How To Completely Change Your Retail Results
In this final quarter of 2017, many of you are scrambling to increase retail revenues for the year. You’re juggling numbers, praying, and frantically sending out e-mail promotions to boost sales.
Some of you will even schedule another session of product training for your therapists to try and capture more holiday revenue. This is the fourth time that the product rep has come to your spa this year and sales still suck aren’t what they could be.
Sigh.
Listen, more product training is not the answer. The under-girding of selling is engagement. The majority of therapists are introverts, so for them engagement may be a bit of a challenge. It doesn’t mean that they’re not interested in the guest. It simply means that it’s more difficult for them to chat the guest up in a manner that’s spontaneous.
Therapists are the most sensitive, empathetic people in the world. They’re actually ideal salespeople. So if you want to sell more product, teach them how to engage better. That’s what your guests want the most; therapists who listen, who engage with them and know their craft.
Engaged means they know which products and services can provide the best outcome and are willing to recommend them to ensure an excellent guest experience.
Once therapists are shown how to engage (which is a teachable process) positive results begin in a matter of days. We’ve seen it happen time and time again.
What’s beautiful is that it crosses over to treatment enhancements too. The bottom line is more revenue for all, a more confident staff, higher levels of service and greater customer and employee retention.
You know you want to know more. Let’s chat. 2018 is coming.
Linda Harding-Bond
