RECESSION SCARES STYLISTS?

In my conversations with our clients, I have heard something that I have not heard before. Owners are telling me that stylists are asking, for the first time, what they can do to make more money. It seems like the recession is starting to make an impact on the stylists’ checks. Guess what the answer is… the same darn thing that we have been telling stylists forever. Maybe some good will come out of these slower economic times. Maybe this will teach some lessons.

You know the following. You have been saying this over and over and over. Anyway, here is what we need to be doing:

· Talk positive to the clients. If stylists spend their time saying “woe is us,” it will impact the clients buying habits. Be positive. Clients are coming to us, in part, to get away from their problems.

· Up sell. That add-on service can make a difference on the stylist's paycheck… and on the bottom-line of the salon.

· Pre book. Get them back in. A $50 client coming in every 8 weeks, compared to every 6 weeks, makes a $51.00 difference to a stylist that is working at a 47% commission. Taking that times 100 clients means $5,100 to the stylist.

· Retail. We know that besides money in your pocket, it helps to keep people coming back.

· Retention. Watch those retention rates. Who is able to sustain a long-term relationship with both existing and new clients? Run the reports and let the stylists know if they are having problems retaining clients. Find out why clients are not coming back and try to fix the problem.

· Education. Keep getting better. You don’t have to go to a class to educate. There are plenty of magazines, tapes, product information, and others in the salon that can help stylists get better.

· Ask for referrals. The best way to get more business is to ask a satisfied client. Make sure that the stylist understands the importance of asking.