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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.

I’ll bet a lot of the spa managers in attendance will desperately be looking for proven ways to boost their retail sales before the end of fourth quarter! How do I know?

Because one thing is for certain. At some point between now and the end of December senior management will ask “Are we going to hit our numbers for the year?”

This is why the fourth quarter is the most stressful time for a lot of spa managers. You go to status meetings and get the KPI questions. “How much revenue has been generated to date?”  ” How many appointments are booked?” “How many treatments have we done?” And of course, “How many gift cards have we sold?”

All of these questions can be fielded better if part of your answer includes, “and our retail sales are through the roof. We’re doing so much better than we projected.” Can you imagine saying that to your CEO or General Manager?

That would be so much better than spending nights when you can’t get restful sleep — and days filled with trepidation about another meeting.

And of course your mind spins wondering why you allowed yourself to once again be back in the same position as last year.

Sadly, the inability of your team to sell retail is old news. It can no longer be blamed on a “lack of product knowledge”. Been there done that, got several t-shirts. You need a better solution.  

So, here’s the really good news — it’s only August, and the summer has not ended. The fourth quarter is still around the corner. There is still time for your team to learn how to maximize product and treatment sales. You can still have stunning retail sales during the holiday season. You can hit your numbers!

And maybe for the first time, you can actually look forward to reporting your end of year results.

What say you? Let me know in the comments.

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 many world class organizations including The Oberoi Group, Shangri-La Hotels, The Resort at Pedregal, GoldenEye Resort and Spa and Six Senses Resorts. She is author of "The Engaged Therapist" and "The New Esthy Handbook: an Essential Guide for Novice or Nervous Estheticians". Connect with her at Linda@Moontideconsulting.com .
Linda Harding-Bond
Linda Harding-Bond
Linda Harding-Bond

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