Let me get straight to the point please: I used to hate Sales! Yes, I get it – “hate” is a very strong word, but really. I hated it!
Then I had a few light-bulb-moments. Let me give you the short-cut to where I am with Sales now. And oh boy, what a difference will it make to your Sales ratio “products versus services” sold in your Salon…
The most important points for Sales are (and I’m going to elaborate a little bit on each of those):
Tell, don’t Sell!
It’s NOT about YOU!
Ok, now in a bit more detail…
I always make a very big point about this when working with my clients. Sell with Integrity!! Don’t just “push” for the Sales because of numbers or money. Which leads us straight to the next one…
If you do not believe in the product or service you are trying to sell, it will feel pushy! For yourself and the person you’re trying to sell it to!! So, what are the benefits for your clients when buying from you?
You need to understand, people never buy a product or service. Never. They buy an emotion!! What emotion are you giving them when they buy from you? I give you a few very basic examples: Happiness. Confidence. Time out! Indulgence. Silence. Nurturing. Receiving.
Tell, don’t Sell!
This is a really important concept! Steer away from doing the old Sales Pitch & just tell your clients about your products. This can be as simple as – while you are washing/cutting/styling their hair – tell them about this amazing new range of hair products you started using & what effect it had on your hair.
Telling somebody feels so much more at ease than selling to somebody. And we’re all amazing communicators in this industry!
Trust is what comes from having strong rapport with your clients. It is something that doesn’t need a lot of explaining, you just feel when your client trusts you. This needs to be your highest goal! When your clients trust you, you have a great relationship with them and “Selling” becomes easy.
But again: this is NOT about numbers or “using” their trust to just sell to them. Walk with me here… Always sell with Integrity – when you believe in your product or service and just tell them about the benefit – clients who trust you, will always buy from you!
It’s NOT about YOU!
If you think you are doing all of the above and Sales still feels pushy or uncomfortable to you, there’s one tiny cause with a massive effect. You’re making it about YOU! YOU feel pushy when offering a product on top of the service or treatment you have just given the client. YOU feel uncomfortable selling them another treatment that you know would be good or even necessary. Don’t ever (!) assume what your client can or can’t afford! Go back through the points listed above & check which one you’re missing.
It is all about your CLIENT! By NOT offering them what you KNOW is good for them, you’re actually doing them a dis-service!!
It is your duty of care to offer them what you have – it is their choice whether to buy it or not.
That’s how simple “Sales” is. Maybe it is time we ditch this ugly word with such a strong, pushy stigma attached to it & simply replace it with the word “Recommendations“!
PS: Do you know why you should always refer to “your client” (and never “your customer”)?
PPS: To find out more or get in touch, simply click here 🙂
Director of Muse Coaching and Expert in transforming lives and businesses.
With over 15 years combined experience in Marketing and Mentoring, Marie will help you see things you canâ€™t see. She gives you the outside perspective that you leave behind when you get emerged in your Salon.
Marie focuses all her attention on Salon and Day Spa Owners.
With her experience in Business Mentoring and your experience in the Beauty Industry, success is guaranteed!