Many salon owners often find themselves feeling salesy and anxious when speaking with potential clients in order to sell them a service. Clients don’t want to feel like they are being taken advantage of, nor do they want the added pressure of a sales pitch. So how can you ensure you don’t come across as pushy or unprofessional?
By simply asking the client questions as if you were having a regular conversation rather than a sales pitch. Your goal is to elicit information and benefits from your clients in order to create solutions that will satisfy their wants and needs.
The following article will break down some of the easiest ways for you to speak to your clients with confidence without feeling like you are selling them or sounding salesy—but instead helping them receive a better solution for whatever they are coming in asking for in the first place.
So without wasting any more time let’s get started with 10 ways to not sound salesy while selling your salon services.
1. Be positive and empathetic.
In order to be perceived as the most trustworthy, you need to make the client feel good about you. Instead of coming across as salesy, think of your approaches like someone you would want to have over for a nice dinner or drinks. This is a way for you to get the information they are needing from them in a socially acceptable way. Your goal is not to just get their business, but instead, provide them with some value. Over the years we have seen some entrepreneurs treating their clients pretty bad. They don’t make an effort to nurture the relationship they have with their customers. Unfortunate such personalities do not last in the world of business. The word spreads faster in the market and if you will not take care of your customers they will go to somebody else. So to avoid this always have positive and empathic
2. Ask good questions.
You need to be able to ask the right questions in order to hear the answers you need. So rather than just telling them what you need to know, ask them how their life is and if they are enjoying what they do for a living, etc.
This will help you get more information from the client and be able to see what their needs are first hand so you can deliver them with a solution that will solve their wants and needs better than anything else they have tried before.
Asking appropriate questions is one of the best ways to sell your service, it fastens the decision-making process for the customer. The questions you ask should determine is he/she is your ideal customer or no. If no it will be waste of time to sell them because they will not buy it.
For anybody who has complaints about them being salesy our recommendation will start asking probing clear questions to your clients.
One thing we highly recommend is having a set of proven strategies to sell your service and we at salon shark provide them at our strategic management services. Visit to learn more.
3. Avoid getting caught up in the moment.
While you are selling your service to your client, make sure you take a step back and look at the big picture. Are you with a customer who has not purchased any services from you before? Or are you with someone who is a regular client? If they are new customers, make sure they have what it takes to become your regular clients by avoiding sounding salesy during their initial consultation. Do not rush them or pressure them into making a decision that they are not genuinely interested in.
If you have a regular client, look at your relationship with this person. Are you the type of person who seems to always be on the same page as he/she is? If they wanted to purchase something from you but they aren’t ready for it, do not try to force a sale at this time. This will make you seem like someone who is trying to just get money from people, and this is never good.
4. Be the expert.
When you are speaking with your clients, do not be afraid to let them know you are well versed in the business of beautification. You should never feel like you need to prove anything to anyone. Be confident in who and what you offer, so much that your clients will be impressed by your knowledge and expertise. When they have this mindset, they will become more receptive to hearing what it is you have to say rather than being defensive or resistant towards it. This is a fun way to sell your service and feel more confident when talking to your clients. You want them to see you as the expert, even if you are not a state-certified aesthetician. If you feel like anyone can perform this type of service, our recommendation is that you find another profession that you enjoy doing for a living. There’s always plenty more competition in the beauty industry, so there’s no need to be in it just for the money.
5. Listen more than you talk.
This is the best way to sell your service without seeming salesy. You should always make it a point to listen more than you talk. You certainly want to show them how you can help them, but it doesn’t mean that they will rush into things if they don’t feel like this is the right path for them. The worst thing you could do is have a client who just buys your services to make you go away only to never use a single service again. The best way we recommend to avoid this is to listen and remember the client you are speaking to. This will allow you to have a good idea of what their needs, wants, and desires are in order to give them exactly what they want. Don’t ever take rejection personally, because you will become immune to it after a while. This is one of the best ways our team has created a strategy for selling your service in a non-salesy way without sounding salesy.
6. Connect first.
When a greater emphasis is placed on relationships, selling is done better. When you take the time to connect with someone before you share your offers, it shows a genuineness that customers are often drawn to. Your clients should feel like they can trust you. They should trust that you’re listening to them and that you care about them as a person more than just for your money. The culmination of the Sales Pitch is building rapport with the customer. You shouldn’t ignore it
Some of my favourite ways to connect and build rapport with clients are active listening and asking open-ended questions. Active listening is when you give your client your full attention and let them know they have it. Nodding your head can show someone you care about what they’re saying.
The type of inquires that requires more than the answer yes or no. If you ask clients to be open with you, they may end up feeling comfortable and trusting of you.
7. Have a sense of urgency.
While you are meeting with your client, make sure that you do not beat around the bush. Your goal is to get as much information as possible from them so that you can deliver the best solution for their problems. You also have to think about how they are feeling and present yourself accordingly. This will show that you are taking their feelings seriously and is a great way to build rapport with them if they have not purchased from you before. Urgency helps in delivering the promise you did before you sold them on your service. Always remember while dealing with a new client make sure you keep your word to deliver something you said you would do because if you fail to deliver the trust goes down and you lose that customer.
8. Speak about them, not you.
At the end of the day, customers want to know how your product or service will affect them. This is more important to them than hearing about how it affected you. For instance, a customer will care much more about how a face wash will clear their acne rather than how it cleared yours. Remember this simple point when you’re engaging in conversations with potential clients, and be sure to keep the focus on them.
9. Be authentic.
The most effective sales pitch is one that is authentic. Nobody wants to be persuaded into something that does not suit their personal objectives. When you sell anything, customers want to know that you’re not just acting. Customers want to see your actual product and service in action. If they discover that you are deceptive, they will not buy from you. Not being honest upfront really puts a tag of salesy which never good for business.
10. Allow yourself to move on.
If you take the time to build a rapport with potential clients and listen to them, you’ll likely have a pretty good idea of whether someone is genuinely interested in what you offer. If the person isn’t interested, it’s okay to move on. It is not necessary to sell to everyone in order to be successful. When you allow yourself to move on from that relationship, often the person feels more comfortable and might even end up referring other people to you in the future.
Sales do not come easy, but they are achievable. Never get frustrated with your sales as long as you keep trying to find ways to improve your pitches until you make the best fit for your potential clients. The key is just to stay consistent and never give up. We hope these tips and tricks will help you build a powerful relationship with your potential clients and grow your business one sale at a time.
If you want some extra strategies for helping overcome becoming salesy visit us at salon shark where we can help you engineer your scripts which will perceive you more prepared and confident in from of clients.