Hairstylists often tell me they struggle to sell products to their clients. As one stylist told me, “I realize clients spend a lot on their hair – I don’t want them to think I’m trying to get squeeze every penny out of them.”
As considerate of a statement as that is, all stylists can agree that salon-quality products are key to maintaining healthy hair and creating fabulous hairstyles that last.
If you’re needing motivation and inspiration to become a better salesperson, I’ve got you covered! Improve your selling skills with these five tips:
1. Focus on understanding your client.
This might sound like a given, but the relationship you build with your client will be a big influence in whether they products from you or hit up the drugstore after you spend hours on their hair.
Try coming up with a standard set of questions you ask each client. Don’t sound scripted or forced with these questions – let them come up naturally in the conversation. Brainstorm a list of both personal questions and questions specific to your client’s hair history so you can recommend products that best suit their lifestyle and hair habits.
2. Demo products.
Some people simply need to see it to believe it, and hair products are no exception to this rule. When you’re finished coloring, washing or cutting your client’s hair, explain which products you’re using on their hair, how much you’re using, what order you use them, and so on. Tell them why each particular product would work best for their hair type and lifestyle. Especially talk to them about products that help repair hair or prevent it from getting damaged. You’d be surprised how many clients are willing to buy but just don’t feel they know enough about the ins and outs of each product you’re using on their hair at the salon.
3. Provide samples.
Who doesn’t love free samples? Whether it’s at the grocery store, Starbucks, or the hair salon – if you let me try something for free, I’m much more likely to buy it. Even better: Offer a coupon or special price for a limited time.
4. Show off other clients.
Do you have pictures of amazing transformations or product success stories? You should! Keep a photobook at your booth for easy access, as well as by your product shelves. Even better: Get social and develop an Instragram account, Pinterest page and an album on Facebook to shows off pictures of your clients using products you’ve sold them. Word of mouth marketing and client referrals are truly invaluable!
5. Write a Hair Scription using Hairstyles Weekly.
Hairstyles Weekly was built with the purpose of better serving the hairstyling community. We are here to help you and your clients buy and sell authorized and authentic hair products from top salon brands. There are no overheads costs, no commitments, and no costs to use Hairstyle Weekly. Join today to create a profile and start writing HairScriptions, which are a great way for you to recommend products for your clients.
The HairScription tool is an easy-to-use tool that lets stylists prescribe the right products for their customers. Stylists select a client and select which products that client should use, and the HairScription tool automatically sends an email to that client with those recommendations. When clients open the email generated from the HairScription, they can make the purchase while crediting the stylist for the sale.
When it comes to selling hair products, keep this popular quote in mind, “People buy from people they know, like, and trust.”