Selling retail in a salon begins with a quality consultation. The 411 Method is based on "educating" clients rather than "selling" clients. Use Products in the Chair Selling retail in a salon increases the salon's bottom line. We had a big laugh about it because she didn't realize that she didn't need it anymore. Stocking and selling a selection of retail items can not only boost your business bottom line it can also help to create guest loyalty! 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”. For Valentine’s Day, you’ll want to invest in some holiday … 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. 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. "Ok. Here's what you need to know: Signing up is simple. Get a product for each need. Doing a quality consultation is valuable in so many ways. Amazon has a unique program that allows you to sell products to your clients through your own page on Amazon. The 411 stands for 4 Hairstyles from 1 Haircut and 1 Product. Looking at what and how Jeni sells can help boost the salon’s overall retail sales-to-service percentage. There is nothing magical about having 4 products as opposed to 7. Franchise salons have standards they expect their stylists to maintain. 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. And she will say, "Wow, I never knew my hair would do all that!" 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. On a daily basis that adds up. "Jeannine, would you like me to show you a few different ways you could wear this cut? When you get comfortable with the Easy Way hop over to Advanced Techniques to learn more ways to sell retail in the salon. Selling retail in a salon is now part of your job. DO NOT ADDRESS THE REMEDY UNTIL LATER IN THE SERVICE. I can get the most jacked up of haircuts, yet I can turn it into something with professional products! 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. Educate her throughout the demonstration. She wanted to purchase hair spray! On this one day, if the retail-to-sales percentage was 10%, Lily’s Salon would have had $102 in sales, instead of $77. Get Online. Join beauty product affiliate programs to easily make a commission. You can also make money from selling hair care and other salon products. Few experiment with different looks. Most stylists do not like this part of the business. This means you are helping grow the salon and helping it succeed. The biggest mistake I find in salons that have low retail sales is a lack of a RETAILING CULTURE within the salon. Enthusiasm is contagious! Depending on the type of spa or salon, retail should account for 30 to 50% of your net profit. After all, your retail should pay your salon’s rent. So, how can salons increase their revenue? If you give them just a haircut you are not fully servicing them. Is there anything about your hair that I can help you with? Do you have an awesome salon retailing tip? We offer a great selection of products. Your hair feels dry and needs some added moisture. Looking for a Receptionist extraordinaire to join our team. Is the hair too dry? Her white hair was literally 1/4 of an inch all over and she looked adorable. A service provider’s technical abilities directly impacts his or her productivity. You can also use it in the crown to give you increased volume and hold. … Sweetheart, you don't need hairspray, you are just addicted to hairspray! I love showing them how they can change their hairstyle several times in the same day. Jeni, the staff member, sells more on average than the salon overall. Show them you care by recommending what is best for their specific needs and you win their trust. 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. It’s fast, convenient, and part of the retail landscape today. I'll be using the Awapuhi Conditioner as well so you receive the full advantage.". I can't help you very much with the nerves. Communication is a common weakness in the salon. You are smiling and she is running her hands through her hair. Is the hair dull? Especially older clients. This method makes them ask you if you carry the product. Do you have any specific concerns about your hair? I sell a lot of retail by simply saying one or two nice things about the product that I'm using. Overwhelmed with nerves, trying to impress your team, servicing your clients in a timely manner, building clientele, and selling retail. After the consultation, you should have a good idea on what products your client needs. High End Salon & Spa - Price Reduced. 4. Like it or not, it is in your job description. When selling retail in a salon your passion will get you most of the way to the finish line.. And I can't help with getting your speed up, except to say, "Don't worry about it. Ta-da, you are a genius! Track your retail sales through straightforward spreadsheets created specifically for you. Sign up for your 14-day free trial here (no credit card required). After you have finished the shampoo service, get her to "feel" her hair and agree with you. 5. I had a 70 year old lady recently that had a buzz cut. You will blow their minds! "Jeannine, I'm using Paul Mitchell's Awapuhi Wild Ginger Moisture Shampoo today. Accelerate Training. These include everything from pedicures to highlighting, but this is only one profit avenue to pursue. Minimum one year of work experience, preferably in a 5-star spa. You always want your client to leave with a "Hairstyle" rather than a "Haircut.". Selling retail in a salon is now part of your job. Stylists often … And trust is essential to selling retail in a salon. 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. Offer deluxe services to your client before you work your way down to basic … Beauty Career Interviewing Techniques to Help You Win the Chair! In front of their eyes give them 4 different looks with the different product. She is a fan! This helps her take mental ownership of the product. Begin with the consultation. Retail. They need frizz control. Like don't get 2 different hairsprays because you can't decide. Let me preface this technique by saying It Won't be Right for Every Client. A fun and social way to boost retail sales is to throw a product party. I asked her why. 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. Get 4 Go-To Styling Products, plus Go-To Shampoo/Conditioner, 2. The business is a family owned and operated full service salon and spa, located in Louisville's east end. This requires much more than just putting the products on display. You are not a salesperson, you are a problem solver! Doing this for your clients makes you the Genius. Capture Rate = Total Retail Guests/Total Spa Guests 5. It's called Touch Marketing. What do you think?". We could also change up the part and go deep on the side with your bangs swept over. 1. Selling retail in a salon is part of the service. Why not do the service you love AND make great money! Stylists get into their groove, talk about "stuff" with their clients and neglect the real reason the client is there. ever?? 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. This includes both revenue made from salon services as well as retail products. The only way to get through it is to GO through it. Like it or not, it is in your job description. However, you can use it often enough to see the difference in your sales. Your client has booked a basic service. 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. You can still do that but we are going to try some Redkin Rough Paste today. 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. From the product lines of your salon, choose 4 styling products that you absolutely believe in. I mentioned job security, right? 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. If you used it every day it would last a couple of months. Selling retail in a salon is much easier than you think if you stick to the plan. Use the 411 Method, 4 Hairstyles from 1 Haircut and 1 Product. 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. The best way to really sell the products is to share the What, the Why , How Much, and How To of the product. 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. Since you usually wear your hair with a center part we will start there. Sydney NSW +1 location. … "Would you like to grab some Rough Paste or Awapuhi Shampoo & Conditioner today, Jeannine?". ", 1. All of these looks out of one product. 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. My take away is get a few products that you absolutely LOVE. The more you do it the less conscious you will be and the easier it will get. FOR NOW WE ARE GATHERING INFORMATION TO FORMULATE A PLAN. These salons and spas know successful retail sales are the result of the entire team pulling their weight. 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. It makes me look like such a professional, even though the product is doing the heavy lifting.). Consultation is Key: Press for the Yes. Don't you? Selling retail is a vital part of the salon appointment. Figure out who the 20% of your clients are that are worth 80% of your business. FACT: Your salon/spa is worth what a buyer is willing to pay. "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. You got this. With some paste here at the temples we can give it this more professional look. For instance; I'm doing a shampoo at the bowl, I convey. Selling retail in a salon isn't the boogie monster it used to be. ", (Get the Rough Paste and demonstrate how much you are using. You are the professional they are paying. Because these magic 4 will be easy for you to talk about. 22 spa and salon marketing ideas to grow your business. Get into their groove, talk about `` stuff '' with their clients and neglect the real reason the can... Just starting out the staff member, sells more on average than the salon selling retail in the salon and spa... We can give it this more professional look now get busy and show your new that. 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