Salon Today - July 2008 - (Page 21)

“It’s an old school technique I have used for years and it works. I show clients the product I’m using and I have them smell it before I put it on their hair or skin. I show them how to use it properly, its value, what it does for the outcome of their desired results and say, ‘it’s only x dollars.’ I tell them how long it will last and the price per application. Then I escort them to the retail area and show them the products that go with the selected item. I ﬁnd it easy to retail, especially when you use one line (two at the most) and know what it does.” CINDY ZAHN PIERPAOLI For Appearances Sake River Forest, Illinois “My most effective selling tool is listening to the client’s needs. Ask the client what is her biggest concern. Most of the time you will hear her say the condition of her hair or that she wants her hair to stay in style all day. Wham, bam! Sell conditioner or a thermal spray.” MARY MOTZ Huron Area Technical Center Bad Axe, Michigan “We role-play with new staff so the interaction becomes natural, and we pair new staff with experienced staff and rotate often so the new hires learn from many different people.” —Marco Carmona Carmona’s Salon & Day Spa Las Cruces, New Mexico “Put it in their hands and stand behind what you sell. Never try to get a client to buy something you have never used or just to make extra money.” MICHELLE SMITH Rejuve Salon Spa Raleigh, North Carolina “We give samples and have testers for all of our products. We are an Aveda Concept Salon and Retail Center, so we only have one line to learn, which is much easier on us—and we all love the products. Someone along the way told me ‘seeing is believing, but trying is buying.’ I believe it! Retail is 25 to 30 percent of our sales every year. The front of our salon is a retail center, so everything is displayed right inside the door.” SAM JOHNSTON ABQ Hair Studio Albuquerque, New Mexico Educators include: [ADD YOUR VOICE] The community of top salons wants to hear about the wow ideas and best programs that are working in your salon. Tell us your story today by faxing or e-mailing an answer to our October 2008 question, “How do you boost your spa business in the fall months?” Deadline is August 5, 2008. Fax responses to SALON TODAY Roundtable at 847-634-4342 or e-mail mnoonan@vancepublishing.com. SPONSORS: http://www.ybnretreat.com http://www.ybnretreat.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

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