On the Job
Milady’s Standard Cosmetology
Cosmetology:
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
“Someone has defined genius as intensity of purpose: the ability to do, the patience to
wait… Put these together and you have genius and you
have achievement”
Leo J. Muir
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Objectives• Describe the qualities that help a new
employee succeed in a service profession
• List the habits of a good salon team player
• Explain the function of a job description• Describe 3 different ways in which salon
professionals are compensated
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
• Create a personal budget• List the principles of selling products
and services in the salon• List the most effective ways to build a
client base
Objectives
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
The School Environment• School is a forgiving
environment• Mistakes can be
corrected• Schedules can be
adapted
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Points for Client Service• Put others first• Be true to your word• Be punctual• Be grateful• Be a problem solver
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Points for Client Service• Be respectful• Be a life-long learner
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Salon Teamwork• Strive to help• Pitch in• Share your knowledge• Remain positive
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
• Become a relationship builder
• Be willing to resolve conflicts
• Be willing to subordinate
• Be sincerely loyal
Salon Teamwork
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Job Description• Read it carefully• Make sure you understand it• Ask necessary questions
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Job Description Example
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Compensation Methods• Salary
– Flat rate– Hourly rate
• Commission– 25% to 60%
• Salary plus commission– Basic pay– Commissions on services and retail
• Tips
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Employee Evaluations• Employer gives formal evaluations• Ask for help informally• Find a role model
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Financial Planning• Research and plan• Be aware pf debts
and expenses• Build a personal
budget and live by it
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Give Yourself a Raise• Spend less• Increase revenue• Combination of both
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Seek Professional Advice• Research and interview financial
planners• Keep credit card debt to a minimum• Learn to invest• Consider retirement options• Speak to bank officers
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Sell, Sell, Sell• Ticket upgrading• Retailing
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Principles of Selling• Know the benefits of products• Adapt to client’s personality and needs• Be self-confident• Ask questions• Don’t misrepresent services or products• Don’t underestimate client’s intelligence• Be relaxed and friendly• Recognize when to close the sale
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Psychology of Selling• Determine client’s reason for
purchasing– Want to look better– Want to feel better about self– Want to solve a problem
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Sales Techniques• Ask clients what they use now• Place product in client’s hands• Advise clients of product benefits• Keep retail areas clean, well-lit, appealing• Inform clients of promotions and sales• Stress merits of using professional
products
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Sales Techniques
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Five Points of Selling• Establish rapport with client• Determine client’s needs• Recommend products/services• Emphasize benefits• Close sale
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Building a Client Base• Provide good service• Be reliable• Be respectful• Be positive• Be professional
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Building a Client Base• Make business card referrals• Make local business referrals• Do public speaking• Rebook
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Client Referrals
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Summary and Review• List 7 rules of conduct for success
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Summary and Review• List 6 habits of a good team player• Explain how a job description is used
by the salon and employee• What are the 3 most common
methods of salon compensation?• Explain why managing your personal
finances is important to your success
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
• Name at least 6 principles of selling retail products in the salon
Summary and Review
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
• List the most important characteristics for building a client base
• Explain at least 3 different activities to expand your client base
Summary and Review
MILADY’SStandardInstructor Support SlidesCOSMETOLOGY
Congratulations!
You’ve just completedone unit of study toward
program completion!
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