Retail is a great way to increase how much your clients spend and increase your salon, spa or clinics profit. So we’ve put together a list of our top 14 tips to help you sell more retail.
1. Listen up!
Your clients may mention problems they’re experiencing or needs they have. Listen for the opportunity to solve these issues with the retail products you stock.
2. Explain the products you use.
As you’re servicing your clients, talk about the products you’re using and why. It’s another great opportunity to get them to leave with a product!
3. Sell service and retail packages.
Not only does this increase your retail sales, but it’s a great way to offer more value to your clients. Plus it’s the perfect way to ensure your clients can maintain the hard work you’ve done between appointments, which will ultimately help them to be happier with the results!
4. Focus on holidays and special events.
Having a strategy for retail when it comes to events like Valentine’s Day, Mother’s Day and Christmas is a great way to sell more. Offer beautifully presented gift packs or focus on selling products relevant to the occasion.
5. Know your stuff.
It’s important to understand the benefits of the products you’re selling. Make sure you’re an expert and can provide your clients with professional advice. It makes your service more valuable and lets your clients see if purchasing a product will be beneficial.
6. Offer a discount on retail with the purchase of a service.
For example, get a manicure and receive 10% off hand creams.
7. Gift with purchase.
A good alternative to a discount is a gift with the purchase of a service. Just make sure you can cover the cost of the product within the service price.
8. Give your clients samples.
If you find there’s a client who isn’t sure if they’d like to buy a product, why not give them a sample to try first? If you recommend the correct product, they’ll be more likely to buy it next time!
9. Bundle retail products together.
Put together packs of retail items, like a shampoo, conditioner and a styling product for a discounted price. Everyone loves a good deal!
10. Display retail close to where your clients pay.
Clients are more likely to consider retail when they’re paying for their appointment. So make it easy by beautifully displaying products in that location. And clearly mark prices as this is an important piece of information for your clients.
11. Don’t push new clients to purchase retail.
It’s known that new clients can be put off if you try to sell products to them during their first visit. So build a relationship with them first, giving you the best opportunity to sell plenty of retail to them in the future.
12. Let Kitomba do the hard work!
Use the retail upsell button when invoicing a client. This shows you the last five retail products they purchased. Or if they haven’t yet purchased retail, you will be shown the five the most popular selling items. Visit our blog to learn more about this feature.
13. Make retail relevant.
If it’s summer you could recommend products with SPF in them or if your client is going on holiday recommend a product they might need while they’re away. If your clients can see how a product might benefit them, they’ll be more likely to purchase it.
14. Send personalised messages.
Kitomba’s Everyday marketing can automatically keep in touch with your clients to ask them how their recent purchase is going or to remind them that they may be about to run out or to notify them about any special offers or promotions you might have running.