HOW TO KEEP YOUR CLIENTS COMING BACK, AGAIN AND AGAIN…
Without a steady stream of customers, you don’t have a business. But, what most Beauty Therapists and Salon/Spa Owners don’t realize is that the hardest part of a Business is finding customers and keeping your diary full. The market place is flooded with so many Spas and Salons, it is no longer enough just to be a good Therapist to succeed, you also have to know how to market your Business.
As you read this, if your Salon, Spa or Beauty Business is in any kind of trouble it is probably because you don’t know how to find new customers or keep old ones coming back.
HOW TO ENSURE YOUR SPA / SALON STANDS OUT FROM THE CROWD?
TRAINING – Every Professional TRAINS!
Doctors are developed through training, Teachers are made through training, and Sales people are made through training. One of the biggest issues we often find in salons and spas is the frustration staff, managers and owners experience when their products and treatments aren’t selling and when clients don’t rebook!
The first reaction we get when we talk about selling is “I am not a sales person”.
Wrong. We are all sales people.
If we weren’t, we would not have friends, husbands, wives or jobs! Doctors, teachers, and every single one of us have to “sell” our ideas and ourselves everyday to be successful. Selling is a skill set and can make a massive difference for your Beauty Salon.
But what do you need to focus on, to succeed?
FOCUS ON SOLUTION SELLING
Solution selling is a sales method where we teach you to focus on the clients’ needs and wants to address the issue with appropriate offerings that might contain services and products (treatments, re-bookings and product sales), rather than just promoting a specific product for the sake of selling something, or losing a sale because you are promoting a product the client does not want or need.
THUS: Sell the problem you solve, not the product.
UNDERSTAND YOUR CLIENT PROFILES
It is all about your client, so find out what your client wants, and then show them how to get it. How many times have you found yourself trying to understand why your clients walked out without re-booking, or buying the treatment or products you recommended? In many cases, the problem lies not with our failure to get your client to talk, it’s with our failure to actively listen to what the client is saying.
THUS: Listen to understand, not to reply!
THE IMPORTANCE PRODUCT KNOWLEDGE
Product knowledge is the most important tool for closing sales. It instills faith, trust, and respect in the client, which creates a positive customer experience. Having product knowledge is an essential sales skill, and by understanding your products’ features, it allows you to present its benefits accurately and persuasively. Clients respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them.
THUS: Knowledge and Passion walk hand in hand.
THE ART OF CLOSING THE SALE
Closing is a make-or-break moment in sales. It’s the final verdict determining whether or not your efforts will amount to anything at all. Most sales people are too scared to ask their clients for the sale, and the moment the client object, they shy away and lose a sale. It is not always what you say, but how you say it, that can make all the difference.
THUS: Ask for the sale!
IT IS THE SMALL THINGS THAT CAN MAKE A BIG DIFFERENCE
So, how can you stand out from the crowd? Try some of these suggestions:
- Have a selfie station inside your Spa or Salon.
- Create a promotion around unique holidays.
- Sponsor a Local Fashion Show or other event.
- Create a salon-friendly website.
- Announce a Birthday Discount with an Automated Email Campaign
- Reward customers for referrals.
- Create a Customer Loyalty Program
- Hire an expert to market your salon on social media.
- Host an In-Store Event or Workshop
- Entice repeat clients with a value-add service.
- Add value instead of discounting.
- Publish reviews and testimonials on your website and social channels.
And so, the lists continue on and on. Sadly, while other industries adapt very well to the changing times, the beauty business keeps struggling in some areas. Is there a solution?
Clients need services. But do they need YOURS? That is the important question here. Today, providers need to understand the way people think and act, and why they do it. That way, business paradigms will change for the better.
In the beauty industry, it’s not good enough just selling a product or providing a service. You have to create a unique experience for every costumer you get. Owners need to stop giving people what they think they want, but what they actually need.
We want to help you! Follow this link and learn more about who we are, and about the products, services and training we can offer your salon or spa! Click HERE