Say you included false lashes in your inventory. They are in a visible place, on display. Is your job done? Is there more you should do to close sales and move product? Glad you asked!

Knowing a little about the people who are interested in false lashes will help you tailor your approach so that they end up getting a specific need met (longer luscious lashes!) and you get the sale!

And this is a tip for sales in general, not just selling false lashes: your pitch or approach needs to change based on the customer profile because each type of customer will have different motivations and needs.

Read on for a rundown of the various personalities who may be eyeballing the false lash display and how to tailor your approach!

The Everyday Girl

False eyelashes are the choice for anyone who isn’t comfortable with eyelash extensions, but who still desires that glamorous curl.

Your approach: This customer type might make up 50 percent of the customers who check out the display. These are the customers who come to your salon for a mani, pedi, or a facial, and who go to a salon as a once-in-a-while treat. These girls are interested in products that allow them to stay cost-conscious and bring products home to self-apply. Emphasize the do-it-at-home aspect.

The Working Professional

Ladies who work a 9 to 5 job (or similar) that requires them to pay attention to their appearance, or who simply like to have the boost that wearing false lashes provides.

Your approach: Point out which falsies provide the wearer with the most natural look. Discuss your favourite false lashes that provide a subtle, classic, elegant note.

The Ballerina Star

Being up on stage as a dancer of any kind, whether ballet, contemporary, or Broadway, requires pronounced features so that the face doesn’t get washed out under the bright lights or becomes hard to view from the back seats of a theatre.

Your approach: These girls are easy to spot and wearing makeup is parcelled up in their careers, so talking shop is a breeze. It’s okay to go into detail. Hand out any product information you have on hand because if they like you, they’ll pass along the promotional material to the whole troupe!

The Bridal Party

Wedding photos last forever. So eye drama needs to be volumized for the effects to show through in photographs. The bridal party will be on the hunt for ways to amp up the sparkle of the day.

Your approach: Show wedding day pictures of happy customers who used your services for their big day. Point out the type of false eyelash each is wearing. Seeing how false lashes come across in photographs will be key here.

The Dancing Queen

This category is for those who wish to dramatically change their look through the use of falsies. And it’s a testament to the power that false eyelashes have that they can do this for their wearers.

Your approach: Show off your maximum impact eyelash selection. The product will sell itself.