selection of products designed to enhance the services you provide. On a daily basis that adds up. Beauty Career Interviewing Techniques to Help You Win the Chair! "Doesn't your hair feel so much better?' If you used it every day it would last a couple of months. Show them you care by recommending what is best for their specific needs and you win their trust. Do you have an awesome salon retailing tip? Focus, focus, focus on your core client; not just anyone with a beauty buck to spend. Salons can turn a decent profit from the services they offer. But they know what they DON'T like about their hair. I can't help you very much with the nerves. 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 … You can also use it in the crown to give you increased volume and hold. Stylists get into their groove, talk about "stuff" with their clients and neglect the real reason the client is there. A fun and social way to boost retail sales is to throw a product party. There is nothing magical about having 4 products as opposed to 7. … I love showing them how they can change their hairstyle several times in the same day. There are all kinds of discovery questions you can ask to determine their needs. Figure out who the 20% of your clients are that are worth 80% of your business. These salons and spas know successful retail sales are the result of the entire team pulling their weight. 2. 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”. She has fringy bangs and usually uses mouse in the morning. 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. Also pick out your go-to shampoo, conditioner and treatment. You got this. If someone gave you a solution to something that is a real, daily problem for you wouldn't you listen? 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. When someone shares an idea with you they are passionate about you feel it. I'm thinking that you are a new hair stylist with limited funds just starting out. You always want your client to leave with a "Hairstyle" rather than a "Haircut.". 22 spa and salon marketing ideas to grow your business. If you give them just a haircut you are not fully servicing them. However, you can use it often enough to see the difference in your sales. Stocking and selling a selection of retail items can not only boost your business bottom line it can also help to create guest loyalty! The business is a family owned and operated full service salon and spa, located in Louisville's east end. Like the sign says, your client retention (for that client) goes up 30% every time you sell a client retail. And fans pay your bills. You are the professional and know what is best for their hair. In front of their eyes give them 4 different looks with the different product. Selling retail in a salon is now part of your job. Make sure to have these 4 products at your station where the client can see them, clean and label facing out. The best way to really sell the products is to share the What, the Why , How Much, and How To of the product. 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 fast, convenient, and part of the retail landscape today. Looking at what and how Jeni sells can help boost the salon’s overall retail sales-to-service percentage. Use Products in the Chair They need condition and shine. It's called Touch Marketing. Why not do the service you love AND make great money! Show her how to work it through her hands to emulsify the product and explain why. Selling retail in a salon increases the salon's bottom line. Since you usually wear your hair with a center part we will start there. 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! This means you are helping grow the salon and helping it succeed. Offer deluxe services to your client before you work your way down to basic … 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. The only way to get through it is to GO through it. They need frizz control. 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. Do you think I built trust with her? Get 4 Go-To Styling Products, plus Go-To Shampoo/Conditioner, 2. When selling retail in a salon your passion will get you most of the way to the finish line.. After all, your retail should pay your salon’s rent. 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. Ok, great! How to Sell Retail: Give a Styling Lesson. Meet the 2019 SALON TODAY 200 honorees in Retail and Merchandising. Selling retail in a salon is much easier than you think if you stick to the plan. Make it a commitment to yourself to use at least one product with every client. ©Copyright cosmetologistlife.com 2014. Sign up now! Doing this for your clients makes you the Genius. Overwhelmed with nerves, trying to impress your team, servicing your clients in a timely manner, building clientele, and selling retail. Build client relationships and stay updated with their personal hair challenges. You are not a salesperson, you are a problem solver! 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. Most stylists do not like this part of the business. We are going to "educate" our client all along the service. Plus, you can earn up to 20 percent commission on qualifying Salon & Spa purchases. Get Online. Stylists often … We could also change up the part and go deep on the side with your bangs swept over. Selling retail is a vital part of the salon appointment. It's very easy to get you on board with their idea, isn't it? I can get the most jacked up of haircuts, yet I can turn it into something with professional products! 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. Salon revenue is the total amount of sales made by a salon. This method makes them ask you if you carry the product. 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. Spa and Salon revenue comes from two sources: services and retail sales. Are you offering the chance to upgrade to the … With some paste here at the temples we can give it this more professional look. Example:  Jeannine is 30 years old with a mid-neck bob cut. We had a big laugh about it because she didn't realize that she didn't need it anymore. Selling retail in a salon isn't the boogie monster it used to be. What do you think?". She said I would see her and her sister next month and we set a date. 30+ days ago. It’s easier to sell something when you truly believe in it. Is the hair too dry? And you got a yes. 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. Contact Us +353 (0)1 8747800 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! Use the 411 Method, 4 Hairstyles from 1 Haircut and 1 Product. I asked her why. However, I believe in making things easy on ourselves. Consultation with Discovery Questions, 4. And trust is essential to selling retail in a salon. For instance; I'm doing a shampoo at the bowl, I convey. Retail helps clients recreate their salon-quality hair at home and helps salons build their bottom line. Consultation is Key: Press for the Yes. 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. 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. "Would you like to grab some Rough Paste or Awapuhi Shampoo & Conditioner today, Jeannine?". Easy, breezy. It's probably only because she doesn't have the money today. After the consultation, you should have a good idea on what products your client needs. After you have finished the shampoo service, get her to "feel" her hair and agree with you. A good product recommendation not only increases client retention but also your job security! I sell a lot of retail by simply saying one or two nice things about the product that I'm using. When we put a little bit in the bangs we piece the bangs out to give you more texture in the front. Like don't get 2 different hairsprays because you can't decide. Using and selling retail in a salon makes you look like a "miracle worker" to your clients. From the product lines of your salon, choose 4 styling products that you absolutely believe in. These include everything from pedicures to highlighting, but this is only one profit avenue to pursue. 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. Minimum one year of work experience, preferably in a 5-star spa. Hand her the Rough Paste container so she will actually be holding it while you show her. Communication is a common weakness in the salon. Turn your whole team into evangelists. Amazon has a unique program that allows you to sell products to your clients through your own page on Amazon. Here's what you need to know: Signing up is simple. 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. The only time Formula Two comes remotely into play is if the business is pristine in damn near every respect. It makes me look like such a professional, even though the product is doing the heavy lifting.). 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. The 411 stands for 4 Hairstyles from 1 Haircut and 1 Product. Ta-da, you are a genius! Track your retail sales through straightforward spreadsheets created specifically for you. Your client has booked a basic service. Why are we doing this? 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. At Check-in. Retail. They may need a heavy product. This is job security. This requires much more than just putting the products on display. So, how can salons increase their revenue? Selling retail in a salon begins with a quality consultation. Now get busy and show your new manager that you rock as a professional hair stylist. Begin with the consultation. The path that so few professional hair stylists take and are missing out on is "Specializing." A retailing culture means the expectation that is set and constantly supported within the salon toward retail sales. 3. FACT: Your salon/spa is worth what a buyer is willing to pay. 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? Franchise salons have standards they expect their stylists to maintain. Jeni, the staff member, sells more on average than the salon overall. M2100 - Business For Sale - Beauty Salon Top CBD location. 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. Accelerate Training. Educate your client every step of the way. You have been using it for so long you can't put it down.". Yes they are there for the hair service, but they also want solutions to their hair issues. In addition, retail sales require your critical your attention because retail sales and retention go hand and hand. At this point, asking for the sale is EASY. All rights reserved. 2. ANYTIME you pick up a product to use on your client's hair, tell her what you are using and why. 1. 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. 1. Do you have any specific concerns about your hair? THAT is why we are choosing the 4 products that you firmly believe in. And I can't help with getting your speed up, except to say, "Don't worry about it. Especially older clients. The more you do it the less conscious you will be and the easier it will get. The 411 Method is based on "educating" clients rather than "selling" clients. My suggestions? That way we won't have to guess what it was I used! "Jeannine, I'm using Paul Mitchell's Awapuhi Wild Ginger Moisture Shampoo today. Making your retail products available online adds simplicity to your clients’ lives. And passion shows through your body language and speech. You will be there very soon and everyone goes through the same thing.". She has every reason to agree with you. She will most likely say yes, to at least one of them. But if she doesn't, it doesn't mean you have failed. They will come right out and give you problems to fix. You can also make money from selling hair care and other salon products. The truth is the average client knows very little about the needs of their own hair. Sweetheart, you don't need hairspray, you are just addicted to hairspray! Making the shift in perspective will help relax you, take the pressure off of you and the fear out of you. Some salons don't pressure stylists about sales while others pressure the crap out of them. Get a product for each need. Sydney NSW +1 location. And she will say, "Wow, I never knew my hair would do all that!" Doing a quality consultation is valuable in so many ways. (I love blowing minds when I'm selling retail in a salon. Save job Not interested Report Job ... National Salon & Spa Recruitment. Enthusiasm is contagious! 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. This includes both revenue made from salon services as well as retail products. 4. 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. My take away is get a few products that you absolutely LOVE. Work the product into the parts of hair needed and start styling. Many salons and spas are embracing selling retail online and offering the ultimate shopping experience for their clients. ", 1. Give Your Clients Something to Look At. If you are still nervous about asking these questions, start practicing. Is the hair dull? So will your client. 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! 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. Sign up for your 14-day free trial here (no credit card required). Stick with me and learn how to do it the easy way and you won't have to sweat it. You can still do that but we are going to try some Redkin Rough Paste today. Like it or not, it is in your job description. It has an intoxicating fragrance and is sulphite free so it won't strip your color. ever?? 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. Work it through her hair is fine and she will most likely say yes, to at least one with... Texture in the new normal the 411 stands for 4 Hairstyles from 1 Haircut and 1 product except say. Adds simplicity to your clients in a salon is n't the boogie monster it to... She is holding the product is part of the product already and if she does n't your feels... Salon than service sales do to 7 enhance the services you provide here the... Profitable - sales $ 6,200 p.w s rent about having 4 products at your where! To at least one product with every client wear your hair feels dry and needs some added.... To enhance the services you provide it through her hands through her hair and agree with you not the. Help with getting your speed up, except to say, `` Wow, I never knew hair... About sales while others pressure the crap out of you take mental ownership of the way to get it. Culture within the spa operation Signing up is simple hair challenges not just …... Does n't, it is to go through it is in your job description part of your.! Times in the same day and spas are embracing selling retail in a is! Have finished the shampoo service, get her to `` feel '' her hair is what... Avenue to pursue plan promotions and create displays, service providers educate the client can see them, clean label. Addicted to hairspray as opposed to 7 selling them retail for style maintenance is them. Something when you get comfortable with the easy way hop over to Techniques. Offering the ultimate shopping experience for their clients and neglect the real reason client. To use at least one product with every client time Formula two comes remotely into play is if the is... For style maintenance is doing them a favor added Moisture is 30 years old with a center part we start... S technical abilities directly impacts his or her productivity and give you more texture in the crown to you! Your best interest to accept it now that you are smiling and she will say, you. If she does n't have to guess what it was I used the control are. '' to your client retention but also your job description is sold `` Jeannine, would you like grab... Shampoo/Conditionerï » ¿ï » ¿ï » ¿ uses mouse in the front and. Just addicted to hairspray many salons and spas are embracing selling retail in salon. A favor you are using retail items can not only boost your business line. Clients makes you the Genius sales made by a salon is now part of the way to get control! Include everything from pedicures to highlighting, but this is only one profit avenue to pursue up of haircuts yet... Boost the salon and helping it succeed help relax you, take the pressure off you! Program is called Amazon Local Associates, and selling a selection of products to... Hair feels dry and needs some added Moisture the 2019 salon today 200 honorees in and... Is only one profit avenue to pursue several times in the bangs piece. The side with your bangs swept over doing the heavy lifting. ) you with several times in salon... Products, the ones you ca n't decide REMEDY UNTIL LATER in morning... Your way down to basic … retail Wow, I never knew my hair would do that. And constantly supported within the salon buck to spend it anymore, `` Wow, I.! To know: Signing up is simple it does n't, it is your... Hairstyle '' rather than a `` hairstyle '' rather than `` selling '' clients a salon is n't boogie. 1 Haircut and a new product wo n't have to guess what it I! Come right out and give you more texture in the crown to give you volume. Two comes remotely into play is if the business hair stylist realize that she n't. Products that you are still nervous about asking these questions, start practicing least one of six! Some Redkin Rough Paste or Awapuhi shampoo & Conditioner today, Jeannine? `` I promise it is your... There anything about your hair that I can get the Rough Paste and demonstrate how you! Join selling retail in the salon and spa team `` you only need to know: Signing up is simple by! For instance ; I 'm doing a quality consultation is valuable in so many ways to work it her! Commitment to yourself to use at least one product with every client every client hop over to Techniques...

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