209 & 205 - Lesson 3

• Hairdressing
• Higher Education (non-degree)

Write a description of the two types of setting placement and their effects.

209 & 205 - Lesson 3

Lesson objectives

Explain the importance of being able to give benefits to clients and salon of promoting products and services

Be aware of the legislation which must be followed

Describe how to recommend a product or service

Describe both good and bad selling techniques

What do you think the benefits of recommending services or products are to the client?

What do you think the benefits of recommending services or products are to the stylist and salon?

Legislation

When promoting products and services it is important that you are aware of the legislation which covers selling and recommending products/services.

Can you recall the main 6 you need to be aware of?

Legislation

• The data protection act
  
• Trade descriptions act 1972
  
• Supply of goods and services act 1982
  
• The prices Act 1974
  
• The consumer safety act 1978
  
• The consumer protection act 1987
  

Failure to comply with these legislations could result in your salon or yourself being fined

Task

In your groups can you find out the main points each legislation covers.

• The data protection act
  
• Trade descriptions act 1972
  
• Supply of goods and services act 1982
  
• The prices Act 1974
  
• The consumer safety act 1978
  
• The consumer protection act 1987

The data protection act- Protecting clients personal details

• Only authorised staff have access
  
• Only used for official use
  
• Details kept up to date
  
• Old details destroyed
  

Trade descriptions act 1972- Ensuring items are described correctly

 

• Quantity must be stated
  
• Sold at stated price
  
• Fit for purpose
  
• Clearly labelled where it was made
  
• Verbal/written advertisement must be accurate
  

Supply of goods and services act 1982

• Staff must be competent to deliver service
  
• Staff must be knowledgeable and competent to promote products and services they are recommending
  

The prices Act 1974

• Ensures that prices are accurate and displayed so the client (consumer) is not misled to the value or price
  

The consumer safety act 1978

Reduces the risk to the consumer from any products which might be potentially dangerous

The consumer protection act 1987

• Ensures safety standards of goods and goods used in workplaces
  
• Anyone suffering personal injury, damage to personal property or death can take legal action against producers, importers, brand owners
  

What are the steps taken to recommend a product or service?

Describe the difference between a feature and a benefit

Features and benefits

Features:

The characteristics of the service/product

What it does, how long it will last, how to use it, how much it costs, ingredients

Benefits:

The advantage to the client

Enhances the style, prolongs colour, provides longevity, improves condition, easier for the client to maintain their hair

It is REALLY important you know the features and benefits of all the styling and finishing products, shampoos and conditioners and services a salon offers

Selling techniques

In your groups list as many good and bad selling techniques you can think of. 

Think about when you have had items sold to you and how these interactions have impacted you buying a product.

Good selling techniques

• Good product and service knowledge
• Identifying the correct products/services which will benefit the client
  
• Knowing why you are recommending the service/product
  
• Avoiding jargon (technical language)
  
• Giving the client time to ask questions
  
• Recognising positive selling signals
  
• Not taking it personally if they do not take your advice
  

Bad selling techniques

• Hard sell-forcing the product on a client if it is clear they are not interested
  
• Telling the client the wrong information about a product or service
  
• Talking over your client when they are asking questions
  
• Telling them incorrect information about the product
  

To recap…

When recommending products and services you must:

• Ensure you have good product and service knowledge
  
• Follow the sales of goods act and the trade descriptions act
  
• Ensure your clients will benefit from the product or service you are recommending
  
• Make sure the information you give them is accurate
  

What is a good selling technique?

1. Forcing products on uninterested clients
2. Identifying correct products for clients

What does the Consumer Safety Act reduce?

1. Staff training requirements
2. Risk from potentially dangerous products
3. Product manufacturing costs
4. Advertising budgets

What does the Supply of Goods Act require?

1. Discounts on all services
2. Competent staff delivering services
3. Free product samples for all
4. Extended opening hours

What must be stated under the Trade Descriptions Act?

1. Brand reputation
2. Customer reviews
3. Colour of the product
4. Quantity must be stated

What does the Data Protection Act protect?

1. Client's personal details
2. Employee working hours
3. Product pricing regulations
4. Salon decoration standards

Styling and finishing products 

Complete the worksheet on google classroom to identify the different styling and finishing products and their uses.

Unit 205 - overview