But amazingly, the salon/spa industry represents less than 1% of all color cosmetics sold! Weird?!
So here are some key tips from the salons that do actually sell color cosmetics.
First, retail is detail! Someone in the salon must keep up on the tester unit! That has GOT to be someone's job. Every day in the morning this person must look at the tester unit.
- Are the lipsticks halfway up so they can be seen?
- Are there any chunks taken out of any of the cosmetics? If so, reshape it!
- Are dust/fingerprints to wipe off?
- Are there supplies for clients to try products like mascara wands, sponges, Q-tips? Is there a trash can close by to dispose items?
- Are the caps clean?
- We recommend that you clean the brushes at least once a week at the end of the day. Lay them out so the water doesn't get in the metal part of the brush and damage it.
- Want to make the lipsticks really pop? Flame them! Yes, at the end of the process for making lipstick, a flame if put on the lipstick. This makes it look brand new, shiny, beautiful. You can do this in the salon with a lighter or a match!
- Is the signage current?
- Wipe the testers with a clean napkin. This makes them look brand new again.
- Replace any testers that you can see the pan. It makes you look fresh. With Mirabella, all but 4 of our items on the tester unit are items from stock. Take out a regular item and replace the tester. Keep track of this and quarterly, you can buy the replacements at 40% off.
The hardest thing is the next tip. Touch each client with the line on every visit. The salons like Studio 404 sell a lot of color cosmetics because that is part of the service they offer to the clients, a mini touch up. Grab a Pure Press powder, a Blush! Duo, and a Colour Shine lip gloss. Apply and watch your client fall in love with your service even more! Take the time!!!
And finally, be involved with your community. There are bridal events. There are womens events. Join those events or hold your own events each season.
If you do these things, you WILL be amazed at the business you will create. KRS consulting, which is part of Michael Cole and Summit Salon program, have found that salons that sell 20% or more of their total revenue sell color cosmetics. They don't carry cosmetics! They SELL them.