Elizabeth and Missy (aka @soyourehairstylist on Instagram) talk all about RADICAL RETAIL! This podcast was recorded in November 2020.
Missy is a speaker, hairstylist, coach, salon owner, and so much more!
If you are wanting Missy’s Radical Retail program, click here.
There is currently a Retail Revolution in the Beautiful Industry. Now is the time to learn and grow, or sit down and give it up.
We learned this past spring that retail was many people’s stream of income.
7:20 WHAT DO YOU WISH YOU WOULD HAVE KNOWN TO BETTER PREPARE YOURSELF FOR COVID?
It’s important to remember that it takes people a little while to get comfortable with a new offering. You can’t expect people to buy new bundles right away!
What really worked for Missy was picking pain points that her guests were experiencing and then offering solutions on Instagram, and then being VERY clear on how to get it!
She started revving up what her salon was already doing and ended up paying off very well.
If you are in the Workshop in a Box, you will be receiving the Radical Retail program for FREE!!
If you are wanting the Radical Retail program, click here.
11:00 ALL THINGS RADICAL RETAIL
Let’s start at the beginning.
It starts out with a 4 part strategy.
First part is being intentional when building a brand relationship
From there, you will target market that strategy.
Next you decide how you are going to sell in person. (Pre and Post consultations)
Lastly, is the mental aspect of selling and figuring out how we feel and if we feel ‘crappy’.
Remember that retail isn’t something that is only talked about during a service. This is a great way to serve your client’s ONLINE when they are not in your chair. You are constantly offering them solutions with problems they are having with their hair, and how retail can solve those problems.
Here are 3 ways to talk about products on line:
What do you love about the product
Who is this product perfect for
What is your favorite way to use it.
16:45 GET HAPPY, GET SNAPPY
Elizabeth asks Missy what are some wins as a salon owner that she has had over this last little bit.
She is a booth rental salon, and her retail sales have helped her pay for her front desk. Which Is HUGE! She did not expect that when she originally mapped out her business plan, but it has been such a help and relief!
Think about it.. What could retail do for your business?
18:25 OTHER THINGS TO CONSIDER WITH RADICAL RETAIL
Once you start showing up online, you also want to mimic that and show up in PERSON. Don’t be afraid to talk about it during their service. Tell them why you love it, why it’s great for them, and how to use it.
It boils down to you being comfortable with talking about it.
19:45 WHERE DOES FEELING WEIRD ABOUT SELLING COME FROM?
Missy has been doing hair for 17 years, and did not start selling retail until last year, and it’s one of her biggest regrets! During one of her first salon experiences, her boss was the ‘icky’ seller. She tried to shove products in their client’s faces and made them feel uncomfortable. From there, she checked out because she saw how uncomfortable it was.
21:30 WHAT DOES SELLING GOOD AND HAPPY LOOK LIKE?
It feels good because we are SERVICE providers. So when you think about providing education and value to their hair it feels good because you are helping them.
When it comes to selling all you need to think about is… Teach your client’s how to do their hair with the products you use and BAM! You’re set.
Think about how much you LOVE your hair when you finally feel like you know how to do your hair!
26:20 CHOOSING PRODUCTS THAT ARE RIGHT FOR YOU
What you sell is just as important as how you sell it!
Selling anything doesn’t work if you don’t know your product and are not passionate about it.
The product you carry in your store are VERY Targeted to what you think is going to sell in your store and what your clients are going to like.
This is your opportunity to align your client’s goals with your products.
MAKE SURE YOU KNOW YOUR PRODUCT!
If you want to feel more comfortable about selling, then you need to know all the things about it!
32:10 WHAT IS BEING AN AMBASSADOR FOR A BRAND MEAN?
If you are an ambassador, it means you are representing a brand. For example, when Missy thinks about “Redken” she thinks about Elizabeth and Cassandra. They are leads of the company to show how to use the products, and be innovative for them. You are their voice.
Your goal when your client’s go to grab the product they bought from you is for them to think about you!
When you buy products, a lot of time when you think about it, you are likely going to think about who you bought it from. If you bought something from an influencer online, you’re likely going to think about that person every time you use that product.
If you want to sell stuff, FEEL REALLY EXCITED ABOUT THE THINGS YOU ARE SELLING!
From there, your clients will sell your products for YOU! They’ll talk about you and your products outside of their salon cause their hair looks so amazing!
39:00 AS A SALON OWNER, HOW DO YOU GET YOUR STYLISTS TO SELL PRODUCT?
Missy personally thinks that money is motivating, and so she give 15% of commission and then if they surpass $500, they get 20%.
It’s important as a salon owner to celebrate their wins!
Remember… the way you want your stylists to sell their clients, is the way YOU need to sell it to your stylists. Give them samples to try out and get them excited about the products.
Also as a salon owner, it’s a great idea to give them a focus of the month! Missy incorporate this by having Product Knowledge classes. You can run a promotion on products and its fun to talk about because we ALL love a sale!
45:00 LET’S WRAP IT UP
Top 3 takeaways from this episode:
Talk about your products on social so that it’s staying fresh in their mind.
You have to find a way to get comfortable with selling!
Find 5 ‘hero’ products that you can go all in on and get really excited about!
BONUS: enroll in Radical Retail here 🙂
It’s time to make more money and be prepared for the future!
We Hair Love YOU!