hey guys welcome back to my channel and
welcome if you're new are you happy
I push my camera back further I've been
getting for a few people saying
that my videos I'd like have the camera
too close to my face so I got an
extension cord for my microphone so that
I could push the tripod further away the
lens that I use zooms in a lot but it's
more of like a wide angled lens so I
have to keep the camera far from me in
order to prevent it from being like rap
in my face anyway I'm sure most of you
don't care
today's video as you can tell from the
title is going to be how to sell retail
to your clients so this is for any of
you guys out there who are hair stylists
estheticians makeup artists I mean I
guess even if you work in retail this is
probably one of my most highly requested
videos and it took me a long time to
finally sit down and film it because at
first I was like I don't I can't do a
video that extent it's to share like I
don't know how to sell retail to my
clients but then I realized like 95% of
my clients do buy products I think my
approach is just a little bit different
but I mean what I've been doing works
really well my first tip for you number
one is don't try to sell your retail
products
no one likes feeling like they're being
sold something to them and the second
that we feel this way like think about
whenever you watch a YouTube video right
a lot of people get really turned off by
sponsored videos because if you're
watching your favorite youtuber and they
are just naturally organically talking
about a product that they love and it's
something that they really use and they
truly just love it and they're just
telling you about it because they
honestly recommend it it's more real
it's more honest you're more likely to
want to go and try that product as
opposed to if the video is sponsored and
you know that they are being paid or
that they're going to be making
Commission if you buy that product
that they're trying to push to you you
don't mean it's like well do you
actually really like that is it actually
really good or you just try to make
money right same thing when you are in
the salon interacting with your clients
so the best way that you can keep it
honest and keep it genuine is to make
recommendations for products that you
really truly feel like your client will
benefit from using so get to know all of
the products in your salon come and
early stay late look at all the products
read the back of the labels try all of
them out on yourself get a true feel for
how the products work what do they do
which ones do you like I'm gonna be
totally honest with you guys at the
salon where I work we at the moment are
a Paul Mitchell focus salon so all of
the products all the retail everything
we use in the salon right now is Paul
Mitchell and there are some products
that I'm really not crazy about so I'm
not gonna try to recommend any of those
to my clients because if I don't really
like them myself and I just like they're
kind of mint I'm not gonna recommend
that to somebody because if it's not
something that I would want to use
they're not gonna want to use it either
you don't I mean so really get to know
the products and find out which ones are
your favorites start using them yourself
at home in your own hair care routine so
that's the first thing to keep in mind
the second thing is don't wait until the
end of the service to start talking
about take home products because at that
point it's too late it's already done
yeah there may be a few people here
there that are interested in maybe will
buy something majority of the time if
you're waiting till the end of the
service to recommend the product they're
not gonna be interested because as far
as they're concerned they're
appointments done they got the service
they came for they're ready to pay for
that that's it and any product that
you're trying to sell them it's they
just feel like I don't really think I
need that I don't want that I wasn't
looking to spend more money than what
I'm already about to pay so make sure
that you're talking about products
during your consultation and then during
the consultation when you're talking to
them about their hair their hair goals
what things they do and don't like about
their hair currently what things are
they looking to change what concerns or
issues are they having with their hair
make product recommendations as you see
fit so for example if I have a client
and they're like oh yeah I think I need
a haircut like my hair just feels like
so dead so dry and I look at it and
their ends aren't even that bad it's
just that their hair itself is dry like
I know that doing a haircut yeah it's
gonna help but it's not gonna completely
solve their issue what they really need
is maybe a good conditioning treatment
or maybe they just need to change the
shampoo that they're using
I always during my consultations ask
what products they're using at home what
shampoo are using what conditioner are
using are you using a heat protectant
how do you style your hair normally what
do you use when you style your hair etc
and just get to know their routine get
to know their hair get to know their
issues things that they like what they
don't like and then make recommendations
that are honest genuine recommendations
from there and when you're recommending
a product make sure you're educating
them on the products why is this good
why is this what you're recommending for
them
why is this better than something that
they can get at the drugstore for
cheaper you want them to spend their
hard-earned money on a product so you
need to really make sure that you were
explaining to them why this product is
worth their money because let's be
honest some salon products are a little
bit pricey so you want to really make
sure that you're explaining to them why
it's worth purchasing whatever product
it is that you are recommending that
they take home with them that day use it
during their service show them how to
use it and then let them see the results
of it for themselves but again don't
make it seem like you're trying to sell
the product to your client keep it
honest
keep it genuine you don't want the whole
service to feel like an infomercial to
your guests you know what I mean the end
of the service when I'm styling my
clients hair I can't tell you how many
times they'll be like oh my god what did
you use that either smells amazing
or I never can get my curls to look like
this like how did you do that what did
you use and then they end up wanting to
buy the products that I use to style
them as well so make sure you're
mentioning the products that you're
using on them you let them smell it and
just let the products sell themselves
another thing that I do that works
really really well and I would say is
the number one like
most successful thing that I do as far
as getting clients to buy retail
products is I will include it in the
total price of their service so okay let
me explain and this doesn't always work
necessarily if they are coming in for
like just a haircut or just a treatment
this is more for the clients that are
coming in for color or they're coming in
for multiple services so during the
consultation one of the questions I
always ask after I get an idea of what
it is that they want to do with their
hair I ask what is their budget how much
are you looking to spend today let's say
they come in and they say that their
budget is $200 and I also find out
during their consultation that they're
using suave shampoo and conditioner at
home to wash their hair and they're
coming in for hair color I want to make
sure obviously that they are taking home
a color safe salon quality shampoo and
conditioner so I will explain to them
the maintenance of the color the upkeep
etc and the importance of using salon
quality products and what its gonna do
for their hair and how it's gonna help
maintain their hair color and the
integrity of their hair I always explain
it as like this is an insurance policy
for your hair if you're gonna be
spending all this time and money on your
color today but you're gonna go home and
use cheap products to wash your hair the
color is not gonna last as long it's not
gonna look as good and it's gonna end up
being a total waste of your time and
money so it's really important that
these are the products that you're using
so again assuming that they have $200 to
spend that day I'll say okay you
definitely need this shampoo this
conditioner and this heat protectant
let's say the products all together cost
$60 so now we have 140 left as your
budget she spent on your actual services
on the color and whatever else we're
doing that day and I've never had
anybody have an issue with that I feel
like by having that kind of conversation
you're making it feel like this is all
one big package deal it's not just like
oh I came in for this service but now I
have to pay an extra $60 just in
products to take home like $60 is kind
of a lot I mean do I really need
I don't know but by me addressing it
right at the beginning during our
consultation and telling them hey if you
want this color you need to take these
home like I'm not gonna be doing your
color if you're not gonna be taking care
of it properly and using these products
at home that also will prevent them from
trying to buy those products elsewhere
how many times you recommend a product
to a client and they either take a photo
of it so they can go home and order it
from Amazon later that night or they'll
say oh do they sell that at Ulta by kind
of including it right there and being
like okay well you definitely are taking
this home and setting it aside for them
it kind of takes that choice and the
option away from them so yeah those are
all of my tips for selling retail that's
everything that I do at the salon and
what has been working really well for me
I know that when I was in beauty school
we actually did a program called prosper
you which was all about like the
business side of doing hair that program
was very big on sell retail sell retail
sell retail and you know keep track of
your sales and this is how much you can
increase your income if you sell this
many products and this amount of time
and I don't know maybe for some stylist
that works but for me personally I just
like to keep a genuine organic type of
relationship with my clients when they
come and sit down in my chair I want
them to feel comfortable and I want them
to feel like they're just hanging out
with a friend basically I want them to
trust me
and to know that I'm always gonna keep
it totally real with them so I don't try
to push products on people just to sell
product and just to make more money
honestly I don't even keep track of how
much income I make off of the retail
that I sell maybe I should but I really
honestly don't I'm not ever selling
things to clients just to make money off
of it I'm only gonna ever recommend
something to you if I really genuinely
think that it's something that you need
and something that's going to help you
with whatever issue you're having with
your hair so so I hope that this video
was helpful for you guys if you liked it
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bye
you