Menu
How to sell more retail products
Studies show that your client retention can increase up to 30% every time you sell that client a retail item, as well as boosting your profits. Read our guide on how to make your salon a one-stop-shop for the services and products your clients love.Consultation:
A thorough client consultation will get you thinking about what retail items would best suit their needs. Think, what are they concerned about? What would they like to improve? What could you help with? Have a good look. Is their hair thin? Then they need a volumising product. Are their cuticles dry? Then they need cuticle oil, and soon. Suggest items accordingly after their service or treatment. Read our blog on The Importance of a Good Consultation.
Choose products you believe in:
It’s easy to be enthusiastic when it comes to recommending products you love. This will make retailing less like selling and more like just recommending great after-care products you know will benefit your clients. Your shelf space is valuable so don’t be afraid to be ruthless if a product line doesn’t sell after a certain amount of time. If your clients are not interested despite your best efforts, get rid of it and replace it with something they will like more.
Know your clients:
What products would your clientèle be interested in? What is the average budget? Are the products unique enough to set your salon apart? Professional products will make you stand out as your clients will not be able to buy them on the High Street.
You’re the expert:
Be confident. Retailing shows clients how knowledgeable you are and that you’re willing to go the extra mile to meet their needs. This builds trust, likely to keep clients coming back. Make sure any staff are equally knowledgeable about the products you stock.
Display:
Make sure your products are at eye level, near the till, clean, neat and label facing out. Make the display eye-catching and in theme with the current season or event. For example, summer, Christmas or Mother’s Day.
Testers:
Make testers available and in sight so clients can look, smell and touch new products. If you have space, place these where the clients pay. Who can resist a tempting, last-minute buy?
Educate your clients:
Ask them what they usually use, to style their hair for example, and ask if they’d like to see what a product you are retailing can do as a one-time, free, additional service. Tell the client what you are using and why. Show them step-by-step how to use the product, showing how easy it is to recreate the look at home. When you have finished the treatment, encourage client feedback. For example, ask them to run their fingers through their hair - “Doesn’t your hair feel so much softer?”
Reward big spenders:
Offer a reward scheme where clients who purchase 10 products get one free. Or how about rewarding regulars with money off retail items when they have a certain number of treatments at your salon? You could also consider rewarding staff who meet retail sales targets but make sure this doesn’t become too competitive as it could create a pressurising environment for them and your clients.
Advertise:
Promote your retail range on your salon windows, website, flyers, business cards and social media. Read our blog on How to Make the Most of Social Media.
Don’t give up:
How ever good your sales pitch is, some clients still won’t buy. It could be money constraints, lack of interest or a number of other reasons. Never be persistent or pushy when someone isn’t interested. Keep positive and try again with the next client.
Imagery sourced from Pinterest.
Freelance Focus
Freelance Focus, is a one stop resource for anyone working as a freelancer or thinking of going freelance in the hair & beauty industry, which includes a FREE downloadable guide filled with advice, useful insights, experiences and tips (from experienced freelancers) to help you understand the steps needed to make the right choices for you.
Top trending
Delivery
Collection
Please login to your account to check stock in your local store.
Delivery
Collection
Please login to your account to check stock in your local store.
OFFER
Delivery
Collection
Please login to your account to check stock in your local store.
SAVE £2
MORE OPTIONS
Delivery
Collection
Please login to your account to check stock in your local store.
Delivery
Collection
Please login to your account to check stock in your local store.
OFFER
VEGAN
Delivery
Collection
Please login to your account to check stock in your local store.
MULTI BUY
Back to Posts
Tags
- 2024
- acne
- allergies
- apps
- autumn
- awards
- balayage
- blonde
- braids
- bridal
- brows
- business
- capital & me
- care
- career
- celebrities
- christmas
- chrome
- clean
- collection
- color wow
- colour
- colours
- conditioner
- covid-19
- crazy color
- curls
- facial
- fanola
- fashion
- festival
- finance
- floral
- freelance
- gel
- gellux
- get the look
- halloween
- indola
- interview
- k18
- lashes
- lob
- loreal
- loyalty
- make up
- manicure
- marketing
- mens
- mental health
- microblading
- milk_shake
- nail art
- nailart
- nails
- new years
- nioxin
- nxt
- olaplex
- opi
- party
- pedicure
- ponytail
- pulp riot
- redken
- retail
- revlon
- salon revamp
- salon system
- schwarzkopf
- self-employed
- shampoo
- skincare
- smoothing
- social media
- split-ends
- spring
- step by step
- summer
- sustainability
- tanning
- the manicure company
- the met gala
- tigi
- tiktok
- toner
- toning
- top knot
- trends
- tutorial
- updo
- valentines
- veganuary
- wahl
- waxing
- wella
- wellbeing
- winter
Latest Posts
- Why We’re Falling for Pumpkin Spice Hair Color
- London Fashion Week SS25 Show Report
- Nail the Magic: OPI X Wicked
- Beetlejuice Nails
- milk_shake: icy blond & silver shine
- milk_shake: make my day
- milk_shake: deep detox shampoo
- milk_shake: Flower Power!
- Indola Returns to London Fashion Week
- Introducing NEW Matrix Super Sync
Related Posts
Why We’re Falling for Pumpkin Spice Hair Color
Fall for autumn’s hottest trend: punchy pumpkin spice hair color. Wella Professionals tells you how to find the perfect shade with these expert tips…
London Fashion Week SS25 Show Report
Come backstage with us for London Fashion Week SS25 and find out what’s next when it comes to the hair trends your clients will be booking in for.
Nail the Magic: OPI X Wicked
Cast with spellbinding shades and glow-in-the-dark effects, it’s the most wicked-ly beautiful nail polish collection of the season.
Beetlejuice Nails
Need some Halloween nail inspo? Create a bold Beetlejuice vibe with this step by step guide from nail artist Emma @secondhand.nailart
milk_shake: icy blond & silver shine
If your clients are seeking a radiant blonde free of stubborn warm tones, it’s time to implement a personalised maintenance routine. The milk_shake silver shine and milk_shake icy blond are the toner ranges designed to revive your desired blonde shade and amplify your hair's natural shine.
milk_shake: make my day
Start Your Day the Right Way! With make my day, your client’s hair care routine becomes more than just another habit, it’s a moment of indulgence. Make their hair care routine a treat with milk_shake make my day!
milk_shake: deep detox shampoo
Introducing milk_shake deep detox shampoo – the ultimate defence against harmful metal build-up and daily pollutants.
milk_shake: Flower Power!
Looking for high-performance haircare that's vegan-friendly? Meet milk_shake Flower Power, the first 100% vegan range from milk_shake! Designed with plant-based ingredients, this collection delivers luxurious care while keeping colour-treated hair vibrant, nourished, and protected. Plus, it has an irresistible floral scent that your clients will love!