More and more salons are offering a way for their hairstylists to earn more money, by paying commission on products sold. Sales are becoming a part of many stylists’ jobs. However, sales isn’t always included in a cosmetology course, so many stylists are missing out on this opportunity to make more money. To earn more in sales, there are a few simple tricks to keep in mind.
Use the products you want to sell while styling the client’s hair. This makes it easy to start talking about the product. Say something about the product, but don’t go on and on about how wonderful it is. Simply say something like, “I’m using this Shiny Serum to smooth out the cuticle of your hair, which helps prevent frizz.” “I love this shampoo because the bottle lasts so long, you only need a tiny bit to get a good lather.” Make sure you choose a product that is a solution to a problem and makes your clients life easier. Point out these benefits to the client. Try not to overwhelm the client with products, and suggest no more than three. Three, for some reason, seems to be the magic number. Styling products tend to sell better than shampoo and conditioner, so you may want to keep that in mind too.
Leave the product on your station while you do the style. This allows the client to look at the bottle, pick it up, read the label, and smell it, whatever he or she does when selecting hair products. It also keeps the clients mind on the product in a subtle way.
As you complete the service, mention one of the products again. “That Silky Serum really made your hair feel smooth!” “Wow, that volume spray really gave you hair a lift!” Once again, a simple comment will do, don’t go on like an infomercial host about the product.
Once you have finished the service, make a habit of walking the client to the reception area, stopping at the product display on the way. Point out the products that you used on the hair, and ask if he or she wants to get it today. Make it a point to mention any sales, discounts, starter packs, etc. Make it simple for your client and you are more likely to make a sale.
If you keep the right mindset, remembering that three is the magic number, pushy doesn’t work, and subtlety is key, you should make more money on product commissions.