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Making the Most Out of Your Spa’s Retail Store

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I loved this article in American Spa by Nicole Altavilla

Keep in mind that selling tactics are only as effective as your staff’s ability to comfortably engage with your guest through meaningful conversation.  

Retailing products can be tricky, as many spa-goers already have their favorites and are sometimes hesitant to try new ones. But tools and devices can be particularly difficult, because they are often intimidating and expensive. However, Jesse Boatright, senior national account manager of the professional division at Foreo, believes retailing high-tech tools and devices can be easy if spa professionals put themselves in the consumers’ shoes. “First, find out what their needs are,” she says. “Then, find out what they’ve already tried and why they’re still looking, and sincerely choose the correct tool that will serve your clients the best, both in results and cost.” Here are some additional tips on getting these devices in the hands (and homes) of clients:

Educate your staff: Train and educate staff on the products so they can properly recommend and sell the benefits to clients

Let employees test-drive the devices: Provide staff members with a device to use and become familiar with, as personal experience can make retailing the product easier and offer employees more reason to promote the product.

Set staff incentives: Review and monitor progress, and reward success in a timely manner.

Provide honest recommendations  Always recommend what you think is best for clients, and try to give them choices and reasons why you chose the devices you did.

Want more? Click here>>>>http://www.americanspa.com/business/making-most-out-your-spas-retail-store

Linda Harding-Bond
Linda Harding-Bond is shifting the paradigm on spa retail training with "Increasing Your Retail Selling” This system focuses on customer engagement and discerning the guest's needs through skilled listening. It is uniquely designed to develop the inherent skills of introverts-the predominant personality type in the spa and wellness industry. Retail sales results are immediate and long lasting. The program is also available as an online training system with remote coaching for managers. Linda has provided training for Empire Beauty Schools, MSpa International, Six Senses Resorts, Oberoi Group and Goldeneye Resort & Spa. She is author of The New Esthy Handbook. Contact her by e-mail for a complimentary consultation- Linda@Moontideconsulting.com .
Linda Harding-Bond
Linda Harding-Bond

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