3 Essential Steps to Grow Retail Sales Today
Want your therapists to sell more retail products? Make sure they know what’s on your shelves.
In many spas, only estheticians are expected to recommend home care. Many LMT’s couldn’t tell you what’s in your retail area if their lives depended on it.
Here’s how to turn that around;
Every day, when your massage/dual therapist team receives their schedules or writes down their treatments for that day, have them also write down which retail products are the perfect complement for each treatment. They should make their notes from actually perusing the shelves.
Massage therapists often push back on “selling” and I understand that. However, during consultation, after determining that the guest is in pain or stressed or can’t sleep, informed recommendations for home care only makes sense. It’s part of their job.
Make no mistake, if the guest doesn’t purchase relaxation products from the spa, they’ll buy them elsewhere.
For the best results, therapists need to verbally set their intention to recommend at least one product to each of their guests.
This process should be reinforced once per day by the spa manager or team leader in a group meeting.
The results;
- Your therapists will begin to associate home care as continuation of service.
- Your guests will stop purchasing their home care elsewhere.
- Retail will become top of mind.
- Retail revenue will increase.
- Therapists will earn more money.
Therapists following this process are now selling blankets, candles, bath salts, oils, pillow sprays, warming pads and other massage related products. It’s incredible.
Today’s guests want full service and need to feel totally cared for. Don’t we all?
Linda Harding-Bond
