Most salon owners leave thousands of pounds on the table every year because they hate selling retail.

You feel pushy. You don't want to be that aggressive salesperson. You're afraid of rejection.

So products gather dust and you miss massive profit opportunities.

Here's the truth: NOT recommending products is doing your clients a disservice.

THE MINDSET SHIFT

Stop thinking of retail as "selling products." Start thinking of it as completing your professional service.

You're a professional. Your client isn't. You know which products protect their work, maintain treatments, and extend results.

If you don't tell them, you're being SELFISH about your fear of rejection instead of thinking about what's best for the client.

PRESCRIBE home care. Don't "sell" products.

WHAT DOESN'T WORK

❌ Product displays (people don't browse)

❌ Vague mentions ("We have some great products...")

❌ Waiting until checkout (they're mentally done)

❌ Selling features instead of results

WHAT WORKS

✓ Get agreement in CONSULTATION (before starting service)

"To create this style, you'll need these products at home. Is that okay before we start?"

✓ Show product DURING service (let them experience it)

✓ Prescribe BEFORE checkout (not at till)

✓ Make it easy to say YES

Physically pick up products. Walk to checkout with them.

✓ Handle objections professionally

"Expensive?" → "£1.50/week to protect a £120 colour service"

"I'll think about it" → "Wrong products = results fail sooner = back spending £120 sooner"

"Next time" → "Damage happens in first few days - next time is too late"

ADVANCED TACTICS

PRICE IT IN: For extensions or colour correction, include products in service price. Guarantees results, breaks bad habits.

TEAM FLEXIBILITY: "Budget tight? If you take all three products, I can do the third half-price."

BUILD STORIES: "Sarah struggled with frizz until she started using this. Now smooth all week."

THE REJECTION MINDSET

When McDonald's asks "Would you like fries?" and you say no, do they take it personally?

No. Next customer.

Same attitude here.

WHY THIS ISN'T OPTIONAL

This used to be optional. Not anymore.

Massive profit opportunity you can't afford to decline.

If YOU won't retail, your team definitely won't either.

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📊 RESOURCES:

Salon Spark: https://salon-spark.com

💬 WORK WITH ME:

1:1 Coaching: https://buildyoursalon.com

🎧 LISTEN:

Apple Podcasts: https://apple.co/3MZp6jP

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CHAPTERS:

0:00 - Why Leave Money on Table

1:18 - Why We Hate Retail

2:15 - Mindset Shift: Service Not Sales

3:10 - Being Selfish About Rejection

4:12 - What Doesn't Work

5:15 - Get Agreement in Consultation

6:03 - Have Products in Stock

6:50 - Prescription Framework

7:37 - Price It In Strategy

8:22 - Handle Objections

9:23 - Not Optional Anymore

#salonretail #salonproducts #salonprofitability

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Questions? phil@buildyoursalon.com