Earlier we discussed the importance of foot traffic and how to increase foot traffic in a beauty eyelash store. You should still remember the formula: customer flow × transaction rate × customer per transaction price = store performance. Let’s talk about customer unit price today. I have a question for lash artists: why is your customer price not high? If you haven’t analyzed the reasons carefully, then, first of all, we need to understand what the customer price is; Then, look for the reason and finally, work together to raise the price of customers.
What is the customer per transaction price?
Customer per transaction price is the total amount of customers one-time purchase shopping. For eyelash stores, the unit price of customers is the total amount of one-time consumption in the store. (The one-time consumption items here can be eyelash grafting, eyelash tools products, extrasciliary related items such as manicure, hair removal, semi-permanent, skin management and other items as well as their accessory products.)
We can divide the turnover of a shop by the number of orders over a period of time, and the result is the customer per transaction price.
For example, the turnover of the store in June is $6000, the order quantity is 200 pieces, and the unit price of the customer is $60,000/200 =$300. Therefore, the more items the customer consumes in the store, the higher the customer unit price; The higher the average price of items consumed by customers, the higher the unit price of customers. Understand the concept of customer unit price, in fact, roughly know how to increase the customer order, but, let’s first analyze the reason why the customer unit price is not high.
Why isn’t your customer per transaction price high?
- Weak sales awareness
On the weak sales awareness, the first reason is the lack of sales awareness, there is no strong intention. Of course, in the guest unit price is not high on the problem, also be the same logic.
The techniques of the eyelash artist may be very good, but they are always afraid to recommend the type of eyelashes, other items, or the accessory products of eyelashes, for fear that the customer will think the sales taste is too strong after the recommendation. This is actually your lack of sales awareness.
- Do not understand chain recommendations
The second reason for the low price of many lash artists is that they do not know the chain recommendation. After solving the problem of sales awareness, as a lash artist, what you need to do is to make chain recommendations to customers. For lash artists, this is undoubtedly the loss caused by the lack of chain recommendation. Maybe after the customer has eyelashes grafted, you can recommend not only eyelash fixers, but also hair removal programs, semi-permanent programs… These are all chain recommended items. (Of course, according to the rules and regulations of the store, the lash artists can recommend other projects with performance sharing. Otherwise, the lash artists would rather not recommend other ciliary clerks with a higher salary than her.)
- Didn’t dig deep into the customer’s potential needs
In terms of skills, with the awareness of sales, chain recommendation tactics will be adopted, which will indeed increase the unit price of customers. But there is a third element to maximize the price of a customer: understanding their potential needs and offering them a personalized solution. As a lash artist, you can find out the different needs of customers through your initial or repeated communication with them and make chain recommendations according to different needs.
For example, the first time a customer comes in to try eyelash grafting, they don’t know how it works, and they don’t want to get a member card.
But you find out through communication that customers are the ones who don’t go out every day without makeup. You can tell customers that an eyelash graft can last 40-60 days. Every morning, you can save the makeup work of the eyelash part. You only need to brush with the eyelash fixator every day to keep the beautiful eyelashes. Here, you recommended eyelash fixation fluid, and at the same time for when or next sale member card buried foreshadowing.
For another example, if the customer often comes to do eyelash extensions, but has never tried your nails, and you find that the customer’s hands are very slender, then start to talk with the customer about the nail style, how to highlight that her hands are longer, more attractive, and more attractive.
In short, praise, praise customers in the heart of the beautiful, maybe she will try your nails service.
The same goes for painless hair removal, semi-permanent hair removal, facial skin management, etc. This method teaches you how to explore the potential needs of customers.
The reasons for the low unit price of lash artists are analyzed, which may be due to weak sales awareness, lack of understanding of chain recommendation, and lack of in-depth exploration of the potential needs of customers.
Figure out what you’re least good at and start working on fixing it.
That’s all. If you have more questions, or need eyelash vendors wholesale , please contact with OURLASH.
