Tips to Sell Skincare – Especially now during the COVID – 19 crisis
I don’t have to tell you; at this moment in time it is a nightmare for the Hair and Beauty industry.
We are all struggling to keep money coming in – we need cash flow right?
If you are one of the people that falls through the gaps of being able to claim anything or if you are a director and don’t want to become furloughed because you need to keep your business going. This way you can keep marketing your business and keep in contact with clients.
Now, if you have skincare and products to sell from your salon, now could be the best time to do it!!
I can already hear you asking, but how?
Massive increase in sales
I have noticed a massive increase in sales for my skincare. Now it could be numerous reasons, one being that I am not so focused on the salon and the revenue needed there to cover costs. Or maybe not worrying about getting the clients through the door, or managing staff etc…
Because we have been forced to step back from our salons, it has given me time to focus on skincare sales and building relationships with clients, but online and not in person.
A comment many clients have said to me is ‘they are wanting to help more local businesses instead of the big brands’. How amazing is that?
Without being mean, this is a time to capitalise on this… ‘People want to help smaller businesses through this crisis’. Now, if this is the case get your products in front of them.
First things first
I would always say, look at your profit margin that you get from your supplier. This is when we need more than a 20-30% commission. We need a product range that is giving us at least 50% commission. That way you have far more flexibility to offer discounts in your salon or to your loyal customers.
Have a look at your profit margins and if you don’t have a big margin, I would consider looking at a different brand.
Most salon brands have a big margin, if some of your products are from a multi-level marketing company, it is likely it is a lower percentage. Now there is nothing stopping you ringing the company and seeing if they can increase your profit margin during this time.
Ok, so we want money, but how?
I would be looking at:
- Do some DIY videos, using your products. This way clients can see what you use, and they will want it to.
- Write some blogs:
- about stress during the corona virus
- Why skin breaks out during stressful times
- How to look after your skin differently when we have to stay indoors
- Ask clients directly. We all have some clients we know well. Ask them if they will support your business during this shut down, by buying skincare. I know this feels awkward. But what is the worst that can happen? Do you think everyone I have asked has said yes? – They haven’t, it’s fine!
- Start a separate Facebook page for you skincare/beauty or hair products and really focus on getting pictures out there.
- Get clients posting pictures – this is the best way to get attention. When clients receive a parcel, ask them to share a pic on your Instagram and Facebook wall.
- Post reviews – this is the time to message clients and ask them to review your products. Get it all over social media.
- Use stories on Instagram and Facebook to re-share your reviews and pictures. Share like mad and get attention on your products.
Just to reiterate. Clients are your best allies right now. Think how long have they supported you? If you ask they will deliver. Believe me, that is how I have got my own skincare sales up.
‘I haven’t got any products to sell’ – Don’t worry.
Ok, so you don’t have any products. There are so many companies out there that want you to stock their products. Now some may do a sale or return. Some may do drop shipping.
If you don’t know drop shipping is where you don’t have to do very much. You do all the advertising to your clients. You do all the social media and building relationships, but you do it under your own page (I recommend setting yourself a new page up for this – pick a company name, use your salon name. Say your salon is called ‘Beauty by Louisa’, you could have ‘Retail Products @ Beauty by Louisa’ as a separate Facebook business page, where you just do product sales.
Many companies you could promote the products and have a unique code for you. You get your client to put in the code at checkout, the company send the products straight to the customer.
Does that make sense?
Basically, what this means is you promote to your clients and give them a code Louisa10 for example.
This gives then 10% off and the company will see the code the client has used and then send you your commission. You could still earn 20-30% and you have given your client 10% off, but you haven’t lost out.
Or you could give them 20% off and you earn 20% as an initial sale.
Is this making sense?
It is a very low hassle way to sell to your clients.
Love the products you sell
This is so important. If you don’t like what you sell, it won’t work. You may think you aren’t a salesperson (I hear it all the time).
However, what about when you get that client to re-book? Or you get them to have more treatments in that appointment. That is all sales, but because we are just being ourselves and natural it doesn’t feel it.
That is the perfect sale and that is what you need to achieve with the products.
Just try the, first. Find the one product in the range that wowed you. For example as scrub is really easy, because it is instant. So you can say ‘wow my face feels incredible. It is like brand new skin’. A client sees that post and thinks, what’s that I want it. Boom! A Sale!!
It doesn’t have to be complicated – just try it!
For example, my company is called LA Skincare. Have a look www.LASkincare.co.uk
At LA Skincare, we understand it is hard to do an opening order, so we have numerous options…
We have a mobile package, a small beauty salon package and we also have a drop shipping option.
I would always recommend you buy the starter pack to try as sales only ever work if you believe in a product and you are genuine. If you are not a fan, clients can see right through it, so you have to be passionate.
If you go to https://laskincare.co.uk/product/starter-kit/ and enter SALONPACK you can try the products at a heavily reduced rate.
Anyway, this is not meant to be a sales pitch. It is just an example. But if you want any more info on this just send me a message.
See you next time