consulting

consulting

7 Amazing Ways to Build Long-Term Relationships With Your Customers

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Digital Marketing Specialist Norm Bond shares this article with great tips  for spas and salons during the holiday season.

If you’ve been in business a while, you’ve likely learned how difficult it can be to win a new customer.

The segment of your customer base who regularly buys from you could be the biggest asset your company has. By adjusting your marketing spend so that you target not only new customers but also nurture your existing audience, you could enjoy far greater profitability. Here are seven ways that you can ensure your company has a sizable share of long-term customers. Read More

Reflecting on ISPA 2017

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I had the honor of being selected to present at the ISPA 2017 conference on October 18 at Mandalay Bay Hotel in Las Vegas, Nevada. My topic was “Introverts: The Secret of Increasing Retail Sales”

I had attended ISPA in 2013 as a blogger but it was my first time as a presenter.  Read More

Spa Service That’s Lit-for Today’s Global Culture

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Social media can be a blessing or curse for the spa and wellness industry. With the rapid economic growth of millennials and cross-culture globalization in music and entertainment, there’s no telling who might show up at the doors of your spa. Read More

The Dying Art Of Customer Service

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This excerpt written by spa consultant Kamillya Hunter strikes at the heart of our profession. Her poignant article gives us all something to think about.  

There is no other profession more personal than massage therapy. If you disagree, name one. I’ll wait. As massage therapists, we expect a fully conscious person to agree to remove their clothes and expose to us parts of themselves they may be ashamed of. Read More

The Question That (almost) All Spa Managers Secretly Hate

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Can you believe it’s almost the end of summer?

Back to school shopping, Labor Day cookouts and getting that last visit in to the beach are always big parts of our plans at this time of the year.

I’m excited because here in Bangkok, I’m preparing to speak at the annual ISPA2017conference in October. My topic is focused on introverts and retail selling. And then the thought hit me like a bolt of lightning. Read More

The Spa Retail Secret that Managers Should Heed

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This article from Vendhq.com provides one more reason to overlay your therapist’s spa product training with engagement training. Remember, if your team is not engaging well with your guests, they’re probably not up-selling your services or maximizing retail product sales.

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FIVE TIPS TO INCREASE SPA RETAIL SALES IN 2017

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When I consult with spa managers in the United States they often tell me that their number one problem is getting their staff to sell retail products. The past three years spent working in Asia has shown me that the same challenges exist.

Their solution has frequently been to increase product training, and to remind their staff more often how important selling is. This rarely fixes the problem because they are not addressing the root cause.

The spa industry has failed to recognize that most of its therapists are introverts by nature. They are quiet people who prefer the peaceful environment which so many spas offer. They work in subdued lighting. Customer interactions are mostly one on one. Because communication occurs largely through touch, the need to speak is kept to a minimum. This suits them just fine as introverts are not huge fans of small talk.

However, most therapists have nurturing spirits. They will bend over backwards to relieve someone’s pain. And as introverts they tend to be great listeners.

The good news is that listening well is at the heart of engagement. And engagement is the key to selling retail products.

For many therapists, customer engagement is initially very difficult. But once the stress and trepidation they experience from second guessing themselves is removed, they  become the retail superstars that they are meant to be. And it happens rapidly.

Here are some tips that may help you position your team for more success in increasing your retail sales.

Tip # 1-Ask your therapists what gets in the way of their selling. Address their concerns and fears with empathy and honesty.

Tips # 2-. Divide your team into groups of three. Have them give a one minute presentation to their peers on something they love.

Tip # 3-Have the listeners repeat back what they heard the presenter say. This will help to build listening skills.

Tip # 4-In private provide positive feedback to the presenters on their presentation strengths. Guide them on improving their weaknesses.

Tip # 5-Using their strengths, repeat the presentation process using a retail product that they like. Roleplay presenting to a customer during down-time.

Join me at #ISPA2017 for Introverts: The Secret of Increasing Retail Sales.

 

High Touch-Low Engagement

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A White Paper highlighting the opinions of spa industry leaders from the Asia Pacific region was released in April 2017. From a series of round-table discussions held in Thailand, one of the resulting conclusions was that people issues are still of primary concern. Despite industry growth that far outpaces global economic growth, the ability to ensure guest satisfaction and motivating millennials remain top of mind. Read More

A Nation of Consumers

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This past Christmas my husband and I spent a much anticipated holiday season with our family. We currently live in Bangkok and two years is wayyy too long to be separated from the people that you love.

As fate would have it, an opportunity to provide retail training in my hometown of Philadelphia came my way. Despite the cold weather (which I hate) I decided to stay on longer with my parents while my husband returned to Asia.

Like a lot of retired seniors my parents are active and opinionated. They love MSNBC, The View, CSI Miami and Judge Judy. As I huddle by the fireplace watching these shows with them, I am reminded and amazed at the plethora of commercials. They advertise everything from plaque psoriasis crème to buy-one-get-one-free non-stick cooking pans. The contrast of watching television in Thailand where marketing is at best lukewarm makes me more aware than ever that we are truly a nation of consumers and we love to buy.

We have a leg up compared to other countries because it is part of our culture. We are the nation that unapologetically spends 5.5 million on a 30 second Super Bowl ad.

In my mind we should be dominating retail in the spa, wellness and salon industry. We should be kicking butt big time.

As global markets compete for spa and wellness revenue it is important for the U.S. to recognize what we do well and build upon it. This is my focus for 2017.

Sometimes it takes a view from the outside to have a broader perspective.

How Spas Skyrocket from Bronze to Gold

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Day Spa Association cited an interesting statistic in their latest Snapshot Report;

Spas that generated 20% or higher in retail could potentially improved their sales by as much as 14%.

This is not surprising as success tends to breed more success. But if you’re in that lower 20% group and desperately want to make a giant leap into the elite 30% plus club,  how do you make it happen? Read More