Sell ​​more with less

Optimize Your Product Selection

Optimization is about more than simply reducing the number of products; it’s about choosing the best and most effective items for your clients. Many believe that a wider selection is the key to success, but you’ve likely experienced being in a store with seven different face creams that essentially do the same thing. The “more is more” mentality often comes from salespeople who are more interested in pushing products than solving problems – I’d be running the other way!

By removing unnecessary items, you make choosing easier for your clients. Select your top performers and consider eliminating products that don’t add significant value for your customers or revenue for your business. Each item in your selection should serve a clear purpose and meet your clients’ needs without excessive overlap in features.

Simplify Your Sales Area

Once you’ve chosen your customers’ favorite products, it’s time to consider how to display them. We recommend shelves or wall racks to showcase single units of each product, with backup stock stored at your counter, in cabinets, or in a back room.

Save Money? Yes!

By following the steps above, you’ll not only save money now but also in the long run. You save immediately by not needing as many display shelves – simple! You save over time because you won’t need to constantly stock a large variety of products. Many suppliers also offer better prices when you buy larger quantities of fewer items, as they can package them in bulk.

Focus on Value, Not Features

When interacting with clients, it’s essential to shift focus from the product’s features to the value it brings to their lives. Don’t just explain that a shampoo contains natural ingredients; explain what that means and how it can enhance their life. If a client has a problem, find the product that solves it.

A Good Example

Say a hair wax is labeled “Extreme hold.” That doesn’t mean much to a client who hasn’t tried it before. Think from the client’s perspective. Perhaps they biked to your salon and will be biking to work next. Explain that this wax is perfect for those who don’t want to fuss with their hair but still want to quickly touch it up after wearing a helmet. The client will see the benefit of a wax that helps them keep their hairstyle in place post-bike ride.

Notice that here, the client doesn’t care about “Extreme hold.”; they’re buying the wax because it makes life easier.

Final Thoughts

By simplifying your sales area, optimizing your selection, and focusing on the value when speaking with clients, you not only make your products more appealing and boost your sales but also improve the experience for everyone. Give it a try – it really works!