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To get you ready for the next few months when retail sales can give you a nice bonus for the holiday, we thought any of you who need to conquer their “retailphobia” should start today.
Don’t forget, these articles are available to you any time through your My Entity Advantage page!
Conquering "Retailphobia"
Does your heart start racing, and your palms get sweaty each time you think about closing a product sale with your client? If this sounds like you, then you are in the majority of people in our industry.
Even though we know retailing can be a profitable income, many of us avoid it at all costs. Why does this happen to us? This condition is popular in our industry and unfortunately has the power to freeze us in our tracks of becoming successful. I have named this condition Retailphobia. Giving this condition a name now lends us to diagnosing the causes, giving the affected a prognosis, and eventually curing the challenge.
First, lets diagnose. Do you say things like: “I know my client won’t buy it”, “My clients can’t afford it”, “I may scare off my clients because they will think I am being pushy”, or my favorite, “I am a stylist, not a sales person”? If you have said any of the above, or any variation, to yourself or to others, you are officially diagnosed with RETAILAPHOBIA!
Now, the choice is yours, you can realize these are just invalid excuses, and stay spinning your wheels on your path to success. Or, you can make the choice to become more profitable and successful in your career by inviting your clients to take home the products you have used during your service. Know that if you choose the later you will not only take home more income from retailing, you will also retain many more clients.
Ok great, so the fact that you are continuing to read this article one of two things are happening. Either you have decided you may have this condition, or you know plenty of others who do. Let’s continue with the prognosis. The prognosis of overcoming this condition is very good, you can be on the road to recovery in a very short time as long as you have an open mind and are willing to try new things. First you must challenge yourself to higher thinking.
When you hear the voice in your head saying, “I know this client won’t want to purchase this product”, open your mind up to higher thinking by saying “This is the perfect opportunity to educate my client, and invite them to take it home.” What we need to realize is that the main reason we do not talk about our products, and we avoid closing the sale is because we are afraid of the word “NO”. If you remember anything about this article, please remember that NO just means NO. It does not mean that your client thought you were pushy, they didn’t like the product, or they thought you were weird. It just meant “no”. Be open to the possibility that “no” could have meant that they are planning on coming back tomorrow to purchase it! Most salon professionals who take the challenge and talk to each of their clients about the products they used on them during the service are surprised how many will say yes!
Here is a success system you can implement your very next day in the salon to begin overcoming your Retailphobia. It is very important to follow this step by step:
- At the beginning of the day, write down the clients who have reserved an appointment time with you. Keep this with you at your station.
- Make a commitment to yourself you will talk to each client about at least 2 products. (Commit to more each time).
- Find someone that day who will support your commitment. Your salon owner, a co-worker, or even significant other.
- Use a marker to highlight each client you successfully talked to about 2 products. (must follow formula below to highlight).
- Talked to client about features and benefits of product
- Shared with client why you love it and why you choose to use it
- Invite them to take it home, or at the very least write down the products you used on them that day.
- Develop scripting for your front desk professional to help support you and assist in closing the sale. They could say…
- “What questions do you have about the products your technician used on you today”, or
- “Did your technician write down what they used on you today, and which products would you like to take home?”
Follow this for the next month and watch your profit grow!
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