need help with retailing
Views: 160
Replies to This Discussion
-
Permalink Reply by Susan M Eldridge on
-
Hi Tanya, selling can be a challenge but if you have a good rpoduct that works and you believe in it should almost sell it self. I would look to your reps to help with tolls and pearls for retailing. They usually have lots of things to help you in your spa. Good luck:)
-
-
Tools not tolls, sorry!
-
Permalink Reply by Carrie Patrick on
-
Hi Tanya,
This is a really common problem we hear about at ASCP! If you're a member of ASCP, we have a webinar archived on our website called "Empowering Techniques for Retailing and Revenue Success" which might be helpful for you. This is in the member login area at www.ascpskincare.com, under Career Development.
Next week (May 25), we have a live webinar coming up, called "Retailing Success." This is a free webinar and anybody can sign up for it at https://www2.gotomeeting.com/register/423806795. I should point out that it's aimed at skin care educators, not individual estheticians, because it's based on our new Retailing Success curriculum for skin care schools. So it is more about how to teach skin care students to be better retailers, and as an individual esthetician you won't be able to download the handouts and other materials that go with the webinar. But you are still very welcome to attend, and I think you might find some very useful tips for your own situation.
-
Permalink Reply by Tanya Templet Cavalier on
-
thank you both!
-
Permalink Reply by Theresa on
-
Hi Tanya, I started increasing my retail when I made it a habit to send my clients home with samples. I use PCA and love the fact that all home care products comes in sample sizes. Although I'm paying for the samples to hand out for free I always have clients come back again and again to purchase full size products. In addition I purchase and give to my clients a home care booklet that describes each product based on skin type. Clients love leaving with something in their hands and this gives them a chance to use, feel and experience a professional product line.
-
-
great advice. thanks!
-
Permalink Reply by Katrina Kulm on
-
Hi Theresa,
What home care booklet that you said describes each product based on skin type are you giving your clients? I'm not a fan of giving my clients the PCA Before and After booklet because I don't do some of those treatments. Also, it says about getting results with only using PCA products, I don't want my clients that are getting peel treatments to think they don't even need the peel after all. I've just been making a copy out of the book about the products or I'll give them a link to PCA website but I'd love to have a brochure or booklet to give them instead. I did get a request for a brochure from one of my clients the other day. Please let me know.
-
-
Hi Katrina sorry I didn't respond sooner. The PCA booklet I give to my clients is the Patient Brochure. You can purchase them from the product order form found under marketing collateral they come in a set of 25. The brochures only inform the client of the daily care products and not treatments. Sorry for any confusion. Hopes this helps.
-
Permalink Reply by Kirsten Kayser on
-
Tanya,
I also wanted to mention that we will be scheduling another webinar specifically for our professional estheticians and students about how to retail successfully in the near future. Our webinars are always free and we are excited to be offering such great presenters!
I have been an esthetician for many years, and have found that you have to get away from thinking that you are trying to 'sell' anything. You are simply offering a solution to your client. They are there for that reason- seeing you to improve their skin and looking to you for advice on how to fix their problems. Also, if you are in love with the skin care line or lines you are retailing, your products should be flying off the shelves. Your enthusiastic energy will be contagious and your clients will be excited to try the products. If you believe in them, your clients will too. Another thing that is important to remember is to assume that your client has a bottomless wallet. The reason for this, is that often we feel like maybe we shouldn't suggest a product because we know the retail price isn't cheap- and we feel uncomfortable recommending this product because we aren't sure how the client will react. More times than not, your client is more interested in whether the product will work for them, then the cost of the product. Take that out of the equation. If it isn't in their budget, they will tell you and that's OK too. Be sure to remind them though that professional products are more effective than OTC and a little product goes a long way- they will likely need only a sparing amount. You might want to keep in your head how much the product would cost them per day or per week when you break it down. Often hearing a product has a $100 price tag may initially give them sticker shock, but when you explain it should last 4 months, which breaks down to just $25 a month, it can feel much more do-able. Always remind them of course how much more effective professional products are. Then, call them a couple days after their purchase to check in with them and be sure they are using the product correctly, and ask if they have any questions.
There are many many tips and tricks to retailing, but in my experience, the way you approach retailing as 'recommending a solution to a problem' rather then 'selling' makes a tremendous difference in your ability to retail successfully.
Most sincerely,
Kirsten
-
Permalink Reply by sonya sanders-g on
-
thanks for your comments Kirsten.. That really simplified things for me.. especially the part about" You are simply offering a solution to your client".. This will def help me with retailing products.
esty27616
-
-
Thank you Kirsten! great advice
© 2024 Created by ASCP.
Powered by
