Salon marketing is complex, confusing, and so very overwhelming. Read on to learn the evils of discounting, and to download your free salon marketing template – it’ll ease that confusion, overwhelm and stress.
“Experts” tell you to make sure you have your logo big and centered, and make sure you ALWAYS discount. Discounting is the key to success!
Let me explain.
Discounting surfaced in the mid-60’s, when the post-War boom was occurring. Everyone was off rations, and families finally had money to spend. Stores like Kmart, Target, Wal-Mart all started appearing – offering massive savings when customers bought bulk.
Why buy 1 pair of women’s leggings when you can buy 4 for the price of 2? Why buy one gallon of milk for 80c when you can buy 4 gallons for $1? Wal-Mart and Kmart, especially, took advantage of these discounting offers to the point where it became a “discounting war.” ‘The Discount Wars,’ the media proclaimed.
At the time, it all worked well. Business was booming, customers received deals after deals – yet, eventually, the appeal wore off. When everyone started to discount – from big supermarkets to small boutique salons, it became an old-tatic.
Sure, discounting works – when it’s done right. But that’s the thing. Most businesses – especially salons – will give you 30% off a leg wax; or 50% off your next cut and colour. But at the end of the day – who would you rather go to?
The salon that offers 50% off your cut and colour, or the salon that offers you a free head massage, an added blow dry AND a sample of NAK straightening cream, all valued at $128, when you book in for a cut and colour right now?
The second one would get me in – and I’m a guy. I’d grab that cut and colour any day with an offer like that. But 50% a regular cut and colour? Boring.
See, knowing how to write offers that make people pick up the phone, that get clients BEGGING YOU to give them the offer, that’s real marketing that works. Solely relying on discounting is in the past. It’s time you learn what TRULY works, and how to really do it.
These principles work in print advertisements, flyers, over the phone, in texts, on Twitter, Facebook, Pinterest – heck, even Instagram. What I’m about to teach you digs into one thing: the human behaviour.
This works because we’re all human. Regardless of if you’re in Germany, Japan, the US, UK, or Australia – this works (when written right). So if you want your phone to ring endlessly off the hook, to upsell clients on the spot, read on.
How to Write an Ad That Works
For this blog, I’ll be showing you exactly how to figure out who you’re selling to, BEFORE writing an ad.
You MUST know exactly who you’re trying to sell to before you write any form of marketing material – be it an ad, a text, email, post, etc.
When writing any offer – you need to know your perfect, ideal client. That means knowing three things:
1. What you’re selling.
2. Who you’re selling to, and
3. Why they should buy from you.
Sounds easy, right? Sure, the first part is. It’s whatever you’re selling – a fullset of lashes for $199, hair extensions, Brazilian blowout, nails, whatever it may be.
Now, knowing who you’re selling to sounds easy, right? You’re selling your extensions to women, your kids cuts to kids – maybe you’re a barber servicing men. Your hair extensions could be selling for $149 – for women. Pretty easy, huh?
Almost there. Be a little bit more specific. Why? The more specific you are with who you’re selling too, the easier it’ll be to write any ad for those potential clients.
If you’re in beauty – let’s say you offer a fullset of lashes for $199, to busy Mom’s who want to look and feel more beautiful, and who don’t want to have that ‘rugged Mom look.’
If you have a hair salon – you could offer a Brazilian Blowout for $139, to busy professional women who don’t have the time, or who can’t be bothered, to deal with their hair constantly.
Can you see how those two types of clientele are MUCH more specific than just “to women?”
Suddenly, you can start writing an ad – an offer – for those busy Moms: “Treat yourself to a new, beautiful you while the kids are in school….”
Or maybe, with lash extensions, you’re aiming for single women who have more money to spend… “ATTENTION SINGLE LADIES: do you want to find that man who notices your flawless beauty, and compliments you every single time he sees you? With these all-natural mink lashes….”
Aren’t those two offers much more appealing than just “50% off – today only?”
The success is in the details.
Once you have your ideal client in mind – now we can move to the next step:
What are you really selling?
You’re not selling eyelash extentions, beauty, hair care – whatever the ‘product’ or ‘service’ you sell is. What you’re really selling is confidence, or reactions – compliments, beauty, sex appeal.
Your clients come to you because they want to look gorgeous for a date they have this week; or because they want to feel sexy for their husband when he comes home from a business trip. Heck, your client just wants to feel beautiful. They want to be complimented for their look and their beauty.
When you sell these type of reactions – the confidence, the beauty, the sexiness – this is what makes clients pick up the phone and call you. Not discounting, not smooth legs from waxing, or wavy hair. No – they want the smooth legs because their boyfriend can’t get enough of them, or their wavy hair so they’ll get higher tips at work.
So think about what you sell: are you selling beauty? Are you selling a woman’s confidence? Or are you providing her with the opportunity to make her husband feel proud to be married to such a gorgeous woman?
You might be thinking “how derogatory! I’d never sell confidence or beauty!”
Well, take a look at Victoria’s Secret: they don’t sell bras and panties. No, Victoria’s Secret sells confidence, they sell glamour. A woman will buy Victoria’s Secret because she knows she’ll look sexy as hell in whatever she buys.
So why not give your clients the same honour when they come to you? If you’re truly the best at what you do – and because you’re reading this, I know you are – be proud of that. Look your client in the eye and go “I’ll make you look and feel more gorgeous than what you already are.”
Next – why should your clients buy from you? Why should they trust their bodies with you?
Do you have any guarantees you can express with them?
Do you have any testimonials from other clientele?
Have you won any awards?
Are you or your salon in any media publications?
Or are you simply the best of the best?
Any new – or existing – client wants to know they’ll be looked after. They want to trust you. If they don’t – they won’t come to you. That’s why building this trust between your salon/spa and your clients is VITAL.
Having a guarantee (they don’t all have to be money back ones!) will build trust. Showing testimonials from other clients, any awards, publications – and even if you just give away free information – is all trust building.
And trust building = clients.
Clients = money.
Money = happy you.
Now that we’ve covered everything you must know about your perfect client, you can download the FREE perfect client template below. Print it out and fill it in before you write any marketing material, and you’re one step closer to filling more appointment slots and making more money than EVER before.
Below, you can download your free salon marketing template. This checklist you can use – for free – whenever you’re writing a new ad for your salon. Use it as a guide so you always remember what you’re selling, who you’re selling to, and why they should buy from you.
What’re you really selling?
In the second part of this blog series, I’ll show you EXACTLY how to write an ad that works, and one that attracts your perfect client. But that’s for next week.
Remember: you need the right ad, to the right people, selling the right thing.
If you don’t have all 3 aligned, your marketing just won’t work, and you’ll be left scratching your head going “why the f*$* isn’t it working?!”