Beautician servicing a client

14 ways to sell more retail

17 Apr 2021 by Kitomba

Retail is a great way to increase how much your clients spend and increase your salon’s profit. So we’ve put together a list of our top 14 tips to help you sell more retail.

1. Pay attention to your client’s needs

Your clients may mention problems they’re experiencing or the 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 providing a service to your client, talk about the products you’re using and what benefits they provide. 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.

Beautician recommending skincare product to young woman

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 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.

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 remind them that they may be about to run out or notify them about any special offers or promotions you might have running.

See our top tips on upselling retail, client messaging, and other ways to elevate your overall client experience in our Client Experience Guide.

Editor’s note: This article was originally published on 17 Apr 2018 and has been completely updated for relevance and comprehensiveness. 

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