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Whether in hair salons or beauty salons, the resale of products is a significant plus that allows you to increase your turnover and margins .
In France, in beauty shops, the resale of products rarely exceeds 10% of the turnover. Advising your customers about products increases your turnover and builds loyalty by strengthening the professional/customer relationship.
During the service and especially at the time of diagnosis (the period during which the client is willing to buy), ask questions about your client's hair or cosmetic habits in order to advise them properly . Also take the opportunity to analyze the treatment area, is the hair damaged? Is the skin dry? Are the nails damaged? Once the diagnosis has been made, discuss it with your client and suggest appropriate treatments. If your advice helps your clients overcome their problems, chances are they will come back to your facility. And there's no need to worry about customer loyalty!
To reassure your customers, you need to know at your fingertips the products you are selling. You must be able to answer any question to show that you know what is good for the customer and that you trust the product you are selling. Being sure of yourself will create a climate of trust and professionalism, otherwise you may scare the customer who will not buy anything, and may not come back.
Another sales trick, tell a story. At the beginning of the performance, clearly explain what you are doing and detail the composition of the product you are applying. The customer must understand that you are not using an ordinary shampoo or cream, but a product that is perfectly adapted to their hair or skin. Here the idea is not necessarily to offer the sale directly, but rather to create the desire to buy in the customer's mind. Make him dream!
You need to explain that even though they are more expensive, professional products are of better quality and are often more concentrated, therefore last longer. The customer must understand that a professional product is a long term investment for his wallet and his health.
The way you present the products you want to sell also counts. Packaging that sits wildly on dusty shelves will not make customers want to buy even if you offer them the best product in the world! For example, to arrange your products, visualize a triangle in height and place them at each vertex of the triangle. According to the Golden Triangle rule, these three points are the ones the customer sees first.
Selling is also knowing how to talk. In your sales pitch, you must ALWAYS be positive. A customer talks about dull hair... offer her shine! In the same way, for aesthetics, don't tell your client that she will have less dry skin, but softer skin. Talk about the solution rather than the problem ;) You will have understood it through these six points, while being very professional and expert you must show the client that you understand his problem and that you have the solution to help him! To sum up, think know-how and know-how. You have a beauty salon or a hairdressing salon and you want to follow the number of products sold per day, week, month and/or by employees simply and remotely. For a more complete explanation, we have prepared a video in which Augustin shares his secrets with you:)
