Chapter 4

Can I offer a package without it feeling like pressure?

Mời mua gói thế nào để khách không thấy bị ép?

The chapter's question

At what point in the session do my stylists invite clients to buy a package?

Big idea

A package pitch fails when it serves a quota; it works when it follows on from the result the client just saw.

In this chapter

  1. Part 4.1

    The Right Moment

    At which minute of the appointment is the client happiest?

  2. Part 4.2

    Start From the Result

    Does my stylist's offer open with the price or with the result?

  3. Part 4.3

    When They Say They'll Think

    When a client hesitates, what is the stylist allowed to do next?

  4. Part 4.4

    Should There Be a Quota

    If there is a target, what is it actually measuring?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Selling the Course, Not the Session is free to read right here.

Read in Conan School

Chapters of Selling the Course, Not the Session

  1. 1.Are clients paying for an hour, or for the mirror?
  2. 2.When I discount a session, what am I actually cutting?
  3. 3.Does a package serve clients, or just my cash flow?
  4. 4.Can I offer a package without it feeling like pressure?
  5. 5.Is never raising prices really how I keep clients?