As nail technicians, we spend the fall filling our books for the holidays. Clients call for parties, family photos, and travel, and the schedule fills up fast. That is a good problem to have.
However, a full book is not the same as a full revenue picture. Most of us count how many clients we served this week. Fewer of us look at what each client walked out with.
Start With The Service Menu
Your holiday client is already in your chair. She has already made the decision to book. The opportunity is in what you offer her once she is there.
The sa’SHá Remedy service is a strong place to begin. Clients come in with dry, rough heels, and the holidays mean open shoes, family gatherings, and photos. When you explain what the service does and why it matters for their feet, you are not adding a sales pitch to the appointment. You are giving them a professional recommendation they can see and feel the results of.
Recommend it during your consultation, before the service starts. A client who understands the why will say yes far more often than one who is asked at the end.
Small Upgrades Add Up
Two upgrades belong on your holiday menu.
The first is the Golden Girl mask. Your client is already relaxed, already sitting, already invested in her pedicure. Adding the mask extends the experience and gives her something she can feel, and it takes very little extra room in your schedule.
The second is single finger holiday nail art. One accent nail is quick, it is a small commitment, and it is seasonal. Clients who would never book a full set of nail art will say yes to one finger. Other people notice it at the party, and they ask who did it.
Example; if you add $10 to eight services a day, that is $80 a day. Over a five day week, that is $400. Over six weeks of holiday appointments, that is $2,400 you did not have before, from clients you were already serving.
Clients Cannot Ask For Or Purchase What They Cannot See
Retail is where many of us leave the most behind. A client cannot ask for a product she does not know you carry.
The retail conversation starts in the chair, when you tell her what you used and why. However, it finishes at checkout. Place the products where she stands while she pays, at eye level, with the price clearly marked. If she heard about it during her service and sees it in front of her when she pays, the sale is simple.
Gift Certificates Are Offered, Not Requested
Most clients will not ask you for a gift certificate. They will buy one when it is in front of them and someone mentions it.
Gift certificates bring you new clients, because the person receiving one is often someone who has never sat in your chair. They also bring in money before the service is performed, which helps when January slows down.
Become The Shop For Holiday Ideas
Your clients are already shopping for someone. The question is whether they think of you when they do. Here is how to start this week:
- Set up a holiday display near checkout with retail and gift certificates together
- Print a small holiday menu card listing your upgrades, nail art, and gift certificates
- Mention gifts when clients rebook their December appointments
- Pair a gift certificate with a retail product so the gift feels complete
Start before Thanksgiving. Once your clients begin their shopping, they will already know where to go for a gift.
If you are ready to build a holiday menu and retail display that works, contact CJ at Centre for Beauty. Ask questions. See what is new. Let us help you choose the products and education that support confident, professional service through the holidays and into the new year.
Outcome based education, building confidence in. product selection.
