One thing I love about this community is how we laugh together – that was so evident yesterday during our coaching session on sales, with Brian Parsley. He had me in stitches. If you missed it I’ll pop a link to it at the bottom of this mail.
In the meantime, let me give you a rundown of what we spoke about:
As a therapist working in a salon or spa, your job is not just about providing excellent service and treatments to your clients but also to increase revenue for the business. To do this, you must have a willingness to serve others to upsell treatments and services, sell retail products and convince customers to buy more than they initially intended. In this newsletter, we look at what it takes to be a successful salesperson in a salon or spa.
Tip #1: Focus on the customer’s needs, not just the sale.
One of the biggest mistakes folks make is focusing too much on making a sale and not enough on the customer’s needs. As a therapist, your primary concern should be ensuring that your clients receive the best possible experience during their visit. You should focus on understanding their needs and concerns and making recommendations based on that information. This will not only help you build trust with your clients but also increase the likelihood that they will return to the salon or spa.
When recommending additional treatments or services, make sure to explain how they will benefit the customer. For example, if a client comes in for a massage and has a lot of tension in their neck and shoulders, you might recommend a scalp massage or a hot stone massage to help relieve the tension. Share how these treatments will complement the massage they have already booked and help them achieve their desired outcome.
Tip #2: Use your expertise to build trust.
As a therapist, you have specialized knowledge and skills that your clients don’t have. Use this to your advantage by educating them about the treatments and products you offer. This will help you build trust and credibility with your clients, making it more likely that they will take your recommendations.
For example, if you sell a particular line of skincare products, take the time to explain the benefits of each product and how they work together to create a skincare regimen that is tailored to the client’s specific needs. Use your expertise to answer any questions they may have and make recommendations based on their skin type, concerns, and goals.
Tip #3: Make retail products part of the treatment experience.
One of the best ways to sell retail products is to make them part of the treatment experience. When a client comes in for a facial or massage, they are already in a relaxed and receptive state of mind. This is the perfect time to introduce them to retail products that will enhance the benefits of the treatment they just received.
During the treatment, use the products you plan to sell and explain their benefits as you go. For example, if you are using a particular facial mask, explain the ingredients and how they help to cleanse and hydrate the skin. This will pique your client’s interest in the product and increase the likelihood that they will purchase it.
Tip #4: Offer package deals.
Another effective way to upsell treatments and services is to offer package deals. For example, if a client comes in for a massage, you might offer them a package that includes a massage, a facial, and a manicure at a discounted rate. This not only increases the value of the service for the customer but also encourages them to try out other treatments and services that they may not have considered otherwise.
When offering package deals, make sure to explain the benefits of each service and how they work together to provide an overall experience. This will help the client see the value in the package and make them more likely to book it.
Tip #5: Follow up with clients and offer promotions.
After a client has visited the salon or spa, make sure to follow up with them to see how they enjoyed their experience. This not only helps to build a relationship with the customer but also provides an opportunity to offer promotions and incentives to encourage them to book another appointment or purchase retail products.
For example, you might offer a discount on their next service if they book within a certain timeframe, or do a Google review. These types of promotions not only provide an incentive for the customer to return but also give them a sense of exclusivity and value.
Selling in a salon or spa as a therapist is about being someone your clients trust and respect. You’re the expert and they need your advice to ensure they have the best products for them.
By focusing on the client’s needs, using your expertise to build trust, making retail products part of the treatment experience, offering package deals, and following up with clients and offering promotions, you can successfully upsell treatments and services and increase revenue for the business.
Remember, it’s not just about making a sale, but also about providing the best possible experience for your clients.
Till next week,
Marisa xx