- Practice "Prescription Pad Selling" where the therapist recommends a skincare and wellness regime to the client as a matter of policy.
- Practice Permission-based selling. Have a new client form question, or ask verbally, "May we have your permission to recommend retail products."
- Attach retail product to service: (ex: stress-reducing product with massage)
- Keep it simple and educate clients on the basics.
- Limit sale to under 4 products. (ex: cleanser, toner, moisturizer, and mask
- Prepare product kits: Offer Holiday gift baskets with 3 separate price points; Bundle products based on type of skin; Create an at-home spa ritual kit using spa products, music, etc.
- Consider "justification and documentation" tactics such as using a machine that measures moisture in skin to show improvement over time, which justifies purchase.
- Invest in lifestyle products such as music and candles. They are a natural extension of the spa experience.
- Liberate your products from locked cases and provide samples to encourage product trial.
- Take advantage of vendor collateral material and displays.
- Give Priority clients to your best sales people as their clients. This could motivate staff to sell
- Consider investment in a retail sales manager and trainer.
- Offer special product promotions on certain days. One spa offers "gift with purchase special values" 8 times per year featuring different products with supplier support.
- Make staff product discounts available so they can use and believe in the products.
- Provide education and support on all levels. Spa therapists don't like to close a sale because they fear damaging the relationship. Selling is usually an afterthought for them. They need skills!
- Have potential new-hires do role-playing with you. Ask them to sell you a product.
- When interviewing, you might ask the potential new-hire, "Tell me what's in your product drawer." Consumers are usually good sales people.
- Set sales goals and provide weekly feedback to staff
- Make product training available on video
- Re-frame "selling" to "solving customer problems"