in your Barbershop retail selling

DON’T ASK THIS QUESTION- “ARE YOU OK FOR PRODUCTS?”

99% of the time you’ll get “yip I’m good” or similar. It’s like when you are in a retail shop and a salesperson asks, “can I help you?” We nearly always respond with “I’m just looking”, whether we are or not.

Asking this question kills the retail opportunity. Instead, say – “so I recommend that you use this type of product in your hair to maintain the style I’ve created”, or “what are you currently using?” This opens up the conversation and allows you to showcase your knowledge, which both you and your customer will benefit from.

EDUCATE THE CUSTOMER IN THE CHAIR, WHILE USING THE PRODUCTS.

“Ben, I’m using this lightweight texture spray in your hair to give it more volume and texture. Then I’m going to add this finishing paste on the top to secure the shape without losing the volume I’ve created. It’s just what you need for this type of style”. This leads you to the promotion of the products at the conclusion of the service.

Confirm And Support Their Decision To Buy

By saying “Ben these products are exactly what you need to keep this going at home with ease. It’s what I’d use for sure, so I’m certain you will be very happy with the results you will get at home.”

This may seem a lot but when you use these suggestions in simple steps and build your confidence in this area you WILL see your personal and business retail sales grow. Not only that, but you are offering a full complement of service and guess what? Your customers WANT you to sell them good products for use at home. By not doing this you are actually giving them a disservice and undermine the time you’ve spent creating their fresh new cut.