Q&A

How do you get clients to buy retail items?

Q.

How do you get clients to buy retail items?

A.

When we are introduced to a new product, first we’ll try it on ourselves and our families.  If we like it, then we proudly display it in our salon.  When our clients ask what we think of the product or how well it works, we can truthfully say it’s a good product.-Rhonda Masters, Nail Masters, Mexia, Texas

I have come to the conclusion that 100% personal use when possible and product knowledge are the key to retailing.  I try to use every product I retail.  People really trust our opinions and knowledge about the products we sell.-Jennifer Waller, Hair Artistry, Dinuba, California

I explain the product’s ingredients, features, and benefits to my clients.  I also give free samples of the product to my clients or have them try it during the service.-Rhonda Bellfield, Glamorous Nails, Lombard, Illinois

Learn and fully understand the features of the products you are retailing.  Find out what benefits the products can offer your clients.  Act as if you’re the client’s consultant.  With your good product knowledge and excellent service, your clients will respect your recommendations and respond to you favorably.-Danny Nguyen, L'Amour Nails, San Antonio, Texas

Many products, such as top coat, are an easy sell because clients want their nail polish to last long without yellowing in-between visits.  A lot of clients will buy home maintenance nail care products so they don’t have to come into the salon as often.-Kandice Astamendi, Performance Nails/House of Arnol, Glendale, California

 

I show my clients what products work best for their type of nails and stress that preventative nail care, such as using cuticle care products, is important.  I don’t push retail on my clients but let them make their own decisions.-Joan Cherry, Sheer Pleasure, John Day, Oregon

 

We don’t sell anything we don’t think works.  Product knowledge is important so you can be comfortable with what you’re selling.  Since clients have different nail care needs, you need to make sure the right product goes to the right client.

Cyndi Hogan, Delightful Digits, Tucson, Arizona

 


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Hannah Lee has been an editor on NAILS Magazine since 1999, and executive editor since 2005. She oversees the entire editorial production of the magaz...
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