I had the privilege of listening to label.m CEO, Toni Mascolo, speak back in October and recently was reflecting on my notes from the event. Within one quote, he shares what I believe could be the secret to a happy, efficient and successful season. Try it for a day and let us know how it goes!
“You Never have to sell to see sales. Always recommend. Recommend change. Visualize how your consultation will go, engage with the client and make it happen. If you love or believe in something, transmit that to someone else and you will see success.”- Toni Mascolo
“You Never have to sell to see sales. Always recommend. Recommend change.”
Retail sales can really boost your take home and at this time of year, you shouldn’t let one client walk out the salon door without recommending something. Leave the word “sales” out the door and take a step back to ask yourself.
What products or regimen could truly help recreate what I’ve just done on my client?
Is there anything new that she hasn’t tried yet or could make her feel special or make her life easier? What styling trends am I seeing that I could suggest she try?
If you focus on the clients’ specific needs, retail becomes much easier and simply turns into a genuine recommendation.
Visualize how your consultation will go, engage with the client and make it happen.
Have a plan in place on how your appointment will go, before the client walks in the door. Visualize a new style or new product you could recommend. As her stylist, the trust has already been established and she’s looking to you to help her leave the salon feeling like it was money well spent. If you tell her you had been thinking of a great new change or celebrity cut that would look great on her, 90% of the time she will be open to it. Make sure to have a sample of the latest product or promotion sitting near your chair to spark conversation. We wouldn’t let her leave the salon without pampering her with a test of our new Diamond Dust lotion.
If you love or believe in something, transmit that to someone else and you will see success. Don’t lose site of why you became a hairdresser. Take time to reflect on the positive after each day. Before every client, re-energize your smile and transmit those happy vibes to the customer as they sit in your chair. Don’t forget to tell them how beautiful they look once you finish up. It will make you feel just as good. #lovemyjob
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