8 | OCTOBER 2017 | NORTHWEST STYLIST & SALON |WWW.NWSTYLIST.COM
grand packages have six products, including
choices for hair and skin, plus cuticle oil. She also
offers trios, BOGOs and travel sizes, so she offers a
gift for every price point.
Sell by collection.
“Most of my guests use
Tinta Color Care,” Rice said, “and they also have
at least three other collections -- curly, smooth,
volume, etc. -- to use based on how they are styl-
ing their hair on any day. Educate your guests to
think: ‘I’m going to wear my hair curly today, so I
need to infuse it with moisture.’ ”
Sell heated styling tools.
Guests are more
willing to buy irons, dryers and other tools for
themselves during the holidays. Create a wow
presentation with signage at the front desk. Per-
sonalize the purchase by writing down how to
calibrate the tool for the guest’s hair, including
the temperature setting. If you don’t, they often
start with the hottest setting and run the risk of
damaging their hair.
Change your beverages seasonally for a
“During the holidays, I offer a sea-
sonal hot chocolate and an apple cider,” Rice
suggests. “When the front desk associate walks
the drink over, she also brings a shopping bag.
My guests are addicted to the cider and they start
filling their shopping bags before they even reach
my chair. It creates the purchasing spirit. The only
time it backfired was when we had so many bags
at the desk they got mixed up, so make sure to
write the guest’s name on her bag.”
Don’t forget to promote services.
successful promotion is a three-for-$99.00 pack-
age, which is available as a gift or for the client to
purchase for herself. The package starts with a hair
design as the core service, since everyone gets
that, and invites the guest select two additional
services from a menu of five, including a spa mani-
cure, pedicure, polish change on hands and toes, a
blow-out with a hot tool or a color gloss.
The offer is for the newest or least-booked
service providers only. It allows those service pro-
viders to reach their $100 per client goal and gives
them the opportunity to sell products. It also cre-
ates a comfort factor between the guest and other
teammembers. This is also a great promotion to
offer during your slowest times of the year.
What makes Rice’s promotions truly impactful
is they start with the end in mind. “If our usual
goal is $10,000 per month in product sales, we
add $5,000 for November and December goals,”
she explained. “Then, we break the goal down by
stylist. We have a 10-minute huddle every day, so
we can coach one another and so everyone can
ask for help. Finally, we tie the goal into a team
incentive, so we work together and have fun!”
For more information go towww.keune.com/na and www.keuneeducation.com .
Rice will be teach-
ing Keune True Business—Client Communication and Growing Your Income at the Keune Advanced
Academy in Atlanta on November 12 and 13.