Marnie’s Hot Tips for Boosting New Year Salon Bookings

Marnie’s Hot Tips for Boosting New Year Salon Bookings

OK Mavens, who’s freaking out over their January Bookings? Grab a cuppa, pen and paper.. and get working on this one.

‘Lotto’ 

My ‘Lotto’ promotion is a lot like my ‘Christmas Tree’ December promotions ( a whole range of WILD amount gift vouchers, rolled up and placed in the Christmas tree – I’d get every client leaving to choose one and encourage them to book it for January there and then.)

So for those who didn’t do / know about the December promotions you can get your clients to play ‘Lotto’!

Lotto post example-
‘Who wants a $37 Microdermabrasion (valued at $120)?! “
To qualify:
👉They must share the post
👉Tag 2 friends in the post
👉Be over 18 or have parental consent.
(It’s up to you if you accept 1 or more people, keep it to under 10 though).

– Draw the winner/s in 3 days time (allows for more time to share and tag)

** You can do as many as you want – BUT – only 1 treatment per post, too much on offer is too ‘busy’ for the client – Keep it simple. One treatment per post.
Do a new post every 3 days or one a week. or twice a week, whatever you choose, just allow them time with the 1st post before going to the next post.

 Choose treatments that can have an ‘up sell’ option – like the Microdermabrasion Facial (keep reading for up-sell ideas).

  • or a facial in general
  • or a wax hour (ie: ‘any waxing we can fit into an hour for only $53)
  • or perhaps a skin needling one that has them come back in 5-7 days for a peel and LED (but they pay now and book before they go.) it should take 15 minutes staff time and rest they can be left whilst staff go do a brow service or small service – OR totally WOW the client by offering a hot towel and foot massage for the length of the LED treatment.
  • or Unlimited foils for $42
  • or free root fade with colour only xyz
  • or unlimited blow drys for a month for $49

🌟 The idea is that the offer you make:

  1. covers the costs of paying staff for that 1 hour (that you need to pay ANYWAY so they may as well be busy and WOWING clients)
  2. covers the cost of treatment given
  3. clients feel special and that they scored a bloody awesome deal and then gives you the opportunity to retail, sell a package of said treatments (at a then super deal ) because they won the ‘lotto’ !
    (ie: normally a 6 pack of micro would be $720 but if you take today’s offer NOW you can have it for only $375) The only T&C is that they must use this deal on X Y Days (a choice of your 2 quietest days).

This 6 pack = $62.50 per session (x6) so this will at least cover costs of staff, product used, and again it’s an opportunity to WOW them, retail to them, talk about other services and book them for other services you do. Charge more if you want, but the idea is that it is a no-brainer awesome deal, and it covers costs you would otherwise be out of pocket for on your quieter days when staff would just be standing around on their mobile phones).

 UPSELLS: I used to give clients a form to fill out which had the up-sells on it, made it SO much easier for the client to choose and for staff who just hate to upsell /retail!
I would offer a pre micro peel (valued at $75 as a stand alone peel treatment) for only $23, and a post micro Collagen mask (valued at 85 as a stand alone treatment) for only $27 today.
(Remember points 1,2,3 above as to why we are doing this!)

~~~~~~~~~~~~~~~~~~~~~~~~
My Form Example: 
“We would like to extend an upgrade for smoother skin and so you can get the absolute most out of your Microdermabrasion.

Please choose your selection here:

1) As we age, our skins ability to stay youthful and line free diminishes due to lack of Collagen production. Our concentrated Collagen & Hydrating Mask: Value $80, today only $49

Shall we perform the collagen mask for you? Yes No

2) An exfoliating Mask for Deeper Cleansing of the pores and further removal of dry, prematurely ageing skin cells, blackheads, whiteheads and full pores Value $75, today only $24.

Shall we perform the exfoliating mask for you? Yes No

Take both upgrades today for only $79: save altogether $66! Yes No

DO YOU CURRENTLY EXFOLIATE?: Y / N

If so how often? Daily /Weekly /fortnightly/ Very rarely?

If you do not exfoliate often we strongly recommend the exfoliating mask upgrade and consider taking the ASAP exfoliating scrub with you today. Using this just twice a week will assist keeping your skin as smooth as the microdermabrasion result itself – giving you longer lasting smoothness.
~~~~~~~~~~~~~~~~~~~~

Remember to ALWAYS Keep it simple. ALWAYS explain the BENEFIT to the client when up selling, it is always about them and why should they?!

See how I have worded it above to speak the BENEFIT to the client and WHY they should have it!

🌟 At checkout – you can always offer them the same deal for one more visit, if they book and pay now (allowing 24 hours to reschedule so as not to lose (like a deposit). Ask if they want it for a gift voucher for someone?!

👉Book them on your quietest days. Never your busy days. Important to remember!

Hoping this makes your quieter days busier and sparks the marketing imagination in you!

 

Want to learn more salon marketing ideas like this? Have a look at Simple Salon Marketing.

[VIDEO] Rude clients – how to eliminate salon no-shows

[VIDEO] Rude clients – how to eliminate salon no-shows

Hair & Beauty salons are losing hundreds of millions of dollars a year because of no-shows, and the lack of deposit-taking policies for fear of upsetting clients.

That was the headline on a blog post a couple of years ago. And it seems, little has changed. I fixed it in my salon, permanently, by insisting on deposits.

In fact, I was interviewed by Greg about this shortly after implementing the policy:

But in a survey conducted by Worldwide Salon Marketing, the vast majority of 130 salon owners questioned revealed they had no policy of taking deposits to secure appointments, and even it they did have a cancellation policy in place, it lacked ‘teeth’. But it CAN be so simple to both eliminate the fear, AND stop the no-shows, as long-time WSM member Kim Susskind explains in this recording with WSM founder Greg Milner.

If salons want to be taken seriously by their clients and stop hemorrhaging money, they have to take the lead from industries like travel, hospitality and entertainment, which simply refuse to take bookings without payment. Customers accept those policies completely. Try booking a concert ticket and telling them you’ll pay when you get there. It just doesn’t happen.

  • But, 88% of salons do not take deposits.
  • The average annual loss through no-shows is a whopping $10,000 per salon, with one salon reporting a staggering $52,000 – even though fully 80% of salons claimed they sent appointment reminders by text message.
  • Extrapolated across Australia’s approx. 25,000 hair & beauty businesses, the losses represent $250 million annually.
  • Of the 12% of salons who insist on deposits for appointments, the average annual losses dropped to less than $2,000
  • Asked ‘How many times must a client ‘no-show’ before you no longer take bookings from them?’, 31.5% said three times, while another 32% said “I always let them book another appointment because I’m too scared to lose the potential business.”

It appears the industry is beset by fear. According to one respondent,

“We do have a cancellation policy, but rarely enforce payment, as so few other beauty clinics do so. Clients will not come back.”

And this from a salon in Melbourne:

“I would like to put a cancellation thing in place but I don’t have credit card facility nor any way of safely storing peoples numbers.  And yip I am scared of scaring people away.”

But that fear appears largely unfounded. Said another salon owner,

“We started taking credit cards or a cash deposit on February 1st this year, for the first time. It works a charm, no more no shows, the clients now know we’re serious.”

Another long-time WSM Member, Sharon-Lee McGaw, says deposit taking has dramatically changed the way her clients behave:

Get the PERFECT client letter to stop no-shows – PLUS hundreds of tested and proven salon promotions, TEST DRIVE the exact same system Kim and Sharon and I use to boost our sales and profits. 

Test Drive the Client Attraction System 2.0 here

No contracts, no ifs or buts, just hundreds of tested, proven, done-for-you salon & spa promotions, templates and how-to videos.

It’s client-grabbing, ‘push-button’ simple

How to hire staff (HINT: Hire slow, fire FAST!)

How to hire staff (HINT: Hire slow, fire FAST!)

When hiring staff, most salon owners do so ONLY when they are

desperate…!

Someone just quit, gave a week’s notice, theft, had to fire someone on the spot, someone didn’t turn up, we have all heard the reasons many times.

Too many salon owners Hire fast, but Fire slow.. 

it needs to be the opposite!

Hire SLOW, fire fast! 

I’ve been there often and man, did I learn the hard way how hiring in desperation costs far more than not having that one staff member there.

Desperately, we sit at the computer, on our phones, we get the ad out there everywhere we can possibly think of.

“Staff required, Immediate start’, regularly checking to see if any magical email inquiry delivers us the miracle staff member we so urgently need.

The whole process that lead to putting out this urgent ad is mentally draining and exhausting.

We get applicants, we make interview times, a couple don’t show, some dash our hopes as on paper they seemed great, a couple show up and freak us out (how do I get out of this interview stat!).

Finally we have someone – ‘she will do’.

By this stage we are so frazzled, drained, worked extra hours, long nights and bloody over it all.

 

So, we go through our checklist :

Can you do X treatment? tick

Oh and that’s wonderful timing… tick

Can you do this? tick

Can you do that? tick

Can you start tomorrow? tick

No, you can’t have Christmas off. tick

 

Great, fabulous, awesome, wear this, see you at 830am tomorrow.

Ummm.. phew! Thank god I found her.

But herein lies a massive problem so many of us are guilty of.

PROBLEM: We do not plan out our hiring process.

It can be confusing to some, wondering how you would plan it out when you don’t know when you will next need to hire.

 

If you hire staff you must know these 3 things.

 

1) How to attract interest:  try to make it friendly, if not fun, no stiff upper lip. They want to know they can enjoy their new workplace. Even have some fun. (They do not need to know how stressed or desperate you are. They too are looking for their perfect work place, just as you are looking for the perfect new team member.

 

2) Meet them more than once before hiring!

When they do apply, I ask a few casual questions in email, to get interacting with them, see if I can get a feel for them.

Then I get them in for the first visit to chat.

Then the ones I short list, I get them in a second time to ask them to do X treatment on a model, from start to finish including how they recommend aftercare / home care.

Then I get them in a third time.

By this 3rd visit, you more than likely get to see the REAL them.

You will never see that person who interviewed the first day again!

After all, we are all on our best behaviour for that very first meeting, when they are more familiar with you and the salon, their true self will start to poke though.

 

Do you still like what you see?

 

3) Full training must be given!

It is SO important to ensure full training before they are put into client work. NO MATTER HOW DESPERATE YOU ARE.

At the very least a full day training them up, if not a few days. (Even if they can shadow a trusted staff member to learn the ropes and you cover the important steps)

Going through your salon policy & procedures manual, going through hands on treatment training with models and HOW to keep it consistent each and every treatment visit, every day.

(Don’t have a written Policies & Procedures manual? Go HERE and have the work done for you!)

 

Most salon owners hire so desperately and quickly, they do not train specifically

“HOW we do it HERE”

how we answer the phone

how we explain treatment A, B, C

how we up-sell

how we retail

these are OUR RULES here

… and then they wonder WHY they lose control of their staff, their business.

 

TIP: I used to randomly advertise for staff – especially if my staff were getting complacent and lazy – this would make current staff curious if someone was getting fired soon, so they would step up & stop being lazy.

IF I found someone worth hiring, but no one was leaving, I would do my best to actually create a job for them!

I would market my backside off to create work for them.

Be sure you learn how to HIRE and don’t just wait till you are desperate!

Did you know you can have 1 on 1 coaching to help you through your stressful times?

Just $295 and you can have 2 coaching sessions and 2 scripts for you to use in your salon. Call me on 08 9443 9327