Tips from Marilyn Free on
How to Approach a Salon Owner
1. Don’t call a salon owner between Thursday and Saturday—this is
when they are the busiest!
2. Don’t approach a salon owner already carrying a skin care line.
If you want to ask the receptionist, ―How is your skin care line
doing?‖ Make a note of their answer and do your homework if
you plan to return to still approach.
3. Is it a chair rental salon or a commission salon?
4. Don’t walk in offering the biz opportunity—
First, recommend the products because salons are product
5. Retailing is big part of salon—Holiday products are great to retail
in a salon.
6. If someone understands Arbonne—explaining ―second income
stream opportunity‖ is the best way to express the Opportunity 7. Don’t go in offering 35%--salons are used to getting 50% markup
on retail items. Show them how they can get 50% by ordering…
Example: Order $1000 worth of retail for $650, plus the extra
$400 for $80. This is $1400 worth of products for only $730.
That’s about 49%!
Let them know bonus products are 60% mark up for them on the
Hand Cream, Cleansing gel, Foot cream, and Body Lotion
Body sets are a 76% margin for them!!!
8. Do not approach with Arbonne’s shampoos. They are too
expensive for a salon to keep on the back bar and usually they are
not open to anything other than what they have already
researched and know inside out from the hair shows they attend.
9. 50% of all salon owners do NOT have a Plan B for their
retirement, savings, future…
10. Their stylists are usually living paycheck to paycheck—give them
an extra income stream.
Recommend for introduction of Arbonne products into a salon—
have an Awaken Sea Salt Scrub to use on clients as a pampering free
service. Then offer it to them as an add-on purchase. Tell them a
brief overview of the Arbonne difference. If client wants to take
home a jar, have stylist take it to the receptionist and tell them to add
to the service total. Have the receptionist make a note which stylist
makes a commission from the sale. Ask owner to offer stylists to buy
Arbonne products wholesale, so stylist will love the products and
1. Start with the Awaken Sea Salt Scrub. Offer to sell customers a
jar for $26 plus tax, and add a little for SH. Let the stylist who
made the sale make part of the profit.
2. What do you stock/order recommend?
Evaluate majority of clientel. Stylists will recommend what they
use and love, so make sure stylists have opportunity to use as
many products as possible. You may have to gradually introduce
Arbonne to stylists as well as the clients. Stylists don’t always
―jump on board‖ and ―see it‖ Just ―drip‖on them as you would
3. Ask salon owner what they would recommend spending to get
their Arbonne business going in the salon after showing them the
Opportunity presentation and giving them time to check out the
products, website, and use some products themselves.
a. Offer the $1000 for $650 + $400 for $80 = $1400 of product for $730
b. Offer the RSVP + a Smart Option Package ($250 retail
order at 35% off + $100 for $20) $350 + $162.50 + $20 =
$532.50---That’s $1050 of retail value for $532.50!! Almost
c. Offer the RSVP-- $700 of product for $350
d. Offer smaller options: $500 for $325 and $200 for $40 =
$700 of product for $365
4. Why Arbonne?
Superb products---Why not Arbonne?
All about REsults and customer service and Health/wellness and
Not immediate $, but like a 401 Plan, for future.
So beautiful, they ―get‖ it.
After 39 years, Marilyn Free sold her salon. Now, the new salon
owner offers clients the three ways to win:
1. Some just want it retail.
2. some want their own Consultant ID#
3. Some want personal business to build
IN THE SALON:
1. Give staff opportunity to sign up and make a 35% commission.
2. Otherwise, they get 10% as usual on inventory in the salon.
3. How it works:
Stylist Nicole sells Mrs. Smith an RE9 set. Mrs. Smith pays
for her hair appt. then receptionist rings up $266 for the
RE9 set—then zeros it out. Then, puts $266 in an envelope
with Nicole’s name on it.
Every two weeks, use the $ to replace what was sold—the
profit due Nicole goes to Nicole—easy!
If Nicole is signed up as a consultant, order the replacement
products under Nicole’s ID #. Nicole gets her own
commission check from Arbonne.
At the end of the month, if all Nicole sold was a Sea Salt
Scrub, then salon owner just add the replacement on his/her
4. Train the receptionist how to ring it up. Behind the desk, the
stylist/consultant had envelope with her name on it. Any retail
products rung up under Nicole’s name—pay commission at the
end of the month.
What if owner doing the business gives the receptionist the incentive to
learn the process to help make benefits happen? Teach receptionist to
offer clients 35% by signing up—give receptionist an incentive to do the
signing up. Clients are signed up under Nicole or other stylist who
introduced the clients to Arbonne. Stylists who are Arbonne
consultants wanting to build a business are getting the clients into their
own networks. If stylists have no interest, sign the clients under the
salon owner. Teach stylists about the RSVP. If stylists is signed up,
they can sponsor clients and receive $50 for every RSVP order.
Arbonne pays this at consultant level.
Make a flyer
―Excited to be introducing European skin care and …because we care
about health of clients‖ Offer: Complimentary mini-facials/makeover Mon. – Wed. free by
Just done in stylists booth:
--go through steps really quick
--do make up
--clients love and buy!!
Marilyn started inventory with $5000
Salon owner’s Arbonne sponsor can offer two or three days to do hand
massages, facials, make-overs
If they are not charging for it—no license necessary and it’s not an issue
Salon owners are not looking for a big business opportunity. In their
eyes they already have a salon for that! But they are looking for
product and profit.
Salon owners staff may not ―get it‖—they don’t see the ―right now‖
money or don’t think they have time. They miss out—it’s okay.
You can help your salon owner find business builders outside the salon
environment as other consultants do.
They may say, Aveda is a similar product. Ask them if Aveda will give
them a white Mercedes-Benz? Give you a cruise? Give you a residual
What are the benefits? Share the benefits.
Salon owner asks, when a client can Arbonne from their friend, why
should they buy it from my salon?
Answer: Wouldn’t you rather be the one they buy from or sign up with?
Men will listen to hair stylist about their skin who will never go to a
dept store clinician!!
Thank men for coming to salon by offering to give them a free
complimentary skin treatment. After the hair cut, use the men’s RE9 system steps on them. They go home feeling great!
1. Have men feel their skin before the hair cut
2. Shampoo hair, then use thermal fusion on their scalp
3. Take to bowl and have them wash, tone, moisturize, use shave gel
to clean around neck—rinse hair—they feel great!
4. Men love it!!
Stylist just sold a Men’s set for $106. Client got the Thermal Fusion
Hair and Scalp as a free product.
ALWAYS SHARE THE 3 WAYS TO WIN:
New salon owner—Just talk to your clients, find interest in some
Arbonne product….start with the Sea Salt Scrub
Then, share the 3 ways to win. Depends on the client, how much
Arbonne salon owner/stylist should talk about. If stylist has good
rapport with client, they’ll know how much is enough. May take several
appts(months) to ―drip‖ on a client before sharing the 3 ways to win.
If the salon owner or stylist is doing their job, they are recommending
and offering relationship first and products to help people.
If it’s not about helping people, they are in the wrong business.
Read Marilyn Free’s Eye on Arbonne story. She says, ―If you give the
best customer service available—you will build your Arbonne business
because it is a people business.
Stylists need to be signed up under the owner.
If it is a stylist who introduces Arbonne to the owner, then owner should
sign up under the stylist, but then the other stylists should sign up
directly under the owner.