Whether you’re just starting out or have years of experience, selling products can be tough. Even after providing a stellar treatment, we could all use a refresher on the finer points of retail every now and again.
Luckily, help is on hand with these five important steps!
1: Consultation
The first step is finding out why the client has booked their treatment. Asking questions go a long way, such as how much time your client spends on their skin care routine. The answers will help, later.
2: Education
Outlining the treatment details will help your client feel at ease. If you haven’t already, let them know you’ll be analysing their hair, skin, or body to show them what products are most suitable.
3: Service
You can find out a bit more about the client with some light chatter when providing the treatment, building further rapport.
Bonus tip: If your client’s having a facial, they may not want to chat! You’ll know if they speak first.
4: Prescription
Refer to those answers in step one! A client who spends 15 minutes on themselves will only have time for a cleanser, toner or moisturiser, whereas someone who spends two hours will have time for more products and recommendations. Introduce your choices in a friendly way such as: “I have come up with a beneficial home care prescription to fit into your lifestyle.”
Bonus tip: Whatever products you present, allure your clients by letting them feel or smell them.
5: Close
Line up the products you’ve used, remind your client what each of them does, then be prepared to answer any questions. Simple!
Bonus tip: It’s time to upsell. Make sure you know the price individually and for the package!
For even more piece of mind, a software solution such as Salon by Premier Software will prompt your staff to recommend products used during treatment. If the product’s unavailable, it will also alert you once they arrive on delivery! For this and more, check www.premiersalon.co.uk
