Want to Sell Hair? Remember Three Questions
Anyone can sell with this easy method
The time has changed, and the human track hair sales do not contribute to the daily revenue like old days when it was as much as 50% of the gross sale on average. At that time, hair was so important that employees who can sell hair well were highly valued and were given incentives by the employers.
However, if you have just started working in the beauty industry, you might have no idea where to begin with a customer who is looking for track hair. At times, you even resort to avoiding customers or might get manipulated by them. To avoid such mishaps, I want to share a tip to sell hair.
First, you need to scan the hair the customer is wearing as soon as she enters your store. Is it braiding, twist, loc, human straight, or synthetic curly? If you know what she is wearing, you can guess what kind of products she is looking for. When you start the conversation with her, you first ask if she is looking for straight track, wavy hair, or curly track to figure out her interest. Then, you follow up with these three questions.
These three questions are the most basic and essential questions that precede any hair sale, and based on these, you can easily recommend products that your customer desires. It doesn’t matter if you are new. If you ask length, color, and quantity, the customer will appreciate your professional service.
Track Hair 101
Everyone who worked in the beauty industry at least for a while knows 10″, 12″, and 14″ are the most common and popular among the typically available range of 8″ to 24″ processed track human hair. When it comes to colors, for dark tones, #1B, #1, and #2 are the most popular in that order.
In addition to the seven basic colors, you should know two tone colors and steady-sellers such as #BG, #613, #350, and #99J. If you want to know more about hair color, Kanekalon Braiding Hair Color Chart offers a great study material. Speaking of quantity, it depends on the size of head and how much volume is needed for a desired style, but two packs of hair are the average requirement, and for longer hair, three packs are more likely because the hair volume in a pack decreases for longer lengths.
In addition to the basic sales skills aforementioned, if you want to upgrade to a next level, you should know the different qualities of hair. For each quality grade, you can categorize products from different manufacturers and brands. Then, you can safely assume that you know every hair even if you don’t carry them all. If you grasp the categories thoroughly, you can recommend comparable products from a different brand when a customer asks for a specific product. Because you know the products in the same category are comparable in quality and price, you can continue the conversation while opening up a substitute hair pack and show it.
For example, when you talk about straight hair, you can tell the categories are full synthetic, synthetic blended, regular human hair, premium hair, Remy hair, virgin Remy hair, unprocessed hair, and so on. You only need to put every item in one of the categories.
In addition, you should be able to tell the difference between the different qualities and spontaneously answer the questions customers ask, which will lead to purchase. For example, if a customer asks what the difference between Remy and virgin Remy, you shouldn’t just say, “virgin Remy’s better because it’s more expensive.” That would be the least productive.
You should first bring both samples for customers to touch and feel and explain that “virgin Remy hair starts with high quality and healthy raw hair and undergoes an extra conditioning process during manufacturing which makes it last longer, in addition to having a uniform direction of cuticle as it was made to a track by arranging hair in the same direction, which reduces tangling that is often caused by cuticle being tangled; and higher quality hair lasts much longer.” The customer will think she received a satisfactory answer.
About sales skills
What to recommend first
If you want to quickly finalize a sale, you should know a customer’s budget and recommend products that fall within the price range from the beginning. However, if you want to sell a higher-end product even though it would take longer, then you should start with the one or two qualities higher than what the customer looks for.
When you show the hair
Sales beginners tend to hand over a hair package to a customer without opening it. In this case, unless a customer came to buy a specific hair, half of the time one who is not decided what to buy will not buy. When a customer wants to see a hair, something must be done. You open the bottom of the hair package and pull out the track hair halfway and shake the package naturally so that the track hair can get loosen up while it is still behind the package from the customer’s view. You start the price negotiation after asking the customer to touch the loosened-up, soft hair with hands. You should also open one or two packs of higher quality hairs, so that the customer can feel the difference. Of course, the higher end hair feels better, so even for customers who came to the store to buy a lower quality hair, it becomes a tough decision.
Know the customer
It is absolutely necessary that you appreciate every customer’s business and offer the best service at all times. However, sometimes you can take a high stance to make the sale. In other words, instead of being a humble servant, you can get a better result when you act like “if you can afford this expensive item, you can get it.” Although you meet different clients every day, the purchase patterns of every customer fall into a number of categories. When you master those, your sales experience will become even enjoyable.
Well, you can sell hair so easily.
How long? What color? How many?
Let’s try them right away. Your workday will get much shorter!