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Sales and selling in the Hair salon

22 Nov

Welcome to B2MR BACK2MYROOTS!

http://www.back2myroots.co.uk/

Regular postings of fresh new topic’s.

                                           Sales or sharing?

A place to share thoughts review hair colour and products.

This topic is worthy of both discussion, sales and selling in the salon for it effects each and every one involved in the Hairdressing Industry. 

It’s also very topical at this time of year when retail sales in salon increase in the run up to Christmas. Many salons bring in extra retail stock and gift packs. From a client point of view some of these deals can be very good value. I think that offering these value packs to clients with out excessive mark up is a greta way of saying thank you for your custom.I worked in one salon  that gave free gift wrapped shampoo to every salon client as a thank you. A great idea.

Having Spent a number of years involved in Sales and education or is it? Education and sales:

It’s so hard to know for one supports the other. [ chicken and egg what comes first]

One side sales drives the education machine funding allowing technicians and educators into salons to share and demonstrate. On the other hand without the support of good education the sales go flat. Salons. Stylist lose interest, use products incorrectly getting bad results blaming the product!

If a client comes to the salon for advise consultation maybe a new look is it selling to suggest a change of look style or colour or any chemical service? No of course not.

But the advise given has to come from a platform of sharing and not from the motivation a bigger bill at the end!  Consultation and back wash time are great places to talk about retail products and hair care.In some cases an assistant can advise you of conversation had team work!

The same applies when they us for recommendation of products for home care and maintenance.YOU we are profession. Clients come to us trusting. Our advise and our skill. To me it is only wrong if your advise is sales motivated you after commission rather than the clients best interests!

It is my view. That if you really trust and have belief in a product it will sell it self. If your educated a product how and why it works. If you have a passion for it, it’s easy to talk about it sells it self.

So why so much pressure on sales why fear education?

In salons many stylist hate education up dates. They look at educators as know it all’s, they attempt to put then down show them up why?  FEAR!

Most salons change colour lines because of dissatisfaction with the product. If it does not perform well in reality the fault is with the stylist technician. But hey! It’s always easier to blame a product than take an honest look in the mirror!

Tuff harsh words but true. I don’t know how many salons I’ve visited that so need education support but the staff, the manager will not allow it.

I also think that many sales representatives have very little respect for what a good passionate educator can do. Why because they fear letting any one see that they don’t know everything! who does? The fact is Sales are Sales. Education is just educating. On how to correctly use and get the best out of the product that sharing knowledge giving support to the salon to the sales person to the staff this can only serve to improve. Standards. Skill. Knowledge.

I also think and in-fact the quotes attached below prove that our industry is full of dynamic passionate professionals and that our clients also care and want to be educated.  So why all the problems?

Ego, Insecurity, Fear? or just an un-daunting need for control!  All things that are rife in society but for some reason really run rampant in the Hair beauty industry.

We have salon managers and owners who fear educating there staff to much. We have staff who hate to admit they have an issues or don’t understand. Will not admit that they want or need more education, skill and knowledge.

We have professional Colour companies who market them selves with being professional. But flood the market with home colour kits. With little or no care for the effect on the high street salon, the stylist trying to make a living build up a clientele not to mention the damage long term use can do from use of home colour.

Colour Companies that offer education to some to degree but maybe not fully transparent when it comes to formulation ! Maybe not totally honest about all the chemistry of any given product need to know bases! misleading.

We have schools Colleges, Academy’s. All offering a level of training but! How qualified? How up to date are those trainers? How much do they really care? How skilled are they? How current are they?

We have young people coming into the industry with a false idea of how successful they can be. How much there is to learn. How long it takes to be a success.

We have Stylist who reach a level of qualification and then sit back knowing everything knowing nothing? why is this?

We have all these different governing bodies have you ever tried contacting them to ask for a meeting or some information? good luck with that one.

Am I out spoken? Well maybe but it’s done it’s said to create discussion, to open up debate, to see who really cares! Not to be politically correct.

I have over the years worked with  many like minded passionate industry professional and they are all of the mind that things could be better standards raised, knowledge shared. education improved so what can we do how can we make a difference?

How can we encourage an exchange of knowledge and information. disclosing of product information in an open transparent manner.  One with sales teams working with and supporting education. Stylist who constantly want to up-date. Teachers trainers. Who really care how to encourage the young stylist to have higher standards, skill, who pride themselves in levels of Service and consultation.

professional passionate creative who freely share experience and views give clients honest advise and help work with them to attain the look and condition they are wanting  the service they are paying us for.

Mike B2MR

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