I have spoke to hundreds of sales people in the small business sales industry over the last few years and I have found that every one of these sales...
My 3 Tips for Selling Hair and Nail Salons – How to sell merchant services to hair and nail salons
Have trouble selling merchant services to hair and nail salons? How do you get paid? Do you understand the fees? My tips will help you captivate the attention of these busy business owners. Win them over with the information I have for you today and set up an attractive but competitive pricing. Read the […]
Have trouble selling merchant services to hair and nail salons? How do you get paid? Do you understand the fees? My tips will help you captivate the attention of these busy business owners. Win them over with the information I have for you today and set up an attractive but competitive pricing.
Read the previous article here: http://bit.ly/2BwGgfp 4 Solutions for Pizza Shop Processing – How to Sell Merchant Services to Pizza Shops
Do you have trouble selling merchant services to hair and nail salons? How do you get paid? Do you understand the fees? My tips will help you captivate the attention of these busy business owners. Win them over with the information I have for you today and set up an attractive but competitive pricing. This is the second in my mini-series on how to sell merchant services to specific business types. These tips today will blow you away if you’ve been having a difficult time selling to salons.
Tip #1 – Simplify. Simplify. Simplify! Owners and workers in salons are always extremely busy. This is the most difficult hurdle to overcome in selling there. They will respond best to a simple processing solution such as subscription rate or flat rate pricing. For owners who are continually with a client, any attempt to simplify will be welcomed.
Tip #2 – Don’t try to sell salon owners on the first visit – a most unusual recommendation! However, salon owners are too busy for an unscheduled interruption. An attempt to move the sales process forward will definitely make you a pushy sales person. When I go into a salon, I intentionally don’t sell them and tell them so. This is how to sell merchant services to hair and nail salons. Here is an example of my pitch:
“Hi. My name is James Shepherd. I’m literally going to take thirty seconds of your time. I’m a fellow local business owner. I do payment processing and have a brochure for you. I offer a special program for hair and nail salons. I know you face unique challenges. You are really busy, right?” [They answer “yes.”] “I understand that completely and have a program which basically simplifies the payment processing. It also allows you to lower your costs.” (By the way, cash discounting works well for hair and nail salons.) “Since you are so busy, having the right terminal is super important. A terminal with internet connection is very fast. It will keep your costs low and simple. Having said all that, I am not trying to sell you today. I know you are super busy. I would like to schedule a ten-minute appointment with you. When could you squeeze me in for just a ten-minute appointment? I could come early before your first client or later in the day after your last one. I’d like just ten minutes to go over the program with you. Again, it is specifically designed for hair and nail salons to lower your payment processing cost. Would you give me ten minutes as a fellow business owner?”
That pitch will work about 50% of the time for me. You must lean on “fellow business owner.” Use those words. When you think of your operation as a business rather than a job, this will have a huge impact on your sales. Even if you’re just starting, you are a business owner. The owners to whom you’re speaking were also beginners once. You are going to grow your business just as they have. You will more likely make decisions and take actions which lead to success when you have the perspective of a business, not a job. You ARE a “fellow business owner.”
Tip #3 – Use Multi-Merchant Processing. There are terminals which allow a choice of stylists before swiping the transaction. Many hair salons operate similar to a commission basis. The salon stylists are independent contractors. Although stylists collect their own money, the salon charges for the chair. Stylists might pay $100 a month plus a percentage of their revenue to have a seat in the salon. Check with your processor to see if they offer this option. They will know what you’re talking about, believe me.
Before you get too excited, realize you’ll probably get one bonus per location, not per stylist. The profitability on one hair salon is the same as another. Your processor isn’t likely to give you a $200 bonus per stylist. You may think a salon sale is ten sales at once, but it is only split differently. These accounts can be very profitable, but it’s a little tricky. Talk to your processor about how to price them. You must be competitive in your pricing. Make sure you understand the fees.
I hope this information on how to sell merchant services to hair and nail salons is helpful. Thanks for joining me on this mini-series. I plan to continue with more business verticals you can target as a payment processing professional. Don’t miss the next episodes!
Read the next article here: http://bit.ly/2igt2ec My SuperSaver Processing tips and How to Sell Merchant Services to Auto Repair Shops