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Prebooking/Upselling

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by

Alexander Paul Institute

on 29 April 2015

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Transcript of Prebooking/Upselling

2011
2012
2013
Prebooking and Upgrading
Has been a stylist for 5 years
Works 5 days a week
Clients per day: 6
Average service ticket: $20
Average weekly revenue: $600
50 weeks per year
Yearly income: $30,000
Does not prebook or upgrade
Still works 5 days a week
Clients per day: 8
Average service ticket: $20
Average weekly revenue: $800
50 weeks per year
Yearly income: $40,000
Still works 5 days a week
8 clients per day
Average service ticket: $40
Average weekly revenue: $1600
50 weeks per year
Yearly income: $80,000
DID NOT RAISE PRICES
BOTTOM 80%
Rebooking
Why is it important?
Commits the client to a return visit
Increases frequency of client visits
Increases number of clients per day
Builds a relationship with the client by involving them long-term
Make it convenient
Give them a reason
"Do you want to rebook?"
"I would love to cut your hair again..."

"Your hair will need a cut in six weeks..."

"I get booked a long time in advance..."

"I notice you like coming in on a Wednesday afternoon. If you go ahead and book your appointment now, you can guarantee that you'll get the day and time that's most convenient for you."
Upselling
Why is it important?
More income
Enhances relationship with client
Builds loyalty
Fills time in between appointments
BAD
BETTER
GOOD
BAD
BETTER
GOOD
RESTAURANT
SALON
"Is that it?"
"Are you all saving room for dessert?"
"Can I interest you in our signature Double Chocolate Triple Fudge Molten Caramel Peanut Butter Brownie Quadruple Cheesecake?"
"Will that be all?"
"Are you interested in picking up any retail products today?"
"You mentioned that your hair is very dry and you have trouble with frizz. We offer Redken Shot treatments, which are intense customizable conditioning treatments that will replenish your hair with moisture, strength, and softness, while also helping to control the frizz."
TOP 20%
When can you upsell?
Focus on problems and solutions
Educate your client
BE SPECIFIC!
Upselling tips
Full transcript