How to retail salon products to men
MODERN asked Proview Panel members how they sell product to their male clients.
Hereâs what our panelists had to say:
âThe key with retailing to male clients is realizing that they want as few products as possible but they want the product to be versatile. I take into consideration the clientâs hair type, the different ways in which they can finish the style and their commitment to maintaining the style.â
âSteve Napier, master stylist/education manager of J. Bentley Studio and Spa, Powell, Ohio
âWe have found that our âReferral Card Programâ is the fastest way to get men into our spa and salon. We offer $10 off their next service for every guest they refer. It helps bring in new clients and it helps retain our existing clients.â
âSara Cruncleton, spa director of Ihloff Salon and Day Spa, Tulsa, Oklahoma
âWe treat our male clients like everyone else. We use a product, tell them what it does and why we are using it. Sometimes we also let them feel it or they can try it themselves. We always follow up with product advice at the end and ask them if they would like to buy anything we tried out on them that day.â
âGinger Pendley, owner of Anazao Salon, Snellville, Georgia
âWe do a couple things: complimentary clean ups between hair cuts and we give $20 off a service if a client refers a friend. We have found the most popular products our clients like are densifying shampoos and styling waxes.â
âDonna Ryan, stylist and manager of Splash Hair Studio, Conshohocken, Pennsylvania
âOur salon has a large male clientele and they are very loyal to their products. We choose the right products to use on them based on their hairâs needs. If they like it, they will buy it. Or, we will write the name of the product on a business card and often they will come in and buy it at a later date. Many men donât need more information other than us saying, âIt works.ââ
â Diane Chong, owner of Studio 107 Hair Inc., St. Albert, AB Canada
âI have specific products I use on all of my male clientsâespecially finishing products. I have found that in most cases, if a client likes the product, they will buy it!â âJack Lawrence, independent hairdresser at By the Strand Salon & Spa, Weston, Florida
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Help MODERN editors identify and analyze trends and best practices. Get VIP access to exclusive industry reports and product samples. MODERNâS Proview section is compiled by Associate Editor Lauren Salapatek at [email protected].