Selling retail can provide a noticeable boost to your revenue. While your retail bar may be meticulously designed, an aesthetically pleasing layout isn’t everything. There are several ways you can incorporate your retail into your business to help revamp your selling strategy and keep a constant flow of products moving on your shelves.
Creating a Culture Around Retail
Creating a culture around your retail products will turn a transaction into an experience. The moment you transform a retail item into more than an additional cost, you will increase your opportunities to sell more product.
Educating Your Staff
Educating your team on all the products you offer is the first step to selling more retail. Your staff should incorporate retail into each client’s visit.
Play 1 Benefit, 1 Feature
Yes, your team may know of the product, but do they know WHY a client should purchase it? Quiz your team and test their knowledge of each product. Do they know at least one benefit (i.e. smooths frizz, tightens skin, moisturizes the scalp, etc.) and one feature (i.e. jojoba oil, organic ingredients, b vitamins, etc.)? It is especially important to include the front desk in this so they can finalize the sale with their knowledge.
Associate Products with Services
Train your team to suggest products at check-out that are associated with each service at your business. For instance, products needed to maintain the look of a new haircut are different than product needed for a new head of highlights. Take the time to categorize your products based on your services for a better-customized suggestion for clients.
The Law of Averages
When selling retail, use the law of averages to your advantage. If you recommend only one product to a client, they may easily decline. However, if presented with three options, clients are more likely to commit to at least one.
Educating Your Clients
Educating your clients about each product starts with the service providers. Train your team to incorporate dialogue while performing the service that talks to the product being used and the benefits. The service provider can then write product recommendations directly on the work ticket throughout the service. From there, the service provider can walk the client to the front desk with the work ticket. The front desk professional can then grab the recommended retail items for the client without any verbal communication from the service provider. Don’t overlook the power of hand-written notes on work tickets, we’ve seen retail sales rise upwards of 25% with this simple practice.
Your New Retail Regimen
Incorporating your products into your business culture will help your clients feel less like they are being sold to, and more like they are being taken care of by your team. Want to learn even more ways to incorporate retail into your business culture and keep moving products off your shelves? Download our guide for the ultimate revenue-boosting retail regimen.