Do you sometimes feel in your salon that you want to recommend something good to a client but worry it might come across as too pushy? Or perhaps a question lingers in the air—was what you offered really the right solution for them? Surprisingly, the true magic of sales skills begins with listening, not talking...

Discovering Client Needs: Why Listening Is Your Salon’s Secret Weapon

Imagine a moment when a new (or familiar) client walks in. Some speak openly and eagerly, while others are more reserved during their first visit. This is where your greatest asset comes into play: the ability to listen carefully and ask the right questions.

Focus on asking open-ended questions rather than simple yes/no ones:

  • "What concerns you most about your hair or skin today?"
  • "Do you have any products at home that really worked for you—or maybe disappointed you?"
  • "Is there a memorable experience from previous salons, good or bad, that stands out to you?"

Occasionally, it’s helpful to briefly summarize what the client just shared.
"You mentioned your hair gets oily quickly—have you ever tried a deep-cleansing shampoo?"
This makes the client feel genuinely heard and encourages them to share more details, which helps you offer more precise recommendations later.

If you’re using SalonLife, check previous notes before the appointment: what did they like or buy last time? Imagine the client’s delight when you say:
"Last time you really liked that new spray—did it feel just as good at home?"
It’s a small but meaningful detail that builds connection.
You can also rely on automatic client info and booking management to personalize every visit.

How a Sales Conversation Really Helps—and Why It Doesn’t Have to Feel Like Selling

Many service providers sometimes hesitate, wondering if they’re pushing clients too much. You can ease this worry because most clients actually expect some guidance during their salon visit. They want help and want to understand what truly suits them.

Once you’ve identified their needs, always explain your recommendations:

"I think this deep-moisturizing mask would be perfect for you right now—I notice your ends are a bit dry, and this will help maintain results at home."

Give personal examples:

"Many clients with sensitive scalps have found relief with this treatment..."

The best time for suggestions is usually when the results are most visible (for example, at the end of a service—"See how smooth your skin feels after this mask!"). You can put a small amount of product on your hand for the client to smell or touch, tying it directly to their needs. Avoid lengthy stories about “other people’s” experiences—instead, focus on how the product or treatment benefits them.

If you need inspiration for social media—such as how to leverage real client experiences for sharing recommendations—check out "5 Powerful Social Media Post Ideas for Beauty Professionals".

Soft Selling: Build Trust, Not Pressure

You may have noticed that many clients tend to be cautious shoppers. In such cases, “soft selling” works well—you provide information and options, but the decision always remains theirs:

"If you’re in a hurry at home, we also have small sample sizes—just let us know if you ever want one."
"Next time you want to relax longer, feel free to try our deep care treatment."

Important: if a client says "no," don’t be discouraged or take it personally—every “no” can turn into a “yes” later. Also, a gentle reminder after their visit (for example, via SalonLife’s automated messages) helps keep you top of mind:

"Thank you for coming in! If you decide you want the same shampoo at home, just let us know—this product supports your new style perfectly."

This warm, discreet touch leaves a lasting impression. The client senses your genuine care rather than feeling like you’re just trying to boost sales.

Have You Ever Analyzed Your Sales Recommendations?

It may seem complicated, but success lies in consistently tracking which recommendations work and when clients are most receptive. Take a look weekly or monthly at SalonLife’s reports and client notes:

  • Which questions got the most honest answers?
  • What explanations encouraged clients to make repeat purchases?
  • Which phrasing or advice built greater trust?

Discuss these insights with your team—share findings and tips—why keep great discoveries to yourself? You can also explore "How to Improve Client Satisfaction in Beauty Salons" and best practices for crafting personalized sales suggestions.

In Summary

A profitable salon doesn’t come from reciting a rehearsed “sales pitch” to every client. Genuine interest, the right questions, and personalized advice transform the recommendation process into a completely new experience—helping you earn more without driving anyone away. Try it out in your next conversation!

But what if, despite all your great recommendations, sales don’t grow as expected? When and how should you use promotions to bring clients back during quieter times? That’s coming up in the next chapter…