1. On The Job
Copyright 2013 © SAP

2. MOVING FROM SCHOOL TO WORK
Finding the right salon
What do you stand for?
What are you committed to?
What are your educational goals?
What do you care about?
Figure 26-2 26

3. OUT IN THE REAL WORLD Thriving in a service profession 26
There will be difficult clients.
Most people will appreciate the work you do.
Points for client service
Put others first.
Be true to your word.
Be punctual.
Be grateful.
Be a problem-solver.
Be respectful.
Be a lifelong learner. 26

4. OUT IN THE REAL WORLD Salon teamwork 26 Figure 26-4 Strive to help.
Pitch in.
Share your knowledge.
Remain positive.
Build relationships.
Resolve conflicts.
Be a willing subordinate.
Be loyal.
Figure 26-4 26

5. OUT IN THE REAL WORLD Job Description Compensation methods 26 -
Read it carefully.
Make sure you understand it.
Ask necessary questions.
Compensation methods
Salary
Flat rate
Hourly rate
Commission—ranges from 25% to 70%
Salary + Commission - 26

6. OUT IN THE REAL WORLD Salary Tips—usually 15% of total service
Receive a basic salary.
Receive commission on services and retail.
Tips—usually 15% of total service
Employee evaluation
Keeping tabs on your progress and performance
First at 90 days
Annually thereafter 26

7. MANAGING YOUR MONEY Meeting financial responsibilities
Personal Budget
Giving yourself a raise
Spend less
Increasing service prices or quantities
Seek professional advice
Research and interview financial planners.
Keep credit card debt to a minimum.
Consider retirement options.
Speak to bank officers. 26

8. DISCOVER THE SELLING YOU
Ticket upgrading or upselling services
Recommending and selling additional services to clients
Retailing
Selling products to your clients for home use
Principles of selling
Know your services and products.
Adapt your approach to clients’ personality and needs.
Be confident.
Ask questions.
Never misrepresent your service or products.
Be relaxed and friendly. 26

9. DISCOVER THE SELLING YOU
Psychology of selling
Want to look better
Want to feel better about self
Want to look like someone else
Want to solve a problem
Figure 26-8 26

10. DISCOVER THE SELLING YOU
Sales conversation techniques
Ask about current product.
Place product in client’s hand.
Explain product benefit to client.
Keep retail area clean and well lit.
Inform client about promotions.
Figure 26-9 26

11. DISCOVER THE SELLING YOU
Five points of selling
Establish rapport with client.
Determine client’s need.
Recommend products.
Emphasize benefits.
Close the sale.
Building a client base
Provide good service.
Be reliable.
Be respectful.
Be positive.
Be professional. 26

12. DISCOVER THE SELLING YOU
Expanding your client base
Birthday cards
Business card referrals
Local business referrals
Public speaking
Rebooking clients
Reschedule clients before they leave. 26

13. SUMMARY
There are many factors to consider when making the transition from “student” to “professional.”
You will not enter the job market knowing everything you need to know.
However, you will have a solid foundation of basic information and skills that will lay the groundwork for a lifelong quest of learning.
Success is something that we make happen by doing the things we have learned and doing them well. 26