“The Baby Boomers were the first real consumer generation and show no signs of slowing down their spending anytime soon. Neil Osborne explains why women aged over 50 are your most valuable clients – and how to attract them to your salon.
Recently a client identified the majority of her sales team as the ‘Teller’ sales type, with just one ‘Seller’ in the group.
She also admitted they were all brilliant at product knowledge and education (having technical backgrounds) … but their cold calling skills were stale and they were struggling with bringing on new business.
“In the first of this series on Generational Marketing, Neil Osborne explains how, just like individual M&M’s, each generation owns its distinct differences and shouldn’t be marketed to (or eaten) together.
“What’s the ultimate question you’d ask your salon customers? Is it perhaps, ‘How likely is it that you’d recommend us to your family or colleague?’ And what, do you think, would influence their answer? Price: tick. Service: tick. People: tick. Results: tick. Yes, you’re right, it would be all those things, because boiled down together they form a sticky glue that’s called their experience with you…
And what type of training or coaching do they need to move their sales results from a 5% success ratio to 80%?
The last of the five types of Salon sales reps is The Conversationalist.
The Conversationalist is also known as the Million Dollar Rep.
Yep, that’s right. They achieve a million dollars (or greater) in sales each and every year, from a normal sales territory in Australia.
How? They are equal parts sales strategist and client counselor.