Tough Love

Break The Excuse Cycle!

July 15, 2020

One of the biggest frustrations I have working in the beauty industry is seeing how few stylists and salons owners actually meet their financial potential—their annual income is often static.

The first step in taking control of your earning potential is simple: Break the excuse cycle that’s preventing you from earning more!

This is not an easy task, as it means shaking the old school mentality that is still lingering in today’s salons. You know, the “I’m not a salesperson” mentality. The mentality that is threatening the professional industry’s evolution. Today’s consumers don’t just want a 360-degree experience, they EXPECT it!

Let’s take Sephora as an example. They are definitely a leader in the retail beauty industry. Why is it that we can never leave Sephora without a bag full of (mostly unplanned) purchases? How does this happen?

Well, the first thing that happens when you walk into Sephora is that they hand you a basket, and they are more than happy to help you fill it! No excuses…their only role is to advise you, and yes, SELL you beauty products!

Do the consultants worry about how much you can afford? If the concealer they are recommending is in your budget? Do they ask about your personal circumstances before showing you their favorite anti-wrinkle cream?

Yet, stylists constantly worry about their clients’ financial situations, their feelings, what they should be spending…
What other business worries about these things?

You worry so much, that you’re willing to sacrifice giving yourself a raise. And on top of that, you’re not creating the experience your clients expect. We like going to Sephora because we perceive them as beauty experts.

Breaking the excuse cycle and showcasing your expertise is the first step to earning more income. So, let your guests decide for themselves what they can and can’t afford!


Feature image via: Cara Jourdan

Originally published March 13, 2018

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