Retail sales have many salons asking, “Is it really worth it?”. The simple answer is, “It depends!”. Your clients can spend their money elsewhere, but why not give them a one-stop-shop? You can’t make extra revenue without OFFERING additional products & services. So the saying goes, you miss 100% of the shots you don’t take. How can your salon make retail a shot worth taking? These are the questions you need to ask:
What Products are Used in Your Salon?
Take advantage of products used within your salon. Why recommend a product the client can’t sample firsthand. You can utilize the senses of touch and smell within your salon by using the products offered for sale during hair appointments. When using a product, point out what it’s doing in terms of softness and know the ingredients’ aroma. Aim to offer all the products your clients are sampling.
Your staff has the opportunity to showcase their favorite products during your client’s appointment. As a salon owner, you should discuss products with your team. What is working, and what merchandise isn’t addressing your audience? Simply Organic Beauty reminds us to conduct in-depth reviews of products:
“Once you choose to only sell products you personally believe in, the idea of retailing in your salon becomes a lot easier. You will no longer feel like you’re selling anything – you’re just simply recommending products you know will fulfill your clients’ hair needs.”
“8 ‘Tried and True’ Retail Tips For Salons.” Simply Organic Beauty, 2 June 2017, www.simplyorganicbeauty.com/tips-for-selling-salon-retail/.
Believing in your merchandise will make the selling pitch come naturally. Build a selection of crowd favorites! Testimonies versus scripted persuasions can make all the difference. Also, your salon should have a system in place to log customer preferences. Appointments for each client might be a little more spread out than usual due to salon capacity limitations. Enabling your stylists to easily navigate through a list of what products a client liked or disliked will help make the sale. A client might be hesitant to purchase an unfamiliar shampoo or spray on the first trial run. This is why your stylist should have access to what products were used on prior visits and follow up with the client at the next appointment.