I know
you’ll want to bury your head in the sand when it comes to talking retail
products… let alone actually doing something about them! Not to worry, we’ve
got a long enough list of tips and tricks to help you get your salon retail
sales flowing and the dust on those shelves no longer showing!
The right Reception
You may
not think that your Salon Reception is that big of a deal and therefore
doesn’t need that much attention… wrong! It is the hub of the Salon! It is important
that it looks the best it can be as this is where customers go to when they enter
the Salon and when they leave, making it the perfect place to sell your retail
products. The way you organise your products is more important than it seems. Firstly,
when placing the products you should aim for the customers eye level. You know the saying: “eye
level is buy level!”. Aim to group your products together, e.g. shampoo & conditioner,
styling products together, and then place all your new products into their
category shelf but at the front with a “new” label on, do the same for your
best sellers. If you’re unsure on how to monitor your new products and identify
your best sellers you can use our impressive stock management feature and save
your own valuable time!
Get Savvy
You need
to get technical when it comes to pushing the sales of your retail products. Do
your research and establish a really well selling product (preferably something
which is fresh to the market) which you think would sell well in your salon. Aim
to order a new product once every month or so to keep your customers intrigued
and then place this product on a shelf-like pedestal surrounded by accompanying
products that go well with it. When a customer asks about the product this is
your opportunity to sell it and the products that go well with it. Offer the
products in a special price bundle such as "buy 2 and get another half price".
Not only will this increase your retail sales short-term but also long-term as
it will encourage repeat buys from your clients.
Simple yet effective
It has
been proven that clients don’t feel comfortable asking the price of a product in
a Salon which often results in the client not purchasing any retail products.
To avoid this, make the price, size of product and the name of it clearly visible so
the client can read it. This will stop any awkwardness there was before when
the client didn’t know whether to ask the price or not and then just ended up leaving
without a product they may have really wanted.
Basic yet important
Obvious
one, but keep it extremely clean. Nobody wants to purchase a product with a two-inch
layer of dust on it. Yuck! Make one employee responsible for the cleaning of
the retail shelves and do it on a weekly basis. Alternatively, you could create
a cleaning rota between all staff members and then if it isn’t up to standard
you can easily pin point the blame and ensure it doesn’t happen again.
Educate
Make
sure all your staff are full of knowledge about your line of retail products, new
and old. They need to know each product inside out because I’m sure you’ll
agree, who wants to buy a product the seller doesn’t even know the effects of? On
top of that, time spent between the client and therapist is valuable time. Yes,
it’s a time for the client to offload and relax but whilst they’re loving the
scent of that new shampoo you’re using it is your perfect time to market your
retail products and encourage them to buy it! For example:
Client:
Wow my hair feels so soft!
Therapist:
That would be our new Matrix range shampoo, we offer these in our retail line
and you get 10% off them because you’ve had a treatment today!
Client:
Wow that’s brill, I’ll have one of those please
Therapist:
Of course, we also offer the conditioner and heat protection spray if you’d like
to take a look…
See!
Easy marketing done all in a day’s work! No overtime and no sweat, perfect!
Get personal
Get to
know your clients, find out their routine and their preferences so you can
determine the product you will be able to sell the most to them. E.g. “how
would you usually style your hair?” and “do you use heat on your hair often?”
are normally good pointers to get you started. Getting personal also allows the
client to trust you and trust your opinion therefore encouraging them to
purchase the product you recommend.
Step by
step you will notice a satisfying difference in the sales of your retail products
and your salon income will be higher than ever!
Don’t
forget we offer stock management within our software, don’t be afraid to
enquire at info@salontracker.co.uk or call
0113 350 8230.
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