I have many conversations with clients regarding specific services they wish to add in their Foot Care room. Everyone is different. Some like the relaxation aspect, some like the results aspect. And, some truly just don’t know what they want to offer.

It can get very complex in trying to choose what we think is best for our clients, and what we think is best for us. With so many product options available to us, how do we really know what will work and what won’t. Do we follow what everyone else is doing? Or, do we choose based on research?

What we need to realize is what works for one person, doesn’t necessarily mean it works for you. What we need to realize is location does make a difference, knowledge and experience makes a difference and our own mind thoughts make a difference.

What we need to realize is working smarter isn't just about all the above. It also means you have to figure out which items and/or service bring you the highest return.
Do the math

My husband and I were talking about his Barber.  She moved from a Barber shop to her own suite.  He mentioned the other day about a conversation he had with her in regards to her move and what she prefers to do.  He stated she would rather deal with 4 men’s haircuts in 2 hours than deal with 1 ladies highlighting service.

He asked her if she was making more money being in a suite.  Her comment was, some days I do, some days I don’t.  My thoughts went to the above conversation.  You make $80.00 on those 4 men or $200.00 (probably more) on 1 female.  She isn’t working very smart.  

When we look at our services and how much there is to offer to our clients, I think it’s always best to start with the basics.

I know you’ve heard me say before.  A pedicure is a pedicure is a pedicure.

  • Soak
  • Manicure
  • Exfoliate
  • Callus debri
  • Massage

Keeping these 5 basics in mind is what is the most important to YOU when it comes to choosing your products.  

  • High end
  • Low end
  • Simple
  • Extravagant

All the ambience added to the service is a reflection of who YOU are

Do the math-2

The best example I can give is to highlight Nellie Neal of The Pedi Lab.  Nellie has made his claim in our industry partly because of his extravagant aura.  He himself portrays one of high end.  Therefore, he reflects that in his pedicure services.  He offers the same 5 basic steps to the Pedicure, but his presentation, his confidence, his knowledge and his ambience exudes extravagance.  And for that, he charges no less than $95.00 for an 1.5 hr service.  A service which always ends with perfection.

Nellie is working smarter.  He has taken the basic pedicure and customized it to his needs (to be extravagant) and his clients needs to “feel” that extravagance.  His personalty, his confidence is what gains his clients trust.  When he suggest and upgrade of an Anti Age treatment or a Golden Girl mask, his clients don’t question him.

He has taken that same client from a $95.00 service adding $50.00 - $75.00 upgrades.  Same time slot, same basic 5 steps…..with added ambience.

IT IS ALWAYS EASIER AND COST LESS TO INCREASE OUR SALES THROUGH OUR EXISTING CLIENTS

I do get frustrated at times when talking with my clients and there is such a low level of confidence.  It usually stems from them trying to compare themselves to someone else.  STOP IT!  Be yourself.  Bring your own aura in to you pedicure room.  Start with the 5 basics and add the ambience you feel will work for YOU and your clients.

A client I spoke with the other day uses our LCN Urea products.  Great 5 basic products which offer long last results.  She was sharing how the Technician next to her was using a product with a much stronger aroma and the client commented at how “wonderful” it smelled.  It made her feel badly for her client because the LCN Urea products aren’t real fluffy and Buffy smelling.  However, they are safe  and they are effective.

My suggestion to her was add aroma therapy to your service if you feel the need for scents.  DON’T change what you do or who you are because the person next to you is doing it.  What is working for them, may not work for you.

It’s sad really.  I wish in our schools they could teach more confidence building

What can you do to work smarter and not harder?

  • Master the 5 basic steps first - learn your techniques, learn your products.
  • Add your ambience - pick 3.  Don’t over kill.
  • Work on your presentation - visual affects go a long ways
  • Price accordingly - what is your hourly worth?
  • Educate yourself constantly
  • Do you know where your greatest ROI Return On Investment is?

Knowing your ROI is Business 101.  If you don't know what your cost are on your products, it's time to learn. Your return on investment relates directly to your cost and your sales.

If you are spending hundreds of dollars on nail art, glitter and bling and NOT charging your clients for nail art services....you have NO return on investment.  Why do it?

If you add serums and/or specialty masks to your foot care service and don't charge.....you have zero return on your investment. Why do it?

Return on investment should be the number one question you ask yourself when purchasing new products. It isn't just about what the cost is per service. It is also about whether you will perform that service properly and charge the appropriate price for it. It also is about "do you have the clients to support the service"?

This is where location comes into play.

What may be offered in Nellie Neal's Pedi Lab, may not be right for your location. Or right for you

Ambiance is all inclusive.  Atmosphere, Education, Appearance, Products etc.

Make it your goal. Work smarter, not harder. Set the plan and go for it.

Do it now!

CJ Murray