The POWER of "RIGHT NOW"!

Think for a moment about salon retail... then, continue thinking about "retail" in general.

OK. Let's pretend you are at Neiman Marcus, looking at a PRADA skirt you want to buy. Please

know that that SAME SKIRT is most probably also available at Saks Fifth Avenue, at the PRADA Boutique and On-lline, at PRADA. That skirt is not "EXCLUSIVE".. but YOU WANT

it and you are right there.. AND, the gracious sales associate has set up a room for you to

try on the skirt, offered you bottled water or another beverage.. And, the fitting room is

comfortable, well-lit and RIGHT THERE.. NOW. OK, you could scroll down your phone

to search for various pricing, availablity .. it could be sent to your home,.. OR you could go

to another store to get the skrit. The choice is yours............... BUT. There is a POWER in

"RIGHT NOW". Making that significant purchase decision, and making that decision so easily, fast, and served to you with care..... all this makes an impact. Part of the purchase

decision is th EXPERIENCE attached.

AND, OK. suppost you try on the skirt... and you don't like it... You have saved yourself time,

effort, and the attempt to return a garment you should not have purchased.

This same situation holds true about salon retail. Yes. It is not as easy as it was in the past.. BUT, it's also how YOU 'play the game". And it begins during the service. Example: When washing the hair and conditioning it, show the client what you are using. She will see, smell and feel

what it does. Bring one retail size of that product to your station. Say nothing as you cut

or style her hair.... until you are almost thru... You might mention: "I'm placing this product at our reception desk. If you'd like to take it, it will be right there for you."

Does this work every time? NO. Does it work most of the time? YES! Why.. because of the POWER of RIGHT NOW.. and YOU used this item during the service, recommended it, and her hair looks great! The

experience the client has enjoyed during her time with you created the sale. YOU. and the

experience. Exclusivity is nice but does not last forever.... YOU are what makes the difference! B