Retail is a major part of the salon and barber universe. Even though, the focus can tend to be on the result, rather than the products when you’re in the barbershop. Iconic barbershop Murdock Barbers of London place huge importance on their retail sales, and it has paid off. With their own product line that retails both in prestigious stores and online, they are the experts in maximising retailing opportunities. Murdock London CEO Graham Clark, gave us his top tips for increasing your retail sales.
1. Make Shopping Easy.
“Being that our bricks and mortar stores are barbershops we find ourselves in a fortunate position where customers get to see our products in action every day by the very hands who designed them. When a customer picks up a product in our stores it can be done with a unique level of assurance. Everyone in our store is a master of their craft and a master of the products we use.”
2. What’s your Secret Sauce?
“Barber approved, British Made. Who better to take care of your grooming needs than those who do it every day. This is what sets us apart from our competitors and we’re extremely proud of it. Knowing what makes you unique is essential to success in a retail environment, it’s the first step in welcoming new customers into your brands world.”
3. Believe in the product you are using!
“Whether you develop your own retail range or stock an existing brand, you need to have a thorough understanding of the products and how they work and genuinely believe in their worth. No-one can recommend products with conviction if they wouldn’t use them themselves. Ensure you and the team try products from the ranges you offer on your own hair, so you can legitimately rave about them to the person in the styling chair.”
4. Train to Build Confidence.
“Both you and your team need to know as much as possible about the products you are using so that you can convey this information to clients with confidence. Confidence in what you’re selling directly translates to confidence in your customer and what they’re buying. This navigates your team away from selling and towards educating, your customers require answers and with suitable training your team will be able to provide them.”
5. It’s not selling, it’s educating.
“Don’t think of encouraging clients to buy take-home products as selling, it’s part of the service. As experts, it’s our job to advise clients on how to look after their hair once they leave the barbershop. Being that we’re literally using the products on the customers you couldn’t have a more practical opportunity to explain to your clients why you’re using what products you are, the proof is right there in the mirror!”
6. Use your website!
“Our website is a major platform for selling out products, with the entire range displayed in an easy to access way with high-quality imagery and enticing descriptions. We also feature regular blogs that inform clients of ways they can use our products to create the latest trends or help with specific hair, scalp or beard needs. Your website should also promote the retail products you offer and, ideally, enable clients to buy directly from you. Our website is another tool in which we aim to educate, and nurture customers in the hope they’ll become part of our community.”
For more information head to @murdocklondon on socials – or visit their website at www.murdocklondon.com