Five Treatment Steps For Organic Retail Sales
Spa retail’s biggest problem is a negative mindset. Therapists don’t believe it’s their responsibility to promote products. Managers don’t understand why therapists feel this way. They also don’t believe that therapists are offering products (and they’re correct). Lack of accountability is pervasive and sales reports tell the story.
But here’s the deal – if you’re spa management and don’t have a serious conversation with your team about the importance of home-care sales now or upon reopening, you’re setting yourself up for the same dismal results. Because everything else has changed.
At this point in time, there should be no doubt in anyone’s mind that a guest who comes through the doors of your spa is doing so because they desperately want to be there. The hardest work has been done.
People want to be cared for. They are open and receptive to the services you are offering.
If you follow the reopening sanitation protocols recommended by ISPA to make them feel safe and secure, everything else should be downstream. If When your therapists approach their guests with a true attitude of service which means actively listening to what they are saying validating their concerns and delivering a kick-ass treatment, they will respond to retail recommendations. Why wouldn’t they?
These are the steps-
- Consultation
- Examination
- Validation
- Recommendation
- Sale
Moontide Consulting is about to unveil its new Express Online Retail Training Course. It is manager lead, fast and effective. It will significantly increase retail sales for the hospitality industry and change the way that training is done in the future.
Linda Harding-Bond
