5 Retail Tips To Help You Make More Money
How To Make More Money By Successfully Selling Retail
Oh retail. Love it or hate it, it’s the key to making more money each month. And we want to help you get that product off your shelves and in the hands of clients. So dust off the bottom shelf items that have taken up permanent residency, strap on your salesperson hat and keep scrolling because, below, we’re sharing five tips that’ll help you bring in the dough by successfully selling retail.
1. Adjust Your Outlook On Retail
If selling retail is your least favorite part, then the first step is to change your mindset. Don’t recommend products solely because you want to make money. Recommend them based on your professional opinion. “It’s never about selling products to your clients but rather problem-solving and educating them on something that will either make their life easier or truly change the integrity and health of their hair,” shares Moroccanoil® Global Ambassador Briana Cisneros (@brianacisneros).
2. Be Strategic With Your Station
The state of your station can affect your retail sales. Are your products organized and easy to see? Or are they basically a smörgåsbord of stuff? Here’s what Robert Cromeans (@robertcromeans), Global Artistic Director of John Paul Mitchell Systems recommends: Clean up your area so the products are nicely laid out. Then, as you use a product, bring it front and center so the client can easily recall the exact products you used to achieve a certain style.
3. Remember The 3-For-1 Rule
Have you heard about the 3-for-1 rule? Allow us to elaborate. It’s an old salesman rule that works whether you’re selling jewelry, shoes or hair products. If you recommend one product, there’s a good chance the client will buy it. Recommend two products and the odds increase. Recommend three and there’s a really good chance she’ll buy at least one.
But recommending products is only the first part. Take it a step further by letting clients hold the product. Not only does it give them a sense of ownership but it also allows them to open the top, smell the product and read the label. Then, be sure to answer how, what, when, where and why to use the product. Passing on your professional expertise is invaluable AND establishes trust.
4. Ask The Right Questions
The end of the appointment is near and it’s now or never to make that sale. The key to success is asking the right questions. Don’t simply ask, “Do you want to buy any products today?” All she has to do is say no and the conversation is over without a single purchase. Here are some questions BTC Team Member Farhana Premji (@xo.farhana.balayage) recommends asking instead:
- Is there anything you want to try today?
- Are you running low on anything at home?
- If you’re loving your existing shampoo and conditioner, try incorporating this [insert your fave mask]. It would really help nourish and hydrate the hair.
- I know you mentioned you were looking for a new dry shampoo. Here’s the one I love and why!
5. Don’t Let Impulse Retail Fall To The Backburner
Have you ever been in line to check out at the grocery store and grabbed a pack of gum or a candy bar at the last second? Well, it’s the same concept with your reception desk. This area is a gold mine for selling impulse retail because it makes it easier for the client. The easier you make it for your clients, the more likely they are to spend. So be sure to stock your front display with products clients can’t leave without.