Master these simple techniques and soar to the top of the sales charts!
1. Make Friends. We’ve heard it called building relationships, rapport-building or even customer-prospecting … breaking the ice, finding something in common with the person standing in front of you, even noticing what they’re wearing or just relating to something they talk about. More simply put, isn’t this just called making friends? When you engage in the act of making friends, it acknowledges that each person who walks into your salon is unique and special and not just another number without a name or a face.
2. Tell the Whole Truth & Nothing But the Truth. That doesn’t mean telling them their new high-waist 80s shorts look hideous, but it does mean being honest when they ask you questions about your services or products. Most folks are intuitive enough to recognize when someone is telling them the truth – and they like it! When your guests believe they can trust you, they will listen to your product suggestions and recommendations. If they feel they can’t trust, it will not only hurt you and your salon’s reputation but they won’t buy from you, either.
3. Learn the Art of the Add-On. Good tanning salon professionals will always try to boost the total sale once the tanner has selected the bronzer or accelerator to use during their sessions. Okay, think like this: you walk into a mobile device store to get a phone and you walk out with a phone, a case, a screen saver and a charging station – all the items you need in order to get the most value and enjoyment out of your new phone, right? I’ve heard so many salon staff say they feel guilty asking for add-on sales. NONSENSE! Identify what your guests want and need to get the biggest benefit out of their visit, then suggest products that will either solve a problem, fulfill a desire or relax a fear.
4. Go Above & Beyond. Being the top seller in your salon is just like anything else: persistence always wins! Not pushy at all, but committed to helping your guests get results that make them feel great about themselves. Show guests that you really care about their personal experience at your salon by consistently asking them how you can make their visit even more relaxing and beneficial. Keep track of their responses and use that info to help customize the products and services you offer them.
5. Don’t Be Desperate. No matter how much you want to win the big sales contest at your salon, never approach a guest with that desperate, “I really need this sale” attitude. Remember, you are supposed to be helping them make their life better – not the other way around. ■
Next Month: A sales guide to basic skincare ingredients and what they do.
