For the last couple of weeks we have been focusing on Step 1 of the 4 steps to Sales Success!!!! I’m sure after reading the newsletter, watching the role play and then receiving the SOP script you have nailed Step 1. If you haven’t yet, remember that practice makes perfect, definitely don’t give up. Once you master this skill it will be like a snowball rolling downhill that just gets bigger and bigger and goes faster and faster, and it’s the most exhilarating feeling ever.
Today I want to tell you about STEP 2 to Sales Success. Step 2 is generally a step that comes automatically to any therapist, nail technician or hair stylist because Step 2 is about the skill. And I want you to take your skill to the next level. Read on…
Step 2 is about delivering an UNFORGETTABLE EXPERIENCE to your client. Notice I didn’t say a nice treatment or service but rather, I called it an unforgettable experience.
The reason for this is that in order to push past the RAS in your clients brain, you are going to need to blow them away and deliver the unexpected. This is where personalization comes in and we’ve spent 4 weeks discussing this in the month of August and September. So by now you are crystal clear on personalization and hopefully already applying this to your treatments and seeing huge results in your revenue.
What is RAS you might be asking? RAS is the reticular activating system of the brain. I like to refer to it like your brains “personal assistant”, a very sophisticated filter that stores what is important and needed and basically deletes what it does not need to store or what it does not feel is important. Because we live in a world where our brains receive hundreds of marketing messages daily between social media apps, communication apps, radio, television, magazines, billboards and many more, the RAS of the brain is so important. Your goal is to PUSH past the RAS and go into the stored folder, the important and to remember folder of the brain.
So let’s see what a few clients around the globe have to say…
If these two personal experiences don’t make the point then nothing will!
It is very evident that the future of our Industry is going to be about personalization and delivering unforgettable experiences! So what I would like you to do as homework from this newsletter is sit down for 5 minutes and write a list of how you can deliver unforgettable experiences to your clients. What can you do to make the treatment UNFORGETTABLE? Really push beyond the obvious things like cleaning feet or doing a welcome touch, get creative and think outside that box!
If you have an unforgettable experience from a client we would love you to share it so we can grow our portfolio of experiences to share in our community. Please send them to us, we will be most grateful.
Till next week,