In an increasingly competitive universe, the profitability of a salon depends as much on service quality as on the ability to offer a complete package: services, expert advice, and product resale. A well-managed hair salon can significantly increase its revenue thanks to additional sales.
Yet, many professionals are still reluctant to offer products, fearing it might harm the client relationship. That’s a common misconception: when done right, selling is perceived as a natural extension of your expertise, not as commercial pressure.
Why Selling in the Salon Shouldn’t Be Taboo
First, it's important to understand that recommending a product is not the same as a hard sell. It’s a natural continuation of your role as a hair expert. Today, clients are looking for more than a cut or a color — they want personalized solutions, relevant recommendations, and products adapted to their hair type and routine.
You’re the best person to guide them. You know your clients' needs, expectations, and habits. By offering products that extend the effects of your service, you add real value to their experience.
The 5 Pillars of an Effective Salon Sales Strategy
1) Active Listening and Diagnostic
It all starts with a well-executed diagnostic phase. By asking the right questions from the moment the client arrives or during the shampoo (texture, concerns, habits, etc.), you build trust and identify concrete needs.
Example: “I see some redness on your scalp — has it been there long? Does it bother you?”
2) A Team Trained in the Consulting Posture
For a successful salon setup, the entire team must adopt a consultative approach. Everyone should feel comfortable with the products, know how to talk about them, explain the benefits, and recommend them naturally. It’s not about pushing sales but reinforcing your role as an expert.
Organize short training sessions, encourage team feedback, and provide materials like tip sheets, videos, and brochures.
3) Simple and Natural Rituals
Integrate advice moments naturally into your service routine:
-> During shampooing or rinsing
-> While styling the final look
-> At checkout
The more these moments are ritualized, the more confident your team will be in applying them daily.
4) Consistent and Visible Products
You don’t need a crowded shelf. Choose a targeted product line that aligns with your values (clean beauty, natural, effective). Showcase them with clear, inspiring displays: POS, QR codes, advice flyers, brochures...
5) A Customer Journey Designed for Recommendations
Create a smooth experience: routine suggested during the diagnosis, products mentioned during treatment, subtle reminder at checkout. Each step highlights your know-how without being pushy.
How to Sell Without Pushing
At first, it can be difficult to find the balance between not enough and too much. Here are a few tips to help make your approach feel more natural and supportive.
Rephrasing the Client's Needs
“About the redness — you mentioned it started during the hot weather? During your shampoo, I used […] which is ideal for soothing the scalp. It’s also available in a small format for home use.”
This shows you've listened and are offering a specific, personalized solution to their concerns.
Combining Products
Bundling products to create logical purchase combinations is a very effective way to increase average basket size naturally.
For example:
- Offer a mask with the purchase of a shampoo
- Suggest a color-enhancing treatment after a botanical coloring service
- Pair a styling product with the appropriate brush or comb
Keep the Conversation Natural
No need for a script or rigid approach — just stay natural and authentic. What matters most is believing in the product you’re recommending. You’re not just selling a bottle of shampoo or hairspray — you’re offering your client a continuation of your salon expertise.
Tips for Building Loyalty and Increasing Basket Value
Loyalty Programs that Work
Offer loyalty cards to your clients to encourage repeat purchases and build long-term customer relationships.
Example:
- 1 stamp for every €30 spent on retail products
- 10 stamps = a free shampoo or complimentary product during the next visit
Take-Home Advice
Slip in a personalized routine sheet or a QR code linking to a brand video. This extends the relationship and reinforces trust after the visit.
A Multi-Sensory Experience
Atmosphere matters: music, scents, comfort, lighting, and a warm welcome all contribute. Every detail counts in turning a visit into a memorable moment — one rooted in an authentic beauty universe.
What If Selling Became Your Strength?
Selling in the salon shouldn’t be seen as a burden. It’s part of a smart hair salon setup focused on expert advice that will help you grow your revenue thanks to stronger, long-lasting customer relationships.
Start small: train your team, test simple tips, highlight a few key products. The most important thing is to stay attentive, believe in your offer, and turn your expertise into a natural business advantage.
