Chapter 2

Are clients buying a product, or more weeks of results?

Khách mua sản phẩm, hay mua thêm vài tuần kết quả?

The chapter's question

Which product keeps the result of the service I just performed?

Big idea

The product that sells is the one that preserves the result the client just paid for.

In this chapter

  1. Part 2.1

    How Long the Result Lasts

    How long does each service's result hold if the client does nothing at home?

  2. Part 2.2

    One Service, One Product

    Which single product should accompany each of my main services?

  3. Part 2.3

    What They Use at Home

    Do I know what products my clients are currently using?

  4. Part 2.4

    When Home Care Undoes the Work

    Is what the client uses at home undoing the salon's work?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Shelf Beside the Chair is free to read right here.

Read in Conan School

Chapters of The Shelf Beside the Chair

  1. 1.Whose shelf is it, mine or the distributor's?
  2. 2.Are clients buying a product, or more weeks of results?
  3. 3.Where does advice end and a sales pitch begin?
  4. 4.Are my retail targets quietly selling off client trust?
  5. 5.Is a full stockroom wealth, or money going stale?