If you are a salon owner, manager, or even a stylist, you have a job in sales. A lot of us don’t like to think of ourselves as sales people, but at the end of the day, our job is to sell our services through our work and through products. Getting in the sales mindset can be a challenge, but not impossible. To help you feel more confident with your sales approach, I’m bringing you a three-part series on the top sales mistakes you may not realize you’re making.
Mistake #1: You Don’t Ask for the Sale
This may seem silly to have on the list, but many times we never specifically ask for a sale. Money is so uncomfortable to talk about that we usually avoid it if we can, but if you’re looking to increase revenue you have to get past this. Next time you are with a client, offer them an additional service, such as a conditioning treatment, or ask (and encourage) them to buy product that will help them style their new hair. Or, simply ask them to book their next appointment! You will be surprised by the response you get when you are straightforward with a request.
How to Ask for the Sale
There are many different ways you can go about asking for a sale. It will all depend on the client and the specific situation you are in. As I mentioned above, some people will prefer the direct ask – are you ready to purchase this product today? However, some clients may need a softer approach. This is perfectly okay! But, don’t equate a softer sale with no sales at all. Below are some verbiage examples you can use for clients who aren’t a fit for the “direct” sales pitch.
- Product Sale Example: “Okay, I’d like to recommend these three products for you to take home. Are these in line with your expectations for today?”
- Appointment Sale Example:“These are the services I think we should do today, based on what you said your hair needs are, is that in line with what you were expecting today?”
Phrasing your sales pitch in this tone can make it less forceful. Another great soft sales approach is to provide small samples of products you’d like your client to buy. Tell them the benefits, how to use it, and send them home with some of it to try. Then, the next time you see them, ask about the samples and push for them to buy the full product. If it was a good recommendation, chances are they will want the product!
The lesson here is don’t be afraid of asking for a sale! We are all in sales! Check back for the next blog article where I will discuss the second big sales mistake we don’t realize we’re making.