People purchase based on two things: needs and feelings. I believe when a client is educated on why the product is right for her and her needs, not why it smells good or why the technician likes it, she will see the value for her. For the tech this starts with doing a proper consultation that asks what the client’s challenges are. Then you can speak directly to her needs with conviction that the products will solve her challenges, which will make her feel good. Present the at-home recommendations at the end of the visit and allow clients to choose. Offer specials and create little take-home kits (file, oil, lotion, and maybe polish) made from bulk purchases that they would just need to replenish at each visit. The technician needs to be honest, letting the client know home care helps the whole process as it is a joint effort. — April Poster is a consultant and trainer with Salon Training International (www.salontraining.com)
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More FAQ
What recourse do I have when a customer promises to pay the next day but doesn’t?
What do you do when your customer says to you after you are finished her set of nails, “Oh I forgot my purse at home, can I come back tomorrow and pay you?” And she never comes back. What recourse do you have?... read more
Is it appropriate to inform my clients that I am going to a new spa to work?
Is it appropriate to inform my clients that I am going to a new spa to work? I’m an employee. I signed no contract. I would tell them if they wish to follow I will be at XXX but if not there will still be someone to take care of them at this salon.... read more
When the owner offers a free service with a manicure, should I be paid my share of the free service since I am doing the labor?
I am working for a salon on a 60/40 split. The salon owner gets 60%. When the owner offers a free service with a manicure, should I be paid my share of the free service since I am doing the labor?... read more
Reader to Reader: How do you politely ask moms not to bring their babies and toddlers with them to their nail appointments?
How do you politely ask moms not to bring their babies and toddlers with them to their nail appointments?... read more
A Change for the Better: Is there one part of your job you wish you could change?
We know you love being a nail tech, but everybody’s got at least one gripe, right? We asked readers to tell us: Is there one part of your job you wish you could change?... read more
I’m thinking about advertising in my local paper. Is this a good idea?
I’ve been a tech for one year and am having trouble building a clientele. I’m thinking about advertising in my local paper. Is this a good idea?... read more
How do I evaluate a booth rental situation?
I’m shopping around for a booth rental situation. What questions should I ask a prospective salon owner? What factors should I consider?... read more
Reader to Reader: When it comes to other techs duplicating your nail art, is imitation the sincerest form of flattery?
When it comes to other techs duplicating your nail art designs, is imitation the sincerest form of flattery? (And where do you personally draw the line?)... read more
Reader to Reader: Do you practice what you preach when it comes to having impeccable nails?
Do you practice what you preach when it comes to having impeccable nails? (If yes, always, how do you fit it into your busy schedule?)... read more
Do you object to the term "nail girl"?
We made the switch from “manicurist” to “nail technician” to reflect a more professional image. Yet to some clients, we’ll always be their nail “girl.” We asked nail techs if this somewhat-less-than-respectful term was OK with them.... read more
What are the pros and cons of a booth rental situation?
I’ve worked as an employee, but now I plan to work as a nail tech on a booth rental basis for the first time. I’m wondering what the main benefits and disadvantages of this type of arrangement are, and how I can get the most out of it to maximize my earnings.... read more
Reader to Reader: Should you fire an employee for bad-mouthing the salon?
Should you fire an employee for bad-mouthing the salon (when she thinks no one else at the salon is listening)?... read more