Trouble Closing Sales?…Try This!

Trouble Closing Sales?…Try This!

Have you ever had that sinking feeling, after you’ve spent time enthusiastically explaining a service or treatment to a client…

…and you stop, and wait, and she says…

“Thanks…I’ll think about it….!”

And that’s where you go “oh, damn, lost that sale…”

You can have the best marketing on the planet – the right offer, the perfect Facebook page, a website that dazzles, a salon that screams quality, happy and accomplished staff…but if you haven’t worked out how to actually get the sale once all that marketing has created an inquiry, it’s all for nought.

The late, great American sales mastermind Ziglar was fond of saying “poor sales people have skinny kids”, and he’s right.

So many of the businesses I consult with have great marketing, but they also have what I call a finely tuned “Sales Prevention Department.”

I bet you’ve heard sales people say it’s all about “handling objections,” right?

John Blake is an accomplished sales trailer of my acquaintance, whose business is helping business owners increase their sales.

This is what John teaches about “handling objections”:



“For a start, If you are getting objections, especially at the tail end of your sales process, what it means is that something is broken at the start of your sales process and most times, it’s happening way before you get to the end or to the “closing” part of the conversation.

What I find when I work with clients on their sales process is when we fix the front part of their process for handling new enquiries, we rarely if ever get objections at the end.

So what are your options if you haven’t had your sales process optimised and this does happen to you…

1.If it’s a question, you can simply answer it

What can also be really useful is to know in advance how to better answer common questions in a more powerful way. What I normally suggest is a list of frequently asked questions or FAQ’s but also a list of questions that people who are in the market for your product should ask which are called SAQ’s
This will go a long way toward keeping a sale on track.

2. If it’s a mis – understanding, you can dissolve it by simply clarifying the point in question

Often an objection can be dissolved simply by doing this.

3.If it’s a stall or a decision to postpone the decision

What I normally suggest and do myself, is to ask “when would you like to continue the conversation?”
This effectively does two things, it puts the onus back on your prospect and makes it their idea as to when to talk again. And because it’s their idea, when you do contact them again, you are doing so on the date and time that they said.

Never do this:

Where sales people get into trouble is when they try to trick people into buying by using “linguistic binds” that attempt to force someone into a pressured decision. There are sales training programs that teach these things and whilst they may get you some short term sales, long term they end up being toxic to your business

Here’s why

1.Potential clients hate it (and will go tell the world how “pushy” you are)
2.Even if they do become a client they will be the client from hell (I know because yep I’ve tried it)
3.If they do become a client and they actually stay, they will never refer or subject anyone they know to the torturous process they went through with you to become a client.”

Good advice, don’t you think?

If you want to know more of John’s work, check out his website here.

Speaking of websites, is YOURS functioning like the best ‘unpaid salesperson’ it should be? 

If it’s not, we’ve got a FREE tool for you – our brand new Website Analyser – just enter your details below, including your website’s address, and you’ll be send a FREE, 30+ page report that you can send to your website designer and say “fix these please!” 
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.


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


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] How to Make Selling in the Salon EASY

Interview with Marnie Kallmeyer, host of Salon Mavens with Marnie Kallmeyer on Facebook.

Selling retail in the salon frightens many hair & beauty professionals. But in this interview, Marnie dispels the myths and nonsense around selling salon retail – – or services, for that matter – and says it all comes down to two crucial phrases.

“Selling doesn’t have to be a dirty word, like a sleazy car salesman,” says Marnie. “It’s about telling – the more is told, the more is sold.”

[VIDEO] Use Your ‘Super Powers’ – with Julie Piantadosi

superpowersYou’ve no doubt read many articles telling you what to do to become successful in your personal and business life. This is all very well and good, but I’m sure you have also figured out by now that there is no magic trick to win this race.

There is no quick fix or shortcut to the fame and glamour most of us dream of. So where does that leave us?

As part of my role at Timely salon software, I frequent many expos and networking events. Just recently I attended Beauty Expo Australia, and the highlight this year was talking with Julie Piantadosi. She is a no-nonsense type of gal, with a highly contagious and positive spirit. Her wealth of business experience makes her a powerful and effective speaker. As I chatted with her and listened to all the amazing things she does, I couldn’t help but wonder “How does Julie do it!?”

Check out Julie’s website here!

salon software

How this salon QUADRUPLED sales – in two months.

LabellaAchieving a massive increase in salon sales isn’t actually all that difficult – IF you’re prepared to to take Massive Action.

At Labella Beautique in Rockhampton, Queensland, owners Deanne & Shenae joined Worldwide Salon Marketing’s My Social Salon program in late May 2014. Two months later, they’d quadrupled their sales with a concentrated marketing effort using easy offline and online marketing tools & templates downloaded from the Members Only ‘sealed section’ website.

Admittedly, they were coming off a low base – but if a young (8 months old) little salon in the back blocks of regional Queensland can do it, any salon can. Here’s how Deanne and Shenae describe their marketing breakthroughs…


salon-marketingLabella Beautique is a Member of the My Social Salon marketing & mentoring program, the world’s most comprehensive, done-for-you, online and offline marketing system developed ONLY for salons and spas. Membership is strictly-limited and available only for those salon owners who want to be business owners, nor merely therapists or technicians.

Click here to see if you qualify for a 30-day Money Back Guaranteed Test Drive.

Day Spa Business Plan: How Jane Generated A Ton Of Referrals

Inner Circle member Jane Mason of Pure Day Spa in Caloundra was facing a double challenge: not only was her primary market tourists – her spa is in a hotel, with little or no walk-by traffic – but she’s in the heart of the area devastated by the Queensland floods this past January.

As Jane writes below, she had to take MASSIVE ACTION – and used some classic “Sales Thinking” to come up with a clever twist on the famous Queen of Referrals system in the Toolkit.

It worked brilliantly – and Jane has generously shared the marketing pieces she uses in this campaign with other Members.

“It is quite basic and the letter could most probably do with tweaking. I rolled this out to 4 of my top hotels, as at a recent meeting they all said they were struggling and to be honest so was I (and looking at closing the door).
MASSIVE  ACTION was needed. My salon has a 30/70 split in favour of the tourist due to us being inside a hotel and very little walk past. Although not directly flooded, a lot of my regular holiday clients are from Brisbane, Grantham, Toowoomba and the Lockyer valley.
The way it works is simple, I send the hotels 60 vouchers to the value of $25, which they can do with as they wish… Staff incentives, booking incentives, hotel Guests and residents.
When they run out they call and I take them some more. I keep track of the vouchers and at the end of the month the winning hotel gets a $100 voucher. Some of the hotels have gone to town with it, putting posters in lifts etc, others are a bit more discreet.
We gave out 240 vouchers in March and got back 67 (the girls also tried to upsell on the pedi’s so that in actual fact we didn’t give anything away).
The average spend per service $122.75. We have found that even if they don’t use the voucher the seed has been planted and they call us first without looking around town at what’s on offer.
We also had an offer that was value added that they couldn’t use the voucher on which the girls upsold (some were better than others at doing this). We have found that hotels that didn’t have them were phoning me to get in on the act so in April we have rolled this out to another 8.”
Now that’s what we call smart marketing. And obviously, getting results.
67 new clients at an average spend of $122 = YOU do the maths!
 of the entire system.