Selling Just One Bath Product? You’re Doing It All Wrong!
I’m a serious spa lover. And like many spa lovers I have a love affair with my bathtub. Given a choice of a shower or bath, a bath wins every time. Even in 90 degree weather-but especially when it’s cold outside.
As a hard-core aficionado, what I know for sure is that you can never have enough bath products. There’s just no such thing. Based upon the over stuffed bathroom shelves of my friends, most of whom also work in the spa industry, I can tell that they agree.
So it makes me crazy when I see therapists sending guests home after a massage or body treatment with one bath salt or one lotion or one bath oil.
Are you kidding me? That’s like offering a single jelly bean. WHO DOES THAT?
And I know why it’s happening. They simply are not recommending multiple products. They don’t get it.
Part of the issue is a non-existent or lousy guest consultation. Therapists are not bothering to ask why the guest is there. Oh sure they know what treatment they booked but why did they schedule it in the first place? Many massage guests are sleep deprived. According to Princess Cruise report 51% of global consumers get less sleep than they actually require.
Other guests are road warriors and constantly stressed. They love bathing because the warm water and quiet time helps them wind down after a hard day.
So, spa managers if you want to see a quick leap in your retail sales, tell your therapists to recommend three products for take home after a body treatment. If the guest reveals during their consultation that they’re sleep challenged, it increases the range of product suggestions.
If you carry candles, bath brushes, loofah mitts, essential oils those should be included in the choice of three.
Do this group exercise – have your team create a chart listing each of your massage and body treatments. Opposite each treatment list all the products that can be recommended. It should look like this:
Brainstorm to list every possible product recommendation. Place a copy in each treatment room. Take the guess work out of the process. Then if your team doesn’t follow the recommendation formula of three products, ask them why.
You can thank me later.
Linda Harding-Bond
