louisenewell
Well-Known Member
HOW TO MAKE MONEY IN YOUR SALON
-USING UP-SELLING AND UPGRADE
So following on from Gigi's thread http://www.salongeek.com/nail-geek/146280-great-article-posted-persianista-fb-everyone-should-read.html regarding the danger of discounting in your salon ,I thought I would all share with you my knowledge in how I increase my profit within my nail business .
My knowledge not only comes from years of reading up on salon promotions and marketing,along with a online salon marketing course,but from having worked for three major prestigous cosmetic houses,as a counter manager and attending numerous training seminars with them.
Firstly you have to change your mind set where "upgrading/upselling" is concerned.Stop viewing it as making pushy sales ...but as someone that is qualified and trusted by your clients..and that you are "helping" them to make the best of their nails(hair/beauty) by advising them on treatments and retail products and sharing your knowledge.After all our knowledge is ours to share,not ours to keep.
RETAIL
Why wouldnt your client see your opinion as a professional one?? after all you are the professional and have all the certificates hanging on the wall to emphasis this point.Therefore if I say "Look you HAVE to use solar oil everyday on your acrylics" 9 times out of 10 my clients will take my word for it....because I know what I am talking about.
Feel the fear..and do it anyway...because the bottom line is....if you are anything like me..you have bills to pay ,kids to feed and some brand new shellac colours coming out soon that you are saving up for.
The worst thing that can happen when you offer a upgrade or recommend a retail product for home use is the client saying "No thanks Louise,not today"...wow..that was pretty painless.She didnt shout or swear at me....But the best feeling ever is knowing you made an extra £5,£8,£10 just for asking and prompting the client...a gentle reminder.And it took no more extra product or time in your diary at all.
UPGRADE/UPSELLING
Firstly look around you at all the non-beauty related businesses that using upgrades and upselling in their businesses everyday.Here are some examples for you....
The Indian Take Away...."Madame do you want nan bread with that?"
Currys/comet....."Have you got a scart lead for your new tv?"
Argos...."Have you got the batteries for that?"
Mcdonalds "Do you want to go large for an extra 50p?"
It seems every other industry are upgrading there clients..so why arent we???
If I look in my diary and see i have fairly steady day or even a few small gaps,I will switch on my paraffin wax heater and put a little A4 sign up on my nails desk "TODAY ONLY-Paraffin wax Hand &arm massage JUST £5 normally price £10.TODAY ONLY"....and I will offer "the benefits" it to EVERY SINGLE client....
You can easily make the equivlent of another Full set of acrylic enhancements with minor labour and a little time added onto your service after offering this extra treat to a few clients.
I also offer a uv gel gloss topcaot for a extra £5 this is just a example of add on treatments you could offer.
The best offers are "Today only's" and "With any other treatment"......I have had great success in converting a shellac pedicure into a Rockstar Toes for an extra £6-£8....and even on days when my diary is pretty empty...."File and polish for toes £5 today only with any other treatment"
You will be suprised....once you have a client sitting in a chair,already prepared to part with their money,the majority of them will say YES.And how nice is it to leave the salon with some extra special pampering that you never expected...for a couple of pounds more.
For you..adding up all that couple of pounds more at the end of the day can equal some pretty good profits.
Upselling and upgrading is so essential if you are a tanning/sunbed salon. Because of how seasonal this business is....we set up a french file and polish station near the salon entrance and would offer a file and polish half price to every sunbed client.
One of the secrets to these offers working is to offer them when your diary needs it....and NOT to offer them everyday....TODAY ONLY gives the client a sense of having to try that treatment TODAY....exclusivity.
I hope my little article has helped give some of you some food for thought.Make the most of every single client that walks through the door.Use your client consultation to think about what your client "needs" that you offer within your salon that will improve that clients skin/hair/nails.
-USING UP-SELLING AND UPGRADE
So following on from Gigi's thread http://www.salongeek.com/nail-geek/146280-great-article-posted-persianista-fb-everyone-should-read.html regarding the danger of discounting in your salon ,I thought I would all share with you my knowledge in how I increase my profit within my nail business .
My knowledge not only comes from years of reading up on salon promotions and marketing,along with a online salon marketing course,but from having worked for three major prestigous cosmetic houses,as a counter manager and attending numerous training seminars with them.
Firstly you have to change your mind set where "upgrading/upselling" is concerned.Stop viewing it as making pushy sales ...but as someone that is qualified and trusted by your clients..and that you are "helping" them to make the best of their nails(hair/beauty) by advising them on treatments and retail products and sharing your knowledge.After all our knowledge is ours to share,not ours to keep.
RETAIL
Why wouldnt your client see your opinion as a professional one?? after all you are the professional and have all the certificates hanging on the wall to emphasis this point.Therefore if I say "Look you HAVE to use solar oil everyday on your acrylics" 9 times out of 10 my clients will take my word for it....because I know what I am talking about.
Feel the fear..and do it anyway...because the bottom line is....if you are anything like me..you have bills to pay ,kids to feed and some brand new shellac colours coming out soon that you are saving up for.
The worst thing that can happen when you offer a upgrade or recommend a retail product for home use is the client saying "No thanks Louise,not today"...wow..that was pretty painless.She didnt shout or swear at me....But the best feeling ever is knowing you made an extra £5,£8,£10 just for asking and prompting the client...a gentle reminder.And it took no more extra product or time in your diary at all.
UPGRADE/UPSELLING
Firstly look around you at all the non-beauty related businesses that using upgrades and upselling in their businesses everyday.Here are some examples for you....
The Indian Take Away...."Madame do you want nan bread with that?"
Currys/comet....."Have you got a scart lead for your new tv?"
Argos...."Have you got the batteries for that?"
Mcdonalds "Do you want to go large for an extra 50p?"
It seems every other industry are upgrading there clients..so why arent we???
If I look in my diary and see i have fairly steady day or even a few small gaps,I will switch on my paraffin wax heater and put a little A4 sign up on my nails desk "TODAY ONLY-Paraffin wax Hand &arm massage JUST £5 normally price £10.TODAY ONLY"....and I will offer "the benefits" it to EVERY SINGLE client....
You can easily make the equivlent of another Full set of acrylic enhancements with minor labour and a little time added onto your service after offering this extra treat to a few clients.
I also offer a uv gel gloss topcaot for a extra £5 this is just a example of add on treatments you could offer.
The best offers are "Today only's" and "With any other treatment"......I have had great success in converting a shellac pedicure into a Rockstar Toes for an extra £6-£8....and even on days when my diary is pretty empty...."File and polish for toes £5 today only with any other treatment"
You will be suprised....once you have a client sitting in a chair,already prepared to part with their money,the majority of them will say YES.And how nice is it to leave the salon with some extra special pampering that you never expected...for a couple of pounds more.
For you..adding up all that couple of pounds more at the end of the day can equal some pretty good profits.
Upselling and upgrading is so essential if you are a tanning/sunbed salon. Because of how seasonal this business is....we set up a french file and polish station near the salon entrance and would offer a file and polish half price to every sunbed client.
One of the secrets to these offers working is to offer them when your diary needs it....and NOT to offer them everyday....TODAY ONLY gives the client a sense of having to try that treatment TODAY....exclusivity.
I hope my little article has helped give some of you some food for thought.Make the most of every single client that walks through the door.Use your client consultation to think about what your client "needs" that you offer within your salon that will improve that clients skin/hair/nails.
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