Link Selling: How to train your staff.
When buying a foundation, firstly its very important for the staff to know about all the different skin types so they can suggest the most suitable foundation to suit the customers skin type. Then knowing the product range so as they are very comfortable in recommending the best option for the customer.
I have often come across staff who don’t know the different types of skin and are relying on the customer to know what skin type they are- this can lead to selling the wrong product to the customer, as often the customer doesn’t know their correct skin type. The customer then will not be happy with the product and obviously wont buy it again- that customer will often be lost to a different company.
Another error that I have come across made by staff are when they are not 100% confident on the products they are selling. Knowing the products and their benefits can be easily taught. I always encourage staff to use the products themselves also. If they love the product, they will sell the product.
Having your staff interact with the customer by showing them 3 shades on their jawline to help choose the correct colour to suit the customer- mixing colours if needs be.
Once the colour has been chosen.
Applying primer to one side of the face, explaining the 3 benefits of same and using the appropriate brush to apply the primer and also explaining why to use same. Then for the retail artist to apply the foundation correctly to one side of the face, showing the customer how to do same. Applying concealer where needed.
Applying powder.This will allow the customer to see the half of the face with makeup and without.
Always then finish the other side, and complete the look with a little bronzer, blush and lipstick.
This process should take approx. 5 to 7 mins in total.
End result: Happy customer, repeat business, and an opportunity to show customer a variety of the range. The customer then may buy, primer, foundation brush, foundation, concealer and powder, and possibly blush, bronzer and lipstick too..
Once the finished result looks well and the customer is happy with the result- they will return and they will speak with their friends etc about their perfect foundation.
Knowing what products to use and how to apply them is essential and once your staff have the skill set to not only apply makeup but know how to sell each product – both the consumer and retailer will be happy.