Do you have a FEAR of prescribing products?
Most stylists struggle to sell retail and have a fear of trying to sell products to clients as the client may not want the products and may feel like the stylist is trying to force them to buy it.
In reality, stylists are not trying to force products upon the client but they are trying to inform the client on what is suited to their needs and fix their problems. For example if a client has dry hair, the stylist may suggest that they buy moisture products to fix that problem.
Another example would be if a client comes in for a colour service. It would be a huge benefit for them to buy a colour protect shampoo to keep their colour vibrant for longer. After you tell the client all the benefits of the product, it is then down to them to decide whether or not the benefits are good enough for them to buy the product.
One way you can inform your client on what products would benefit them is to ask them in their consultation, what they don’t like about their hair. That then opens up all the solutions to help solve their product and it doesn’t come across as hard selling.
If you ask your client what they don’t like about their hair so you can inform them on how you can fix the problem, it takes away the fear and struggle to sell retail. You need to remember that every client deserves the information and you should not pick and choose which clients you try and sell to and which clients you don’t.
Most clients will try and fix the problem themselves if they are not given the information from a fully qualified professional. So make sure you give the information to every client.
You also need to remember that all your clients are spending their hard earned cash with you and should receive the best service possible which includes the stylist helping them fix their hair problems.
One of the main reasons stylists struggle to sell retail is because of buying objections and clients saying they can find it cheaper online. As a professional stylist, you still have the advantage:
- Clients can take the product away now!
- You can guarantee it’s the correct product Offer.
- A guarantee that if they don’t like it when using it you can swap it (online do not offer that).
- Offer retail rewards for every item bought
You need to remember that you are not just selling a product to your client. You are giving them a solution to their hair problem.
So if you have been wondering how you can boost retail opportunities in your salon. Remember that it is part of your job to help your client as much as possible and by not offering the products you have there to sell, you are taking the choice away from the client.
