Nails Magazine

MAR 2015

Magazine for the professional nail industry.

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Page 111 of 208

110 | NAILS MAGAZINE | MARCH 2015 and hear exactly what clients are saying. Clients are not always going to tell you exactly what they need or exactly what they want. This is why we need to read between the lines and ask questions while we work. As we all know time is money; don't let conversations hold up your client service time. Sometimes we get so wrapped up in the goings on of the salon, conversations being held around us, thinking about our next client, etc., and the current client starts to just sound like the teacher from Charlie Brown. Don't let this happen! 3. Be honest. No one likes a pushy, overbearing, obnoxious salesperson who will do anything to get a sale. Be honest, believe in your products and services, try your products or services, and don't just sell or upgrade something for the sake of making a few extra dollars. If you do, you will lose a client and you will get the reputation of being the pushy salesperson and lose other potential clients through word of mouth. Happy selling, upgrading, and beau- tifying! Denise Delongewicz Franklin Park, Ill. I always start out by making the service sound super exciting, mostly because I'm always excited for nail art! I show my clients pictures for reference and show them the products I will use to help get them pumped up for the look. Once we fnd a look they're going to love, I let them know what the add-on price will be. This way, they're pumped about the design and won't be surprised at their total cost when they check out. During their service, I talk about future add-ons that they could beneft from, tell them about the products I use during the service, let them know the products are available for retail, and explain why they're so awesome to have at home. I'm often booked too tightly to do additional services on the spot, so I will offer a discount if they book their next service ahead of time. Jessica Warzyniak The Cut, Crown Point, Ind. I never realized how important it was to upgrade services and sell products until I worked at a salon that forced me to meet sales and upgrade goals. At frst, I was quite annoyed at the fact that I had to sell — I am a nail technician not a salesperson. I used to give my nail art away for free — yes free. I loved that my nail art was out there for everyone to see and my clients felt elated that they were wearing a one-of-a-kind creation by me. This salon wanted me to charge $2-$5 per nail, sell products to my clients, and upgrade manicures and pedicures. I thought it was pure insanity! I needed a job and I really liked this salon, so I fgured, let's give it a go. I listened to the other technicians selling and upgrading and they all just sounded like used car salesmen, which was not what I ever wanted to sound like. I created my own method of selling and upgrading and wouldn't you know, I started seeing a huge increase in my paycheck. The method I created is actually one that is quite simple and has three steps: Know your products, listen to your clients, and be honest. I know that sounds extremely simple and possibly even like common sense. You have no idea how many times in my 17 years of being a nail technician I have heard tech- nicians give bad recommendations to clients just to sell a product or upgrade a service. Let me break down each of these steps to give you a better understanding. 1. Know your products. Read and research. Our clients come to us because we are educated professionals in the nail industry. We should know more than they do about services, brands, and products. Clients do not need us to repeat what is already on a label. They need us to break down what is on the label into layman's terms and explain how that product or upgraded service will help them. 2. Listen to your client. This may sound really easy but there is more to it than just listening to words coming out of a client's mouth. We must listen If you can't draw, you can add a few embellishments to nails for an easy and quick upsell that will leave your client wanting more! When a client comes in for her appointment, offer her some nail art. I offer my clients embellished nail art for free the frst time to see if she likes it. If she has never had nail art, I pull up Pinterest nail art images for her so she can scroll through them while I do her service. Once she starts receiving complements on her nail art everywhere she goes, she will ask for it every time! Sarah Peterson Salon Legacy Nails, Rolla, Mo I fnd that trying to upsell really starts with understanding your client's needs. I start by asking my clients what they do for their nails currently, what their daily routine is like, and what their goals are with their nails. A lot of people will tell you exactly what they need and want just by getting to know who they are and what they do on a daily basis. The moment I hear someone is a marathon runner, I know not to sell her a callus- smoothing treatment even though her feet may be rough. Why? Because she needs calluses or else her feet will be sore and blistered after her next run. Instead, I offer a paraffn treatment and an extended massage to relieve aching feet and muscles. If you push products that aren't customized to your clients' needs, they'll sense your sales pitch right away and will shut you down quickly. Make it about getting to know them and helping them and you'll both feel good about the sale. I'm the pro so my clients expect me to show them what's best for their health and also to help them feel beautiful. Always be honest, ethical, and confdent in your knowledge and abilities and your clients will trust your advice. Elizabeth Morris Va-Va Varnish, San Diego, Calif. >>>

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