Susan welcomes back mindset expert Vicky Ross to discuss the current unrest in the beauty industry amidst economic changes. As the episode coincides with Susan's birthday and the launch of season two, Vicky shares her extensive experience in Neuro-Linguistic Programming (NLP) and offers valuable insights on managing overwhelm and resetting one's mindset. The conversation delves into the importance of awareness, the stories we tell ourselves, and practical strategies for prioritizing tasks and maintaining mental well-being. Vicky emphasizes the significance of daily rituals, gratitude, and intention-setting to navigate challenges effectively, making this episode a must-listen for anyone looking to thrive in their business and personal life.

KEY TAKEAWAYS

Understanding Overwhelm: Overwhelm is often a result of taking on too many tasks within a limited time frame.

The Importance of Awareness: Self-awareness is crucial in managing thoughts and emotions. By understanding what drives our behaviours and beliefs, we can better navigate challenges and reset our mindset when feeling overwhelmed.

Communication and Perception: The way we communicate with ourselves and others significantly impacts our perceptions.

Daily Rituals and Intentions: Establishing daily rituals, such as setting intentions and practicing gratitude, can help create a positive mindset. Taking time to reflect on what we want to achieve each day can lead to more focused and productive outcomes.

BEST MOMENTS

"If people don't understand themselves and haven't raised an awareness about their thinking, their feelings, and their actions, then everything goes haywire." -Vicky

"Overwhelm is typically when people are doing something they think is really important for them and they don't quite know how to do it."- Vicky

"What has to be true in you to do that to yourself? Why do you have the need to put five or six complex tasks on your plate?" - Vicky

"When someone doesn't stop, your body will stop you." - Susan

HOST BIO

Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication.

Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive.

Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Bea And the Best" 1 and 2.

She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars.

Susan's expertise continues to shape and elevate the beauty industry worldwide.

USEFUL LINKS

https://susanroutledge.com

https://www.instagram.com/susan_routledge/

https://www.vickyross.com

info@vickyross.com

https://www.vickyross.com/awakening-serenity - code: serenity25

SPONSOR

https://www.phorest.com/

In this episode, Susan shares valuable insights on how salon and clinic owners can maximize their experience at trade shows. Addressing common misconceptions about the value of these events, Susan emphasizes the importance of preparation, including creating an agenda, researching exhibitors, and engaging with key suppliers. Susan highlights the benefits of networking, attending educational demonstrations, and even entering competitions for a chance to win valuable prizes.

KEY TAKEAWAYS

• Create an agenda before attending a trade show to maximize your time. Research exhibitors, education sessions, and demonstrations to ensure you make the most of your visit.

• Use the opportunity to meet and network with key suppliers. Building relationships can lead to valuable insights about new products and trends in the industry.

• Before the show, survey your clients to understand their interests and needs. This will help you make informed decisions about which products or equipment to explore and potentially invest in.

• Wear appropriate footwear and clothing that allows you to navigate the show comfortably while still looking professional for meetings and negotiations.

• Enter competitions at the trade show, as there may be fewer entries than expected. Winning can provide significant rewards, and it’s a great way to engage with the event.

BEST MOMENTS

"Your clients are so, so knowledgeable now that they expect you to be on your A game all the time."

"Make sure that you are doing all of your market research beforehand, talking to your clients about what you are hoping to see at the show."

"It's a great time as well if you are planned, you're turning up there very professional, it's a great time to do some great negotiating."

"Although that sounds like it's, you know, great fun, it's a great time to be networking because networking is a huge part of being at a trade show."

"Make sure that you see what competitions are on and enter those competitions as well."

HOST BIO

Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication.

Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive.

Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Bea And the Best" 1 and 2.

She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars.

Susan's expertise continues to shape and elevate the beauty industry worldwide.

USEFUL LINKS

https://susanroutledge.com

https://www.instagram.com/susan_routledge/

SPONSOR

https://www.phorest.com/

Susan welcomes Pete Scott from the Sales Spotlight Academy, who shares his insights on transforming the beauty industry by empowering therapists and salon owners to charge what they are truly worth. With a background that spans from personal training on cruise ships to consulting for various industries, Pete discusses the importance of effective consultations and the psychology behind selling high-value services. He emphasizes the need for therapists to shift their mindset from commoditized treatments to offering genuine transformations for clients, ultimately positioning themselves as trusted advisors. Throughout the conversation, Pete provides practical strategies for overcoming limiting beliefs and enhancing client relationships, making this episode a must-listen for anyone in the beauty business looking to elevate their practice and increase their revenue.

KEY TAKEAWAYS

Transformational Selling: The focus should be on helping clients achieve real change and transformation rather than just selling treatments.

Consultation Importance: A well-structured consultation is crucial for success in the beauty industry. Asking the right questions can lead to deeper conversations, allowing clients to realize the value of long-term investments in their beauty and wellness.

Mindset Shift: Many therapists and salon owners limit themselves by assuming clients won't pay higher prices. It's essential to challenge these beliefs and recognize that clients often want to invest in their well-being when they see the value in the service offered.

Team Empowerment: For salon owners, it's vital to support and empower their teams through training and practice.

BEST MOMENTS

"If a client walked into your business tomorrow and said, 'Here's £10,000,' not one therapist has said they wouldn't take the money. They all reply, 'I would figure it out.'" - Pete

"You always say it is down to the consultation. And of course, it very much is." - Susan

"Clients want to buy. They want you to be their trusted advisor. They love the idea of saying, 'my skin advisor.'"- Pete

"The less you charge, the more clients will pay for the product. The more they pay, the more they pay for you."- Pete

HOST BIO

Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication.

Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive.

Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Beauty And the Best" 1 and 2.

She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars.

Susan's expertise continues to shape and elevate the beauty industry worldwide.

USEFUL LINKS

https://susanroutledge.com

https://www.instagram.com/susan_routledge/

Instagram: @petejscott
TikTok: @petejscott
www.youtube.com/petescott

https://www.facebook.com/pete.scott.sales

In this episode, Susan addresses a common concern among salon and clinic owners: why their teams struggle to sell products as effectively as they do. Susan emphasises the trust clients place in owners and explores deeper issues that may hinder team sales, such as money mindset and product knowledge. She offers practical strategies for improving retail success, including the importance of understanding client needs, using appropriate language, and implementing a seven-day money-back guarantee to boost confidence in selling.

KEY TAKEAWAYS

• Clients tend to trust salon and clinic owners more than their staff, which can impact sales. It's important for team members to build their own rapport and trust with clients.

• Team members may perceive products as expensive, especially if they are not using them themselves. Addressing their money mindset and educating them on the value of professional products can help improve sales.

• Therapists should use the same language as clients when discussing products. Listening to clients' concerns and addressing them with appropriate solutions can enhance the selling process.

• Providing education on the products and offering a money-back guarantee can boost therapists' confidence in selling. This approach reassures clients and encourages them to try new products.

• Understanding what clients are running out of and what they truly need is crucial. Therapists should focus on providing solutions that align with clients' perceptions of their skin needs, ensuring a cohesive treatment experience.

BEST MOMENTS

"Clients will always see you as the key person in that business and will trust you the most."

"If your team aren't selling, then quite often it is a money mindset thing where you may want to do some work with your team around their money mindset."

"Clients will always find money for whatever they see value in."

"It's a form of discrimination if you've got therapists who are constantly thinking, 'Oh, my clients can't afford this' and they are prejudging their clients."

"Skincare and cosmetics are no longer luxuries to clients. Now they are just commodities."

1. HOST BIO

Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication.

Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive.

Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Bea And the Best" 1 and 2.

She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars.

Susan's expertise continues to shape and elevate the beauty industry worldwide.

USEFUL LINKS

https://susanroutledge.com

https://www.instagram.com/susan_routledge/

SPONSOR

https://www.phorest.com/

Susan welcomes Rachael Howard from Beauty Within, a seasoned professional with nearly 20 years of experience in the beauty industry. Rachael shares her inspiring journey, which began with aspirations of becoming a nurse before transitioning into beauty therapy after discovering her passion for holistic treatments. She recounts her experiences working on cruise ships, teaching in the Middle East, and her return to the UK, where she established her own beauty business. Throughout the conversation, Rachel emphasizes the importance of education, personal connections with clients, and the evolving nature of the beauty industry.

KEY TAKEAWAYS

Diverse Career Paths: The beauty industry offers a wide range of career opportunities, allowing individuals to explore various roles, from nursing to teaching and working on cruise ships.

Importance of Passion: Finding a job that you love is crucial for long-term satisfaction and success. The journey in the beauty industry can be fulfilling when driven by passion, as it leads to a more enjoyable work environment and better client relationships.

Continuous Education: Staying informed and educated about industry trends, products, and techniques is essential.

Client Relationships: Building strong relationships with clients is key. Understanding their needs and being empathetic to their situations can enhance the client experience and foster loyalty, as clients often become friends over time.

BEST MOMENTS

"I always wanted to go into nursing... I failed it, unfortunately, due to the maths. Not very good on the maths side of things." - Rachael

"When I look back now, that person was still on that oily range for like five years. Why? It wasn't working." - Rachael

"I just think it just shows that, like, you can just do anything that you want in our industry." - Susan

"You never know what's going on in someone's life... if you react back the same way to someone, then it just accelerates it." - Rachael

HOST BIO

Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication.

Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive.

Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Bea And the Best" 1 and 2.

She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars.

Susan's expertise continues to shape and elevate the beauty industry worldwide.

USEFUL LINKS

https://susanroutledge.com

https://www.instagram.com/susan_routledge/

beautywithindurham@aol.co.uk

In this episode, Susan discusses the importance of local collaborations for salon and clinic owners looking to build their client base. While acknowledging the role of social media for visibility, she notes that personal connections and local partnerships can yield quicker results. Susan also shares insights from her experience at the Beauty Directors Club Business Bootcamp in Malta, where she explored over 30 collaboration strategies with various local businesses.

KEY TAKEAWAYS

• While social media is important for visibility, building personal connections through local collaborations can be more effective for growing a client base in the beauty industry.

• Before pursuing local collaborations, it's crucial to clarify what you want to be known for (e.g., skincare expert or nail technician) to direct your efforts effectively.

• There are numerous local businesses and organisations to collaborate with, such as slimming clubs, jewellers, travel agents, and corporate clients, which can help expand your reach and client base.

• When collaborating, consider offering competitions, discounts, or gift vouchers that not only attract new clients but also encourage them to share their positive experiences with others.

• Develop a strategy for collaborations, ensuring you understand the benefits for both your business and your partners. Regularly assess the effectiveness of these collaborations to maximise their impact.

BEST MOMENTS

"I always think that social media has a great place, but to me, it's more for visibility rather than being in a room or personally speaking to someone."

"When you are going to collaborate locally, you need to first of all think about what the benefit is, what benefit it's going to have to your business."

"If you want to be known as the local skincare expert, then that is where you need to be putting all of your strength and focus."

"With slimming clubs, you could offer to run competitions with them. Part of the competition is someone wins a gift voucher or a gift bag."

"It's just having those ideas to be in front of people at the right time as well."

HOST BIO

Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication.

Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive.

Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Bea And the Best" 1 and 2.

She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars.

Susan's expertise continues to shape and elevate the beauty industry worldwide.

USEFUL LINKS

https://susanroutledge.com

https://www.instagram.com/susan_routledge/

SPONSOR

https://www.phorest.com/

Susan sits down with industry veteran Josh Yardley from The Smart Group. They delve into Josh's extensive background in retail and beauty, discussing his journey from working with major retailers to founding a successful business that supplies advanced beauty equipment. Josh shares insights on the importance of understanding consumer needs, the evolving relationship between beauty and medical aesthetics, and the significance of education and trust in the beauty industry. He emphasizes the necessity for salon owners to adapt to market demands, manage client expectations, and create personalised treatment journeys. The conversation also highlights the role of technology and marketing in enhancing salon services, ultimately aiming to elevate client care and business success.

KEY TAKEAWAYS

Understanding the Beauty Industry: The beauty industry is evolving, with a significant overlap between beauty and medical aesthetics.

Importance of Customer Relationships: Building trust between beauty therapists and clients is crucial. The unique bond formed during treatments can lead to higher customer retention and satisfaction, emphasizing the need for therapists to be well-trained and confident in their services.

Market Research and Product Development: Successful product offerings in the beauty industry require thorough market research to understand consumer needs.

Education and Training: Continuous education for both therapists and consumers is vital. Providing comprehensive training and resources helps ensure that therapists can deliver high-quality services, while educating consumers about treatment options fosters informed decision-making.

BEST MOMENTS

"The relationship between a beauty therapist and a customer is really extraordinarily different from anything else... within an hour, a bond is formed of trust. And that is that beauty." - Josh

"If we can make it not painful, then we can make it really super fast, which then makes it affordable." - Josh

"I think education is such a huge thing now for the shows. I can see a big change over the last few years."- Susan

"If you're not prepared to tell us how do we get better and we want to be better every day." - Josh

HOST BIO

Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication.

Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive.

Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Beauty And the Best" 1 and 2.

She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars.

Susan's expertise continues to shape and elevate the beauty industry worldwide.

USEFUL LINKS

https://susanroutledge.com

https://www.instagram.com/susan_routledge/

http://the-smartgroup.co.uk/

mailto:info@the-smartgroup.co.uk

In this midweek episode, Susan shares valuable insights on how salon and clinic owners can raise their profiles through the act of giving back. She emphasises the importance of community involvement, highlighting various ways to engage with local charities, schools, and colleges. Susan discusses the benefits of organising charity events, participating in local fairs, and offering mentorship to students, all of which can enhance one's reputation in the beauty industry.

KEY TAKEAWAYS

• Participating in local charity events or sponsoring them can significantly raise your profile in the community. Being visible at these events helps build a positive reputation.

• Working with local colleges and schools by giving talks or supporting events not only inspires the next generation but also allows you to connect with potential future employees.

• Hosting your own charity events, such as themed balls or challenges, can create a buzz around your business and enhance your reputation while supporting a good cause.

• Getting involved in industry boards or panels allows you to contribute positively to the industry, share your insights, and establish yourself as a thought leader.

• Offering your time to help at trade shows, especially for smaller suppliers or charities, can provide valuable networking opportunities and insights into the industry while giving back to the community.

BEST MOMENTS

"Giving back doesn't cost anything. And it is just such a great way to get a great reputation in the industry."

"If you are involved with your local colleges, it does mean that you can cherry pick the best students to come and work with you in the future."

"Rather than having a moan and a groan about what you think's wrong in the industry, do something positive about it."

"We had a competition where the children had to draw what they thought our beauty salon would be like inside."

"Even if it's just an hour, it makes such a difference."

HOST BIO

Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication.

Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive.

Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Bea And the Best" 1 and 2.

She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars.

Susan's expertise continues to shape and elevate the beauty industry worldwide.

USEFUL LINKS

https://susanroutledge.com

https://www.instagram.com/susan_routledge/

SPONSOR

https://www.phorest.com/