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“I am looking at all of my salons differently now. I’m teaching them in the ‘Step Up’ way – focusing on tracking new money and consulting to the sales in order to drive up their income.” –Roberta Dotson,
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Roberta the consultant Steps UP!
Meet Roberta Dotson Roberta Dotson is a Consultant with the Summit Salon Consulting Group. She is the first Consultant to attend an entire Step Up workshop and as a result Roberta has learned to dramatically and suddenly increase salon sales and stylist income by using Step Up.
A New Consulting Model Several of the salons that Roberta consults have attended Step Up. Without a doubt, the way that Roberta consults salons has forever changed. According to Roberta, “I am looking at all of my salons differently now. I’m teaching them in the ‘Step Up’ way – focusing on tracking new money and consulting to the sales in order to drive up their income.”
Action is Contagious! One of Roberta’s salons, Fox and Hounds in Bloomington, IL, sent just 4 of its 17 stylists to Step Up. Two weeks later, Roberta went to the salon and asked everyone to track their new money. The four that had been to “Step Up” tracked $2,000 in service dollars in just two weeks – one of them opened a savings account with her tips for her kids’ college funds! Roberta divided the stylists into four groups, each with a Step Up graduate. They showed the group what they’d learned. Each group did a “Perfect Day” exercise so that they could see how they were able to add on new money. One of the massage therapists came up with $160 to add on to one of her days! Even though some stylists didn’t attend Step Up, Roberta’s new consulting approach empowered everyone to make a lot more money.
Hair and Body Solutions Dawn Panfil is the owner of Hair and Body Solutions, another one of Roberta’s salons that attended Step Up. Dawn was moved by the idea of “new found money,” so she and the team created an action around it. In just two days, they “found” $900 in add-ons and a new salon promotion. Each stylist is now averaging $45 a day in new monies and growing! The first week after Step Up, the salon found $1,423 dollars, and the 2nd week, $1,874 for services not on the book! With the planning they learned in Step Up, they were able to see “gaps” as “opportunities.”
Chemistry Shots Hair and Body Solutions created a promotion around Redken Chemistry Shots so that they could run with what they learned in Step Up. A fast, simple, and potent $20 service, it is a tool to serve every guest better and also bring dramatic income increases. They knew they had $800 - $2,000 in missed opportunities to fill! The stylists offered it to every guest.
Measure It! Dawn created a laminated tracking sheet for the back room to track the new money - for all to see. The spreadsheet is erased and re-recorded daily; a powerful reminder and a great way to stay awake and make more money.
Heather Treffett: A Vision of What’s Possible Heather is a new stylist at another one of Roberta’s salons, Essence Hair and Spa in Kenosha, WI. She works two jobs and felt as if she was always working and never had any money. She attended Step Up in May.
Here is what Heather has to say about her experience:
Why Step Up Consulting Works Roberta Dotson sees Step Up as a sales tool that teaches “sales” instead of teaching “goals.” It is a specific program that gives stylists scripts on what exactly to say to clients that get them to buy more services and products, pre-book their next visit and send in referrals. “Step Up is the beginning of something that can move us to the next level of consulting,” says Roberta, “as well as to the next level of SALES in our salons!”
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