Salon Today - July 2008 - (Page 20) [ROUNDTABLE] What is your most effective selling tool or technique? “Selling starts at the beginning of the service and continues until the client is at the reception desk scheduling their next appointment. During the consultation we ask what they are currently using. At the shampoo bowl we tell them what we are using and why. During the service, we show them how to use the products. Finally, at the retail center we show them everything we used. Then we talk about what they are already using and what could be added or changed so they can recreate the same look we have given them in the salon. Our clients want to protect their investment—that is why we owe it to them to show them how.” EJ WILSON EJ-588 Hair Studio Sonoma, California “We group products together, wrap in cellophane, tie with a natural twine ribbon, and discount. They fly off the shelf.” ANGELA GUIDO Daryl Christopher Wellness Salon and Day Spa Boston, Wayland and Waltham, Massachusetts “Educating the client on care and finish as we work on their hair. We teach blow dry and iron techniques, and talk about the benefits of each particular product as it’s applied.” SUZIE BOND PERFECT 5th Mooresville, North Carolina “We coach our staff members on recommending products to clients from the start of their service at the consultation. They talk about products before they apply anything and make their recommendations throughout the service. At the end of the service, they walk clients through the retail area and show them the products they used. We also have prescription sheets that we use when the client doesn’t purchase in case they come back later.” CHRIS YOSHIMURA Siren Salon Chicago, Illinois “Not selling, but recommending products. By telling clients what they need, why they need it and how to use it, we can recommend useful items to them. When people see a use for an item, they are more prone to purchasing it.” TAMARA HENDON The Salon & Spa at Mystic Hair Tampa, Florida 20 | July 2008 www.salontoday.com http://www.salontoday.com
Table of Contents Feed for the Digital Edition of Salon Today - July 2008 Salon Today - July 2008 Contents Editor's Note Reception Fashion Sense Roundtable FirstAdvice Spa Menu Décor Share Tactics Perfectly Polished In the Bag 25 Years of Growth Products Owner to Owner Salon Today - July 2008 Salon Today - July 2008 - Salon Today - July 2008 (Page Cover1) Salon Today - July 2008 - Salon Today - July 2008 (Page Cover2) Salon Today - July 2008 - Salon Today - July 2008 (Page 1) Salon Today - July 2008 - Salon Today - July 2008 (Page 2) Salon Today - July 2008 - Salon Today - July 2008 (Page 3) Salon Today - July 2008 - Salon Today - July 2008 (Page 4) Salon Today - July 2008 - Salon Today - July 2008 (Page 5) Salon Today - July 2008 - Contents (Page 6) Salon Today - July 2008 - Contents (Page 7) Salon Today - July 2008 - Contents (Page 8) Salon Today - July 2008 - Contents (Page 9) Salon Today - July 2008 - Contents (Page 10) Salon Today - July 2008 - Contents (Page 11) Salon Today - July 2008 - Editor's Note (Page 12) Salon Today - July 2008 - Editor's Note (Page 13) Salon Today - July 2008 - Reception (Page 14) Salon Today - July 2008 - Reception (Page 15) Salon Today - July 2008 - Reception (Page 16) Salon Today - July 2008 - Reception (Page 17) Salon Today - July 2008 - Fashion Sense (Page 18) Salon Today - July 2008 - Fashion Sense (Page 19) Salon Today - July 2008 - Roundtable (Page 20) Salon Today - July 2008 - Roundtable (Page 21) Salon Today - July 2008 - FirstAdvice (Page 22) Salon Today - July 2008 - FirstAdvice (Page 23) Salon Today - July 2008 - Spa Menu (Page 24) Salon Today - July 2008 - Spa Menu (Page 25) Salon Today - July 2008 - Décor (Page 26) Salon Today - July 2008 - Décor (Page 27) Salon Today - July 2008 - Share Tactics (Page 28) Salon Today - July 2008 - Share Tactics (Page 29) Salon Today - July 2008 - Perfectly Polished (Page 30) Salon Today - July 2008 - Perfectly Polished (Page 31) Salon Today - July 2008 - In the Bag (Page 32) Salon Today - July 2008 - In the Bag (Page 33) Salon Today - July 2008 - In the Bag (Page 34) Salon Today - July 2008 - In the Bag (Page 35) Salon Today - July 2008 - In the Bag (Page 36) Salon Today - July 2008 - In the Bag (Page 37) Salon Today - July 2008 - 25 Years of Growth (Page 38) Salon Today - July 2008 - 25 Years of Growth (Page 39) Salon Today - July 2008 - 25 Years of Growth (Page 40) Salon Today - July 2008 - 25 Years of Growth (Page 41) Salon Today - July 2008 - 25 Years of Growth (Page 42) Salon Today - July 2008 - 25 Years of Growth (Page 43) Salon Today - July 2008 - Products (Page 44) Salon Today - July 2008 - Products (Page 45) Salon Today - July 2008 - Products (Page 46) Salon Today - July 2008 - Products (Page 47) Salon Today - July 2008 - Owner to Owner (Page 48) Salon Today - July 2008 - Owner to Owner (Page Cover3) Salon Today - July 2008 - Owner to Owner (Page Cover4)
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