Sell Products? Not Me I Am A Stylist Not A Salesman!

Let us talk for a moment about hair care. Products to be exact. Retailing to your clients serves many purposes. For one it adds value to you as an expert, and it ensures your client has the tools to maintain their style at home.

So why do so many stylists fight selling to their clients. It is that nasty word. Selling! It brings to mine images of men in cheap suites selling wood paneled cars. So lets shift our focus. You are not selling you are educating your client and protecting your hard work.

"How do I bring this up?" you ask.  Easy, with one simple question will open the flood gates and have your client seeking your wisdom with out any effort from you. "What is the biggest problem you have styling your hair?"  Simple. What this one question does is gives the client the opportunity to tell you, their chosen scissor wielding savior a chance to flex your all knowing, all healing, words of wisdom. And to fix those seemingly unsolvable problems requires products. Hair dry? Moisture shampoo.  Frizz? Moroccan Oil.

Now, once a plan of product attack has been agreed upon. Teach them how to use it. Show them the amount, distribution, and where on the hair to place it.  Is it root to end or just the ends, or just the root.
I have saved many product returns by simply asking what they did not like then how much did they use at home.

Talk in systems to your client. Shampoos and conditioners are the foundation. With out a good foundation the rest is worthless cosmetic cover up. Like painting over paneling. Help them get their hair in shape. A system may be 3 products or more.

Never, ever, ever, ever, sell what they do not need. If a client walks out with a product and promise and its the wrong product that cannot deliver the promise...they may write off the whole product line and you as well.  

Be honest, be helpful. Serve and love your clients.

The Salon Guy