Salon Retailing: Boost Your Sales Today!

When it comes to running a successful salon, retailing hair products is more than just an added bonus—it’s a powerful way to enhance your clients' experience and boost your bottom line. Whether you’re a seasoned stylist looking to maximise sales or a salon owner eager to build stronger client relationships, mastering the art of selling and upselling is essential. From eye-catching displays and thoughtful product recommendations to strategic promotions and personalised consultations, this guide will walk you through everything you need to know to turn your salon into a retail powerhouse.

Why Sell Products in the Salon?

Retailing hair products in your salon is a win-win for both you and your clients. For the salon, it means increased revenue without taking on more clients or longer hours. For clients, it provides access to professional-grade products that support their hair goals and keep their locks looking salon-fresh between visits.

Imagine your client walking out with a new colour or cut — they’ll want to maintain that gorgeous look for as long as possible. By offering them the right products, you’re not just making a sale; you’re extending the salon experience to their home care routine. This builds trust, reinforces your expertise, and ensures they return for their next appointment because they’ve achieved great results using the products you recommended.

What is the Difference Between Selling and Upselling?

Selling and upselling are both crucial to salon retailing, but they serve different purposes.

• Selling is the act of providing the client with the essential product they need, like a specific shampoo for their hair type.
• Upselling involves offering an additional or premium product that enhances the original purchase, such as recommending a matching conditioner or a weekly treatment mask.

Think of selling as addressing the basic needs of your clients and upselling as elevating their experience. While selling hair products increases your revenue flow, upselling in salons can significantly boost your profits and deepen client relationships by showing that you genuinely care about their results.

How to Upsell to Clients

Upselling starts with understanding your client’s hair needs, so ask about their concerns and routines to personalise your recommendations. Focus on benefits, not just features — instead of saying, "This serum is great for frizz," try, "This serum will keep your hair smooth and shiny for days, even in humid weather." Offer a range of options using the ‘Good, Better, Best’ approach to suit different needs and budgets without pressure. Demonstrate products during their appointment to let them see, feel, and experience the benefits firsthand. Create value by bundling complementary products and offering trial sizes for hesitant clients. Use positive, confident language, and always follow up after purchase to show you care and build trust for future recommendations. For more tips check out our Blog on upselling

How Can Salons Sell Products?

Now, let’s look at practical ways to increase your salon’s retail success!

1. Know Your Products

Knowledge is power! Being well-versed in the products you offer means you can confidently explain their benefits to clients. Make sure your team knows the key ingredients, the differences between products, and their specific advantages. This can be achieved through regular training sessions, product demonstrations, and even creating cheat sheets for quick reference.

Expert Tip: Encourage your stylists to use the products themselves so they can share personal experiences. There's nothing more convincing than a stylist saying, “I use this at home, and it’s done wonders for my hair!”

2. Create Eye-Catching Displays

Your retail area should be more than just a shelf with products. Make it a focal point! Use clean, well-lit shelves and group products by category or hair type. Highlight bestsellers or new arrivals with attractive signs and encourage clients to try testers.

Expert Tip: Change your display every few weeks to keep things fresh and engaging. Feature seasonal promotions or staff favourites

3. Do a Salon Consultation

A salon consultation is a perfect opportunity to introduce retail products. During the consultation, discuss your client’s hair type, their concerns, and their home care routine. This is your chance to recommend specific products that will address their needs.

4. Educate Clients on the Products You Are Using

While styling your client’s hair, talk them through the products you’re using and why. Explain the benefits and how these products contribute to achieving the desired result. This makes the client aware of the products without feeling pressured.

5. Run Sales and Promotions

Offering special deals and promotions can significantly increase product sales. This could be anything from a discount on a product range, a “buy one, get one half off” offer or a bundle deal that includes products and services.

Expert Tip: Promote these offers on social media, via email, and in the salon. Make sure your team is aware of and actively mentions these promotions to clients during appointments.

6. Utilise Social Media

Your salon’s social media platforms are powerful tools for showcasing your products. Share client success stories, post about new arrivals, and create tutorials that show how to use your bestsellers. Encourage clients to share their experiences and tag your salon to build a community around your brand.

Expert Tip: Host giveaways or contests that encourage clients to engage with your content, such as “Share a photo of your hair using our products and tag us to win a free product!”

Display ideas

Bright lit shelving

Illuminate your products with bright-lit shelves to create an inviting and eye-catching display that highlights your best sellers.

Brand themed display

Showcase products in a cohesive, brand-focused display to create a visually appealing focal point that highlights your top brands.

Cabinet display

Using elegant shelving beside your mirrors not only looks aesthetically pleasing but also allows your clients to get a great view of your products while keeping them organised, offering a boutique-style experience.

Hair colour display

Highlight your range of hair colours with a vibrant, colour-coordinated display that captures clients' attention and inspires their next look.

Spotlight shelving display

Use focused lighting above shelving to spotlight key products, creating a luxurious feel that draws clients' attention.

Brand shelves display

Designate shelves to individual brands, showcasing their full range of products in a dedicated, easy-to-navigate space.

Salon drawers display

Utilise stylish drawers to keep products accessible yet neatly stored, providing a clean, organised look for your salon.