What You Can Learn From McDonalds to Instantly “Super-size” Your Salon Profits.
Did you ever go into a McDonald’s restaurant and the person taking your order asked you if “You wanted to super-size your fries or coke?”. If its never happened to you – maybe you’ll remember going into a DeAngelo’s sub-shop and them asking you if you wanted to add “chips or a drink” after EVERY order.
This process is called “up-selling” and its being used by companies all the time and you probably never even noticed. Although, in the McDonald’s case, the Feds actually forced them to stop – because it was so darn effective that people were getting fatter by the day.
Well guess what?
You can employ this same technique in your salon or spa and get meaningful results on the first day you begin using it. That’s right. The FIRST DAY that you use this technique – you will start getting results. Now, how many ideas can you say that about?
Now, I know that some of you are pretty savvy salon operators. And maybe you use some form of “up-selling” in your business right now. But what I’m going to reveal to you today – is a method that I’ve never heard any salon use in the 20+ years I’ve been doing this. So, pay close attention and don’t push this email aside thinking that you’re already doing this. You’re not!
Here is the trick – you need to “up-sell” every client – every time. Let me give you an example.
A client calls on the telephone to book a hair service. Your salon happens to be a day spa and you do nails and waxing let’s say. The receptionist needs to have a script for EVERY hair client that goes something like this.
Ok, Mrs. Smith, I have you down for a cut and color on xyz date at xyz time. Did you want to have your nails done or any waxing service done while you’re here on that date?
Magic! If you get your receptionist to ask EVERY client this same question, whether they’re booking on the telephone or re-booking at the salon, then you’ll immediately book more appointments. I guarantee it. In fact, you might be shocked at how many “additional” appointments you book every day.
But here is the real key. It needs to be asked every time to every client. Now, I’m not saying that you need to ask your male clients or children. I’m saying female clients.
Now, after a couple of days, you may ask the receptionist “how do you think this is going?” And don’t be shocked if you get a response like “not too well”. Because in their mind, if 2-3 clients of every 10 they’re asking are saying “yes” – that’s a failure. (By the way I know – I’ve asked cashiers, receptionists, etc. this same question before). They think that because 80% are not saying “yes” – its not working too well. Don’t be fooled.
You’re adding additional dollars to your sales every week – by asking a simple question! Now, I would also suggest that you make it “rewarding” to the front desk staff. In other words, tell them that for every “add on” service that they book – you’ll give them an extra $1 or something. This will give them incentive to continually ask the question right.
Now, if your salon is not a day spa – figure out another question you can ask that makes sense. Maybe you ask the “waxing” question. But either way, make sure you have a script and the question is asked the same way every time.
And here is another big one – record the results. In other words, make sure you keep track of “how many” up-sells you’re actually doing. And don’t make it so complicated thinking that you need to have everything “computerized” to make this happen. Just have a log at the front desk to get started.
P.S. If you have any great ideas for making HairMax better, send along an email to me, and I will try to include it in this year’s upgrade.
Best Regards, Steve Sampson
HairMax Salon Software is a product designed to be the best investment your salon has ever made. It is not only the easiest and most powerful salon software on the market. It is from a company dedicated to becoming the ultimate VALUE source to the industry.
Steve, this morning I had a huddle with my staff regarding up-selling, tonight I opened this e-mail from One Source Salon Systems…this was a confirmation for me. I needed to remind my staff and receptionist…keep up the great material.
I am interested in this software