Promote And Sell Products And Services to Clients

1. Benefits to the Salon of promoting

services and products to the Client
• Increase salon omset
• Making extra money
• Encourage customer to return to your salon in the future
• Learn how to communicate effectively with your clients in
order to maximise sales of additional services and products
• Increase customers satisfied
2. Importance of product and service
knowledge when selling
• Product knowledge give us power to :
- Present a product with confidence and passionand
- answer questions confidently
- Builds customer relationships and trust
- Outline the Features and Benefits of each product
- Know enough about our products to overcome objectives
- Recommend suitable products to each individual customer
- Personal after sales service
3. Communication techniques used to
promote products and services
• Face to face • Body language
• Tone of voice
• Language
• Good attitude
• Clarity • Body gesture
• Speech tempo • Expression
• Convincing • Eye contact
• Related terminology
• Gesture
Non
Verbal
Verbal

Question Listening

• Patience - Open
• Trust - Close
• Support
• Explain - Probing
• responce
4. Features VS Benefit
• Feature : quality or
charecteristic from some
product or service that could
be give some benefit (size,
color, function, ingredients,
etc)
In this product : Swift’s nest

• Benefit : result obtained from a

product or treatment
Benefits of swift’s nest : protect
agains the flu, support bone
health, improve brain health, etc
5. Stages of the sell process

1. Establish client’s requirements

2. 2. Identify products and/or services
to meet the requirements of the
client
3. Use effective communication
techniques
4. Introduce services and/or products
to the client
5. 5 Give accurate and relevant
information to ensure realistic
client expectations
6. Identify buying signals and interpret
the client’s intentions correctly
7. Close the sale
6. How To manage client
expectation

1) Chart out your preparation:

2) Honesty is the best policy
3) Responsiveness works best
4) Always list out your
inadequacies
5) Promise less and perform more
7. Interpret Buying signal
Buying signal

Not ready to
Ready to buy buy

Spend time for looking at 1 type of

Avoid eye contact with seller
product / service

Make some reason to pending

Looking for someone to help her
purchase

Ask question about detail of the

Take a look at the product in passing
product / service

Ask about price View differet product at once

Ask how to use Moving around

Ask other peoples’s opinion

Gestured change

Touching the money

8. Legislation affect selling product &
service
Trade and treat customers fairly
• Legislation affecting the sale of goods

Guide
• When you sell a product to a customer, you are entering into an agreement or contract with them.
A customer has legal rights if the goods they purchased from you do not 'conform to contract' - ie
if they are faulty.

How to comply with the law

• Under the Consumer Rights Act, in order to ensure your products conform to the contract, they
should:
• match their description - by law, everything that is said about the product must not be misleading,
including whether it is said by a sales assistant, or written on the packaging, on advertising
materials, in-store or in a catalogue
• be of satisfactory quality - including being of an acceptable appearance, free from minor defects
(eg marks or holes), safe to use, durable and in good working order
• be 'fit for purpose' - ie if a customer states (or when it should be obvious) that an item is wanted
for a particular purpose, even if it is a purpose the item is not usually supplied for, and you agree
the item is suitable, or do not say it is not fit for that purpose, then it must be reasonably fit
Explain the legislation that affects the selling of services or products 

• When you sell a product to a customer, you are entering into an

agreement or contract with them. A customer has legal rights if the
goods they purchased from you do not 'conform to contract' - ie if
they are faulty.
- supply of goods and services Act 1982
- The consumer protection Act 1987
- he trade descriptionAct 1972 
9. Effectiveness of Selling
Techniques
10. Importance Review Selling
Technique
Those Five Rules are:
1) Be Prepared to Sell :
- do I have my samples, literature, price-lists, measuring tape, blank contract, pen?
- Do I know my product?’
- If you can’t answer yes to all those questions, you aren’t ready to sell.

2) Remember You Are There To Make a Sale

• “Remember why you are there instead of other places you might rather be. Remember the only reason you are spending your time and driving to this house
is to figure out the best solution you can provide for this potential client’s problem and to walk away with a sale to provide that solution.”
• Did you leave for your sales appointment a few minutes early and stop for a moment before you got to the house to compose yourself and focus on why you
were there?
• Or, did you screech into the driveway while you were still talking to your girlfriend on your cell phone?
• Unless you were focused on solving your potential client’s problem you may have made a bad first impression which made it hard to develop a good rapport
with your potential client. This is bound to create an awkward an uncomfortable environment that may hinder your sales process.
• If you are late for your appointment to begin with, or in a hurry to get somewhere else, you are not focused on your potential client and the solution to their
problem. How can you be confidence you have provided your potential client with their best solution if you were not focused on their problem and this
project? You did not remember why you are there and you are not ready to ask for the sale!

3) Being Alone is Better for You

• “When you go into a house, you want to be alone” Pete would say. You will have the confidence to ask for the sale when you are able to be the only one to
offer the same quality of products and service to solve homeowners problems. You are alone in the home when you can differentiate your products and
services from the competition and you have the best solution for that homeowner.
• Have you thoroughly researched your products and services? Have you thoroughly researched your competitions’ products and services?
• If you have, you should be able to explain how your solutions for your clients problems are different and better than any other solution. You should be able to
clearly explain to them the features and benefits of your solution. You should be able to tell them the services, training and experience that make you the best
choice for this project.
• If you are not able to differentiate your products and services, then the ONLY difference between you and the guy before you (or after you) is price and
likability. You may get some projects because of your good looks, but it is not a good foundation for a successful business. If you are only competing on price,
someone can always do the job for less than you can – and neither one of you will probably be in business very long.
• If you are not confident that you stand “Alone” and offer different and better products and services to potential clients, than you were not ready to ask for the
sale!
Rule #4. Know Your Price
“How are you ever going to make a sale if you don’t know the price you
are going to charge?”
• To ask for the sale with confidence, you must know the price you need
to charge for your services.
• You must know you have negotiated your pricing with suppliers and
have become efficient enough with your installation methods you can
give your client a fair price for this project.
• You must know your overhead costs in order to provide your client
with a price that allows you a fair profit. It is too late do all of the math
of the cost of being in business when you are at the kitchen table. If
you have not taken the time and effort to fully comprehend the price
you need to sell your product for so you can pay for the product and
make enough of a contribution to your business’s overhead so that
you will have a profit, you are not ready to ask for the sale!
• If you do not know the right price to charge for your services, you are
not ready to ask for the sale with confidence!
• Rule #5. Never Leave Money on the Table
• “Put a piece of money in your pocket that means something” was Pete’s philosophy.
• “For some people that’s a five dollar bill and for others it’s a hundred. Whatever it is,
take it out of your wallet and put it in your right front pants pocket if you’re right
handed – put it in your left pants pocket if you’re left handed.” Pete would seriously
say.
• “Now, when it comes time to give your price to that customer, touch that dollar bill.
When you are tempted to lower your price, rub that dollar bill and remember what
that dollar means to you.
• If you don’t know how and when to ask for the sale, you really were not prepared to
sell!
• There are so many ways to lead up to asking your client for the sale. Preceding the
question with a discussion of the time it takes to manufacturer custom product,
installation schedules and the completion date is important. Telling a client that
orders placed today will save money because it beats a manufacturer increase or will
mean an installation date before the first day adds an incentive for the homeowner,
but really just dances around the question and doesn’t ask for the sale.
• Remember why you’re here, tonight, at this house, instead of at your own home
relaxing. Remember that you have taken the time to be prepared for this
appointment. Remember you provided this homeowner with the best solution for his
problem. Remember you are alone – no one else can do what you can.
11. Different methode of evaluating selling technique
How to find out if your salon marketing is doing the biz
• Measure, measure and measure again.
• I keep banging on about it but the only way you know if your marketing is truly working is by monitoring and evaluating it.
• Yes, I know. You’re busy, and collecting figures can be mind-numbing.
• Yet effective marketing is as much about maths and numbers as it is about creativity.
 
Monthly checks keep your business on track
• Measuring your marketing is essential to business growth. Track the key statistics:
• every four weeks (13 periods a year) or
• by calendar months or
• weekly, if you’re confident you’ll keep it up.

Which salon marketing stats should you measure?

• Don’t just stick to the usual business stats (important as they are). Measure your core marketing tools too – your salon website, social media and any specific online or
offline promotional campaigns.
• This is what I measure and monitor when working with a hair or beauty business…
 
• 1. Measure your client performance
• Do this for:
• your salon or spa as a whole AND
• for individual therapists or stylists too.
• Your salon till software should run most of these reports at the click of a button. Make sure your figures are always net of vat so you compare like with like.
• How many new salon clients gained in this period.
• How many of these returned for a 2nd salon visit.
• Total service sales (i.e. everything except retail sales).
• Your average services invoice (net of vat). Remember to exclude retail sales.
• Retail product sales (net of vat) for the current period.

• 2. Is your spa or salon website earning its keep?

• Measuring these will stop you guessing:
• Moving up or slipping down Google for your top keywords?
• How many online bookings?
• How many sign-ups to your e-newsletter?
• Use Google Analytics (it’s free and easy) to measure:
• How many visitors you had in the period?
• How long did they stay on your website?
• The Bounce Rate (did they visit more than one page or just leave)?
•  
• 3. Is your social marketing a roaring success?
• Are your Calls To Action falling on deaf ears or are your followers hanging on your every word?
• Find out by measuring how many:
• Enter your salon competition via social.
• Sign up for a newsletter.
• Use online booking.
• Quote offer code.
• Visit your website from social.
• Engage (e.g. share, RTs, like, follow, replies etc.)
• Of course there are plenty of other statistics you could measure but you can go overboard on collecting figures and feel overwhelmed.
• Want to boost your salon social media engagement? Try these three free tools.
 
• 4. It’s easy to measure your email marketing
• Three quick simple measurements here:
• How many open your email marketing?
• How many click through?
• Is your email list growing every week?
• Not happy with your results? Read my tips on getting your email marketing open and read here.

• 5. Are your salon advertising campaigns hitting the mark?

• Online marketing: If you buy banner ads on 3rd party websites, Google Adwords (PPC) or advertise on Facebook, Twitter and Instagram they all give
detailed feedback on the audience reached and response rates. Combine this feedback with your own Google Analytics statistics and your booking
information for the full picture.
• Offline advertising campaigns: Are notoriously hard to measure and assess. Always include a code such as “NC15” in your advertisements (whether
offline or online). Then get reception to note these on your till software as people book using the code. Do the same on your online booking form.
 
• You’ve measured your salon marketing. Now what?
• With this detailed information at your fingertips you can now look for patterns and trends, compare last year’s figures and see what really worked for
you.
• Did that Monday colour sale bring in as many clients as it did last year?
• What percentage of new spa clients only came for one visit? Why was this?
• Are your retail sales growing steadily each month or are they in decline?
• Armed with hard facts and figures you can assess what impact your salon marketing is having, make more informed decisions and grow your
business
12. Implent Improvement Selling
Technique
• Effective Communication • Relationship-Building
• Product Expertise • Following Up
• Customer Service • Closing
• Adaptability
• Problem Solving
• Active Listening
• Business Acumen
• Emotional Intelligence
• Sales Demoing • Data Analysis
• Negotiating • Challenger Selling
• Prospecting • Framing Skills
• Collaboration • Technological Savviness
• Social Selling • Video Skills
• Honesty
13. Effectiveness of advertising services and products to a target audience

Once your marketing strategies identify the

1. Identyfing your target target audience for your products, you can use
equally targeted advertising to deliver the right
2. Messaging Through promotional messages to prospective buyers.
Appropriate Media What your advertising says and how it says it
serves as part of the mix of factors that
3. Measuring Results influences its success, but "the proof is in the
pudding," as the old saying observes, and the
4. Other Considerations truest measure of advertising's effectiveness
lies in the results it achieves for your brand.

If the sales results increase from the

advertisement used for promotional media, it
can be concluded that the advertisement has
succeeded in becoming an effective sales
medium
14. Importance of how to set & agree sales
• Setting sales targets helps you measure how effective each member of your sales team is. They reveal
your opportunities to develop and reward your team and keep them improving. Setting unrealistic
targets can have a negative impact on your business in several ways, including demotivating your sales
staff.
• When setting targets for your team, ensure they have adequate training and product knowledge to
achieve the targets you set.

• Involve your sales team

• Your sales staff often know your product well and understand how it performs in your market. Involve
them in gathering information, reviewing sales and setting sales goals.
• Bring your team together to consider these questions.
• Who currently buys this product?
• How many do they buy per year?
• Which customers are most likely to keep buying from you?
• Which customers are most likely to increase their orders and how can you persuade them to buy more?
• Which customers do you think will decrease their orders and why?
• Are there any customers you might lose and why?
• How many new customers do you need in order to maintain existing sales and reach your sales target?
• What are your sales patterns throughout the year? Are they seasonal or related to a business cycle?
• The more involvement your team has in setting sales targets, the keener they'll be to reach them.