On the job

What are the three main learning objectives regarding compensation in Chapter 31?

Describe three different ways salon professionals are compensated, determine the best way to record tips/additional income, and explain the principles of selling products/services.

How does a school environment differ from a professional salon environment?

School is forgiving with correctable mistakes and adaptable schedules; a salon requires putting the needs of the salon/clients first, being on time, and being prepared regardless of personal life.

What are five key points for client service?

1. Put others first, 2. Be true to your word, 3. Be punctual, 4. Be a problem solver, 5. Be a lifelong learner.

What are eight habits of a good salon team player?

1. Strive to help, 2. Pitch in, 3. Share your knowledge, 4. Remain positive, 5. Relationship builder, 6. Resolve conflicts, 7. Be subordinate, 8. Be sincerely loyal.

What is a salon "job description"?

A document that outlines all the duties and responsibilities of your particular position in the salon.

What are the standard salon compensation plans?

Salary (flat/hourly rate), Commission (25% to 60%), and Salary plus commission (basic pay + commission on services/retail).

Why is an hourly rate or salary usually recommended for new stylists?

Because new professionals rarely have an established clientele yet.

What are the consequences of failing to report your income?

Fines and potential jail time, decreasing borrowing power, reducing Social Security retirement benefits, and lowering federal loan/grant availability.

What is the recommended method for tracking tips and cash income?

Use a daily log, add up income at the end of each week, and keep the monthly total on a single page in the front of your log book.

What are four ways to "give yourself a raise" in the salon?

1. Spend less, 2. Work more hours, 3. Increase service prices, 4. Retail more products.

What are the two main types of sales in a salon?

1. Soft selling (informing without pressure) and 2. Hard-sell (focusing emphatically on why the client should buy).

What are the three primary psychological reasons a client purchases a product?

1. To look better, 2. To feel better about self, 3. To solve a problem.

What are four sales conversation techniques?

1. Ask what products they use now, 2. Discuss products while using them, 3. Place the product in the client's hands, 4. Advise about benefits.

What are effective ways to keep current clients and expand your base?

Provide consistently good service, be reliable, respectful, positive, professional, and send birthday cards with special offers.