The Art of the Add-On
  • NAILS Magazine
  • May 4, 2011

Anyone out there want to make more money?  Do you know nail technicians who want to increase their income and transform their lifestyle?  Who wants to add a little excitement to performing the same old services every day?  Most of us want all of these things, but we’d rather not add the extra hours, additional days, or more time to every nail service.  It’s the same old question.  How do we make more money with out adding time or more work for ourselves?

 

Here’s a simple solution and it’s easier to implement than you think.  I’ve learned this lesson from servers in the restaurant industry.  To food servers, it’s all about the appetizers, drinks, and dessert.  To us in the nail world that translates to additional services.  Add-ons will not only increase your services and add dollars to your day, they add nail/skin solutions and pampering to your clients’ services.  Additional services are an added bonus and are not offered at all salons.  Kristi Valenzuela, says “This makes your salon bigger, better and different from other salons.”

 

The next few articles are going to talk a lot about additional services.  Here is an example:  I’ve greeted my client, told her about our sanitation policy and given her hand-washing instructions.  I then say, “As soon as you’re finished washing, I’ll meet you at my nail station.  I am going to get my station ready while you’re washing your hands.”  Getting my station ready includes simple preparations like cleaning my nail table, replacing the towel, or getting my implements ready etc.

 

When the client arrives at my station, I have a menu of additional services placed directly in front of them.  I say, “Here is the menu of manicures we offer, all of the manicures take 45 minutes.  Please look over the menu and let me know if you have any questions.  I’m going to wash my hands, I’ll be back in a moment to find out which manicure you’re interested in doing today.” 

 

Leave your client with the menu and let her digest the information — just like when you’re at a restaurant and the server leaves you with the menu to decide.  If you’re standing over your client, it feels like a pressure sale.  Leave her alone with the menu and give her time to read, think of questions to ask, and make a decision.  By the time you’ve finished washing your hands, the client is usually ready.

 

When you return ask, “Do you have any questions about the manicures we offer?”  If she replies yes, answer her questions and help her make a decision.  If she replies no, then ask, “Which manicure are you interested in doing today?” 

 

Not everyone will take you up on an additional service and that’s OK.  Remember what we talked about in the The Grand Tour post?  It’s all about planting the seed and at some point all seeds germinate.  So, maybe she doesn’t take you up on the additional service today, but maybe she will another day. 

 

If you get turned down by a client and they say no, oh well.  People say no all the time; it’s OK. It’s not the end of the world, so don’t take it personally.  Do you think when you decline dessert at a restaurant the server is in the kitchen crying over it?  No, they shake it off and move onto the next table. 

 

Learn from other people in the service industry — you may be surprised. Begin to look at things differently and adapt it to your world.  One more way to help you stand out above the rest and become the BEST!

 

I consult salons to build strong, successful, money-generating nail departments.  I’ll visit your salon onsite, teaching you how to increase your add-on sales, retail, and referrals.  If you would like to schedule technical and business education exclusively for nail technicians contact me at jwilson@summitsalon.com.

 

— Jill

Keywords:   Jill Wilson     salon services  



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