The Acres of Diamonds story ”a true one” is told of an African farmer who heard tales about other farmers who had made millions by discovering diamond mines. These tales so excited the farmer that he could hardly wait to sell his farm and go prospecting for diamonds himself. Read More
I’ve always been into watching sports. My Dad is head official for the Penn Relays, a national tournament held annually in Philadelphia so track and field is an event that I’m very familiar with.
The great thing about sports is that with the right coach, athletes who might be considered just average can rise to great heights of excellence.
As I watch what’s happening in the spa industry today with retail selling and the lack of therapist training it makes me think about Olympic high jumper Dick Fosbury. (Hang in there with me for a moment and you’ll see where I’m going with this.)
Last week I had a very interesting conversation with the senior manager of a massage club company. I’d experienced great massages from one therapist in particular who works for his company and I told him so. I also mentioned that although stress relieving products are in-house, in two years she had never suggested one to me. I trusted her so I would have purchased almost anything she recommended. I wondered if he might be open to try a new method of training that’s been very effective with therapists. He responded:
“We track metrics and invoke and promote strategies for LEs to improve and drive retail sales in line with our partners’ X and Y. We have instituted a National Director of Esthetics and National Esthetics Trainer to drive this facet of our business from a franchisor level and I’m pleased with the results to date. We significantly outpace our competition X and Y in revenue. I think we have the appropriate vision of what we can do, what we are doing, and are capable of doing.”
I think we have the appropriate vision of what we can do, what we are doing, and are capable of doing.”
I am certain that prior to 1968, world class coaches around the globe held the same conviction about their method of teaching the high jump. And then an athlete named Dick Fosbury showed them something quirky and different.
New methods can often spur your team to levels of achievement that you never imagined.
Always be open.
Linda Harding-Bond is the creator of Increasing Your Retail Selling an Online Training Class for Spa Managers. It is the first retail sales and engagement training designed for how introverts learn.
I worked at a top spa in Philadelphia for ten years. We carried a total of ten skin care lines. I had used them all and was totally in love with maybe six. I could talk for hours about their benefits and the differences between what each product offered.
At that time therapists at the spa were averaging around $3,500 per month in retail product sales. I spoke with the spa manager last week who told me that figure has increased to $5000. That’s the impact of time and experience.
Many of you might assume that high pressure tactics are being used to sell, the clients are outrageously wealthy or the products are overpriced. Read More
Many people think that one of the perks of working at a spa is the ability to get treatments. But when you work at a popular spa where the therapists are in high demand it just doesn’t happen. Read More
Innovation is a hot buzzword. Senior executives in the hospitality industry are burning the midnight oil trying to find ways to innovatively one-up each other. Flying yoga, wellness strategies, sustainability campaigns, the list goes on with one thing in common. They’re all designed to target a larger portion of revenue from the upscale leisure consumer.Read More
Your spa therapists are not selling your retail products. The same offerings that sit in your display cases and on your tables day after day are literally flying off the shelves at beauty outlets like Space NK, Sephora, Ulta and Blue Mercury ,both of which provide spa services. Ulta announced just last week that sales are so robust they’re building 100 more stores.
It’s obvious that your customers love purchasing beauty and body products. So the question is, why are you so reluctant to invest in training that teaches your team how to make retail recommendations and engage with your guests more easily? Read More
Do you believe that every customer deserves a great experience? Your quiet, somewhat shy therapists are well skilled in treatments. They can perform a perfect massage or facial. They diligently attend product training and know the ingredients contained in your retail offerings. Read More