How I got 4 NEW clients an hour with this simple little trick
Want to know how?
Well watch the video below or keep reading and I'll tell you what you need to do to increase inquiries.
Inquiries ... why not bookings?
Well, the number of bookings will be down to how well the team can sell the salon and services.
A team needs to be trained in the skill of selling professionally.
I’m Caroline Turner and I've been training salon and spa staff how to sell professionally for nearly 20 years,
I train sales methods that both teams and clients can enjoy, you see clients would like to spend more with you,
but for that to happen a team needs training in how to sell professionally.
So what do I mean by inquiries?
The potential client will ask a question, whether it’s the old favorite we've all heard a thousand times.
"Do you have a price list?" or with this trick I’m going to share with you it maybe “Do I know you?”
Lets, start with the first do you have a price list, for me it's not what the person is really asking.
In communication training, something I cover with salon and spa teams is how adults have a BAD habit of saying one thing, and meaning something completely different.
What this question can really means is...
I’m not really happy at my current salon
I WANT A NEW SALON,
SHOW ME WHY IT SHOULD BE YOU!
CAN I TRUST YOU?
ARE YOU ANY GOOD AT YOUR JOB?
The price list is often a cover story, a safety tool to have a look and make some judgement about the salon and the people.
If the team member on reception knows how to sell the business, and price of is not an issue for the person, then the booking conversion rate will be between 70-90%.
So, have 10 inquiries do you have a price list... I would expect 7-9 clients booked.
But if the team doesn't know how to sell the business or just hands out the price list the conversion rate will be shocking.
So, this trick I'm going to share will get a business more inquiries, how many booking will depend on how well the team is trained to sell
For the trick to work a salon or spa MUST
• Professionally present the window, entrance or public space
IT MUST POP, stand out.
I’ve covered the shop front as a marketing tool in previous articles, so please check them out if you haven’t seen them.
I share how to use the shop front as a marketing tool
• The person on reception can be seen by people walking past, the receptionist can see people and people can see the receptionist.
• The person on reception is professionally presented, representing the standards of services sold, so prefect hair, make up and nails, and they must smile
In the past I've been able to get 1 booking every 15 minutes using this trick, it does depend on how many people are walking past the business, and those 3 key points.
The trick I'm going to share is SO ridiculous, but I've used it, trained it and seen it in action. It does work.
Here’s the trick!
- THE RECEPTIONIST SCANS THE PEOPLE PASSING
- THE WINDOW IS DESIGNED TO TURN HEADS, SO THEY LOOK INTO THE SALON OR A SPA ENTRANCE
- THE RECEPTIONIST MAKES EYE CONTACT – SMILES AND WAVES
SCAN TO FIND PEOPLE LOOKING INTO THE BUSINESS – THEY MAKE EYE CONTACT WITH THAT PERSON – SMILE AND WAVE
NOW It may sound ridiculous so LET ME EXPLAIN WHY THIS CAN PUT THOUSANDS INTO A SALON OR SPA’S REVENUE.
Scan the people passing – make eye contact – smile and wave
Here's the science, human psychology and Neurological response. How the brain works and what people do.
I will do my best to keep this short and simple!
So, our eye’s communicate into the brain – that person has waved and is smiling at us, from a young age we have learnt that a smile communicates someone is friendly, the wave is body language for hello.
You see if we ignore the wave and it is at us, we’d be rude, so when we see a smiling face waving at us the brain goes crazy.
If we could hook a person up to MRFi scanner to see what’s going on in there, the brain would be firing in lots of areas. It would like the 4th of July / bonfire night in there, and that’s good!
Now I use characters to describe the brain (how it works) when I’m training teams, rather than scientific names. So let me introduce to you…
The Cave Dweller – oldest part of our brain, its interests are very simple. Can I have sex with it, can I eat it and will it kill me.
The Memory Bouncer – think of this like a club bouncer deciding who’s on the VIP list or who’s not getting in. The Memory Bouncer is about filters, the subconscious can filter what we see, if you’ve ever walked past a friend and they call your name you may respond with a “Julie, I didn’t see you there, I must have been in a world of my own” or if you’ve ever walked into a room with no idea why you are there, that’s the memory bouncer in action. It decides what we will see or remember.
The Child – Emotions. Now if you’re a parent you will know kids are very emotional! From jumping and screaming with excitement to laying on the floor having a paddy, a tantrum. We need to stimulate people’s emotions to get an action. For us that action is to walk into the business.
And finally, introducing the Memory Master – now our memories are stored all over the place in the brain but it’s simpler to think of ONE Grand Master of Memories.
And finally, introducing the Memory Master – I think of it like a library or you could think of it like a computer programmer, now our memories are stored all over the place inside the brain but it’s simpler to think of ONE Grand Master of Memories.
So this is what happens when a salon or spa team member makes eye contact, smiles and waves AND what the POTENTIAL CLIENT MAY DO.
The person we’ve waved at does nothing, they look straight though us as if we are INVISIBLE – Because we are.
The memory bouncer decided NOT to let us into the memory club, the person really doesn’t see us.
If this happens it is ESSENTIAL to NOT react by pulling a face or muttering to ourselves “rude....”, the brain may let that in and an anger person my walk in.
If we wave and we are not see, it’s just the brain filtering. It’s the Memory Bouncer in action. The person isn’t being rude.
We can't win them all
You waving at me?
The person will turn to see if it’s someone else being waved too!
First of all, WE’RE IN, the bouncer let us in!
Boom, their brain is having a firework display inside.
The Child is screaming “what do we do?” If we ignore that wave the person may think we’re rude and the emotions are rising causing feelings, a mix of panic, embarrassment, confusion potentially all sorts of emotions.
To get ANY action we need enough emotion.
The memory master is going though ALL its filing systems trying to find that face, do we know this person, did we go to school together, work with them, how do we know them?
Now, the brain LOVES a puzzle, something that’s intriguing so if you think of the child and memory master the pair of them are going mad trying to find the answer and decide what do we do! What action should we take?
Someone has waved and smiled at us, our social programming is saying we need to do something!
And this is what will happen
1 – The person will smile back but look unsure (wave and smile again), they may wave and carry on with their day, smiling as they go. This is fine, you see with all that action going on in the brain, the brain will put us in its long term filing system.
THE PERSON NOW KNOWS US, as a business. They maybe in a rush and can’t stop. But if they walk past again, they will be more likely to look again or walk in!
2 – The person will walk in and ask, do I know you?
An inquiry opportunity.
The child and the memory master couldn’t figure out the answer and its intrigued the brain to the point of ACTION, and they have walked in.
Often they may stand in the doorway, not coming completely in.
If there’s a reception desk, I always train come out from behind the desk. Its like the final barrier that stops us building a rapport with the person.
For me the answer said as walking towards them with a smile and genuine excitement, happy to see them,
“NO, but we made eye contact and we just think it would be rude not to say hello, we work very hard to be a friendly salon / spa, have you visited us before?”
And in my experience most people will respond with...
“No, do you have a price list?”
which as I said early really means...
I’m looking for a new salon could you be the one!
After all, if they LOVE their current salon why would they want a price list?
In the past I’ve seen teams on very busy streets get 4 clients an hour using this simple, free little trick.
BUT I MUST STRESS to have ANY CHANCE the front of the business MUST be Clean, neat and tidy – NO dirt and NO clutter.
The Cave dweller HATES dirt and clutter.
The window must stand out and communicate to the subconscious brain and of course someone needs to train your team how to sell and sincerely I hope you let me do that with you.
My training is online so you can have me in the salon or spa whenever you want and team members can repeat the training till they’ve mastered the skills that make salon and spa’s profitable.
I train teams to make money with the 4 R's of REVENUE
Retention - Recommending services - Retail - Referrals
Signing up to the training is done at set times of the year so you'll join a team of like-minded salon and spa owners all looking to develop business by developing people.
If you’re on our Revenue Newsletter mailing list we will email you when you can join.
Finally, if you found this article, video useful then share it with others in the industry, there’s a lot of business owners needing more clients and this little trick costs nothing to use.
If you put the trick into action let me know in the comments below or on our face book page how you’re doing and of course I will always do my best to answer any questions if I can to support you in developing your business.
So there you go eye's - smile and wave
Have a wonderful day.
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