1. Teach the Team Selling Tips
You probably know that your team, either the receptionist or therapists, can make great impact on customer satisfaction. In most of the time, they are even more important than all your equipment and the marketing campaigns. But if you don’t provide proper training to them, professionals often either fear losing a client by being too pushy, or they only consider sales process an afterthought.
To build up your team with confidence to sell, you need to let them understand that they are the person who know their clients the best. When they genuinely feel that the client will feel better to go with another treatment, they should just make the recommendation and deliver value to the customer.
2. Package Your Service
Lure your customers in by offering unique incentives! Regularly promote all series packages, gifts with purchase and other incentives after treatment. For example if a customer purchased four sessions of laser hair removal upfront, you can offer him/her a free skin rejuvenation for trial. If customers can see the result, they may be enticed to buy the whole session. By adding value without discounting the price, you will be able to build up an image of high quality service and grow your business through word of mouth.
3. Make it a Party
Eventing is a popular concept in branding today. Host special events in the clinic or salon (wine, cheese, music, raffles, guest speakers, samples) while offering complimentary miniature treatments and consultations. Partner with local businesses that compliment but do not compete with you, including a gym or florist. The start of a new year is always a great time to introduce a new series or treatment package option. Do not overlook back-to-school season, the start of fall, the coming of winter, or holiday skin-makeovers.
Partnering with a yoga or fitness studio can be a great way to attract new business. Each business can offer a bounce-back to each other. For example, with every treatment a client makes, they will receive a discount on a yoga class, while the yoga studio can do the same for you in return. Have a couple of different offers available depending on what or how much the client purchases. When looking to cross-promote, look for businesses that focus on similar lifestyle pursuits, such as health and wellness. This is a great way to gain new business and promote the spa in the community.
4. Keep Clients Close
As many salons already offer, you can use coupons valid during a specific period to encourage clients to come back. You can also offer an on-the-spot rebooking discount to keep them active in the system. Make sure to note the client’s contact details and let them know about your social medias. Send out personalized thank you cards to all new clients and incentives or coupons to clients that have not been seen in a while. Schedule regular email campaigns to keep clients up-to-date with promotions and specials. In terms of frequency, try no more than once a week cause this may stop customers from opening it, but never less than once a month. Make sure the subject line is enticing to increase open rates, and that quality content is included every time a campaign is sent out.