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What Are the Best Tips for Selling Cosmetics?

Cosmetics managers typically work at luxury makeup counters in department stores.
A woman applying lipstick, one type of cosmetic.
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  • Written By: Felicia Dye
  • Edited By: Melissa Wiley
  • Last Modified Date: 17 September 2014
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Anyone who plans to begin selling cosmetics needs to give a lot of thought to how she will enter the business. Once this is done, acquaintances who are also customers should be treated professionally, and efforts should be made to conduct transactions with them based on the merit of the products offered. Professionalism can be displayed by being knowledgeable and providing important aspects of customer service, such as speed. Other keys to success when selling cosmetics include investing in samples and brochures and developing an online presence.

Individuals who are interested in selling cosmetics but who have not yet started should seriously consider their strategy for entering into the business. There are several approaches that an individual can take, such as building a brand, becoming a sales representative for a particular company, or offering products from multiple well-known brands. Although a person can experience success from any of these strategies, it is generally easiest to sell cosmetics that are known and respected.

Those who are new to the business are likely to find that the bulk of their initial consumers tend to be family or associates. Individuals in these situations often buy products because they feel that they are helping someone that they care about. This, however, is not a prescription for a sustained customer base. To help encourage long-term supplier-consumer relationships, it is important to develop respect as a professional and to help individuals to recognize the value in the products being offered to them.

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Being knowledgeable is one of the best ways to display professionalism. An individual who sells cosmetics should be able to offer valuable insight to those who express interest. While this includes general information, it is definitely imperative for a vendor to know about the products that she is offering. Otherwise, it may appear that she is just pushing products, which can seriously damage a seller's credibility.

The speed at which orders are filled plays a role in the success of selling cosmetics outside of a traditional brick-and-mortar retail arrangement. When consumers go to a store, they can generally get the products that they want immediately. To be competitive, those selling cosmetics in other arrangements need to develop strategies that fulfill customer demand as quickly as possible. In some cases, this may involve investing in popular products and keeping them in stock.

Individuals selling cosmetics should not expect their offers, brand recognition, or the availability of products to be enough to get the job done. Cosmetics are items that individuals often like to try before purchasing. It is wise to invest in samples and brochures and to make a habit of distributing these items. This is especially true when offering new products and unfamiliar brands. The more that sample products and information are distributed, the more sales are likely to increase.

An online presence is something else that should be strongly considered, as it can also have a dramatic impact on sales. One of the benefits is that it can be an excellent tool for providing information. Catalogs often have only brief product descriptions, and some customers shy away from detailed explanations from sellers because they feel pressured to make purchases afterward. An online space can provide the opportunity to educate customers while offering them the opportunity to shop at their own convenience.

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Wisedly33
Post 2

@Pippinwhite: Tell me about it! If I ask a consultant, whether an individual salesperson or someone at the cosmetics counter, about a product, I expect them to know something about it (if they're an individual consultant) or know whom I can speak with if I'm at a cosmetic counter.

But yeah, you have to be very, very tactful with some customers who want exactly the wrong color for their skin (or age). I've watched in awe as a good consultant managed to steer customers toward something much better for their skin without causing offense. It's a gift.

Pippinwhite
Post 1

Someone who is good at selling cosmetics knows how to camouflage flaws without making bad matters worse. This is especially true for older clients.

A cosmetic salesperson has to understand, for instance, that some products tend to seep into facial lines, making them more prominent. You have to choose products that "float" over lines instead.

Selling cosmetics successfully also requires a keen eye for color. Not every color looks good on every person, so great tact may be necessary to keep a client satisfied and still looking good.

Few things are more annoying than someone who should know their products and do not. If I ask about a product's moisturizing capabilities and ingredients, and the consultant doesn't know much, it can be really frustrating.

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