4 Ways to Help Every Stylist Sell More Products
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No one likes to be sold to, which can make increasing your salon product sales tricky. But if you teach your stylists to educate their clients, you’ll have happier customers and higher sales.
Good product sales in the salon come when your team is able to show clients how using your products will make them look awesome, even when they’re styling their hair at home. That’s why it’s important to think about what’s in it for the customer when you’re making a sale.
Over the last few weeks, we’ve been speaking to stylists and salon owners about how they make every stylist a better product sales person. Here are some of their tips.
Teach them Why, What and How
Why should your client spend more to get your quality salon-only products when they can purchase supermarket products when they do the weekly shopping?
Your clients have already invested in a trusting relationship with you and they want your expert advice. Genuinely tell to them about the benefits of what your products will do for them, how to apply it, where to apply it, and how much to use.
If you offer quality products that have superior performance and you’re not at least educating them on what they should be using and when – then you are doing a disservice to them. Give them everything you know – it’s your job – then leave the purchasing decision up to them.
Stock products that attract your perfect client
Like attracts like, and this is often true for your clients’ tastes. Some clients feel strongly about protecting the environment, and getting products that align with their values will give them reason make their purchases from your recommendation. Others might feel the same way about animal cruelty, while younger clients might like funkier and more upbeat brands.
As a salon owner or stylist its easy to want to sell product that you love. The key is to focus and think of your customer first, using the personas you have created as a guide. As well as regularly getting your sales rep in for product education, make sure your team use the salon products at home so they not only fall in love with them but are able to recommend from real use experience.
Getting products that your clients and team will love and use is essential to increasing your sales.
Design incentives for your team to sell
We recently paid a visit to Loxy’s Hair Boutique in Wellington where they have a cool game that gives the team incentives to sell. In their back room, they have a snakes and ladders game for the team. Each day as the stylists makes a product sale or rebook a client, they move up (or down) the game board. The person who finishes first wins.
Competition doesn’t have to be boring – make it fun!
Measure your progress
Of course you won’t know if what you’re doing is working if you can’t measure your progress. The same goes for your stylists who need to be able to see how they’re performing so that they can track improvements. No one wants to be mediocre; measurement serves as an incentive to improve.
Your booking software should measure your sales volume and tell you how many clients are rebooking, how many are purchasing products, and what the value of a client visit is. Timely recently released a dashboard which shows you all this information up to date and at a glance. It gives you the tools to be more productive, more successful, and ultimately, grow a better business.