Fuse Republic

If you hate math or numbers, just skip down to the part where I tell you how awesome and smart you are.

But first - I have never met anyone - stylist or owner who didn’t love numbers that made sense and mattered.

Like people or things or steps, etc.

I can count the # of people, the # of product, or a set of steps.

Retail to Service (RTS) in the example is total retail sales divided by total service sales.

There is no real way to plan for accuracy or making that number grow without more people or more products…

And you cannot DO retail to service.

If it’s not easy, no one is going to have fun tracking it with you.

The only KPIs that matter are the ones you can truly make move. Easily.

And I know you paid that coach a TON to teach you.

But I have a thought on that.

You’re smart. You have guts. You have a really good brain that is living a life making humans believe your business is the place to build their life.

You’re a freaking exceptional human being.

Your coach probably knows a lot of stuff.

This is one area I want you to know better than them. (No hard feelings…just quietly, make an impact in your business without them. It’s okay. I promise. You’ve got this.)

Talk in bottles or people.

I like people because it reinforces behavior of ‘Every Guest, Every Time’, but my very first successful retail breakthrough happened when I put a piece of paper up on the wall and we just crossed the bottles off as we went.

You don’t need to even have a meeting to do it.

Just start talking bottles or people.

Out of 10 clients, how many can you talk to about product?

10

Okay - how many do you think will say yes?

4

Do you know what will happen in your business if you sell to 4 out of 10 of your clients?

Pick one and start talking about products or people.

That little shift will change your retail life.

Your profit.

And it will change your people’s mind about the conversations you have about retail.

RTS isn’t bad…it’s just not useful if you want to raise retail.

Not everything that everyone tells you to do has to be put into your business.

You can just say no.

Love to hear your thoughts. ❤️

97% of hairstylists want to make people feel beautiful.

“Pushing” products doesn’t connect with that, so most opt out of selling retail because they don’t want to seem “pushy”.

But most simply aren’t pushy. They’re actually trying to sell retail passively.

Passive sales won’t work. The client will believe you lack confidence and are just trying to sell a product when you ask them if they want to buy retail.

Nobody WANTS to spend their money on stuff they send down the drain.

Think about the last Backbar order you placed.

Didn’t it irritate you a little bit?

Didn’t you wonder why it costs so much or figure out a way to use less or get a bigger discount?

Clients are the same, but no matter what, we all buy it.

Use your words - the ones you know aren’t pushy - and help your clients avoid buying the wrong product in 1-3 days when their hair isn’t like it was when they left the salon.

Stop using pushy as an excuse and talk to your clients.