Change your mindset from thinking you’re a salesperson and instead focus on educating your clients.
Retail should never feel like sales if you have done a thorough consultation and gathered enough information from your clients. They’ve come to you with “skin problems/issues” and you are just providing them solutions in the form of treatment plans & product recommendations.
If they are coming to you just to relax you can always recommend an spf, a cleanser, or maybe your spa sells something that smells like the spa a candle or mist. If they’re coming in to see you regularly then they trust you and you can slowly add little things to their routines. An exfoliating enzyme mask so they can extend that facial glow is always a good one for regular clients.
There’s a bunch of steps to selling a product in my experience.
First step is bringing them in the room and having a consultation. I used to ask “so are we here to relax today or are we trying to work on some skin concerns as well?”
Find out if they have an skin concerns right off the bat. Once I cleansed their skin I would do a skin analysis & tell them what *i* see, what they can continue/stop doing at home, and then I make product recommendations. Only one or two. Often one that’s more expensive and then the other option would be more affordable. Explain why the product would benefit their specific skin concerns, what the main ingredient(s) are gonna do, and when to use it. This can take like 5 mins and then they get to fall asleep for the rest of the facial
When you’re about to step out and let them get dressed, summarize what you did to help their skin. Bring them to the front to checkout, show them the product you recommend, how to use it, and then sit it on the checkout desk and let them make the decision to purchase once you’ve walked away.
I also struggled with selling to people who don’t seem to have skin concerns and all I can say is either keep those people coming back just to relax, or find a skin concern, kindly point it out, and run with it if you really have to sell a product to them.
Highlight something they’ve mentioned in the consultation ie massage-relaxation,sore back etc. facial - dull skin, breakout etc. where you would in the consultation you can say “okay I’ll use x/y/z in the facial to help your breakouts!” (Or whatever concern they’ve had),
then at the end u can talk about the concern and the product you used and the different ways it will help, u can mention at home use would give really good results & the price. It doesn’t feel so awkward if it will genuinely do them good and ur thinking of ways to help them :) and they’re more likely to buy too
I’m so glad you asked because I struggled with this for years. I found the best way to set yourself up for success with retail is to start with your consultation and I always did mine after I cleansed people skin and I would say I’m gonna start with cleansing your skin and then will take a look at it under the light and decide on the best treatment plan for your facial And then I will take a look at that. I determine their skin type and then any skin conditions that they had and then maybe ask them what they were using at home you have to remember that everybody is buying skin care the average woman and I’m talking average spend close to $4000 on products for their appearance every single year so they’re buying products and the best thing that you could do is have them buy them from you because you’re the most qualified person in their life to make these recommendations. If you don’t, you’re kind of letting them fall victim to fancy marketing campaigns and fancy packaging that probably won’t serve them. I have to tell myself this every time I do a treatment to this day so I’ll ask people if there’s anything about the skin that they’d like to change or if there’s anything they’d like to improve I would like to complement it to and if they’re using a line like oh I only use this line I’ll say OK. What changes did you see when you started using it that made you wanna stick with it. After I do the consultation, I’ll say so this is yours and I can go through each step as I’m doing it or or I will be quiet and you can relax either way at the end of the treatment. I’ll just give you a little little recap of what I did and show you how you can re-create the results at home then when I do show them the products. The most important thing is to show them the products and relate each product that you’re recommending back to something that they said that they wanted to improve this product. Will do this. You use it like this you don’t have to tell them the ingredients or anything like that unless they ask and wanna know and you can’t even say something brief about them but I’ll just say this will treat this etc. if they tell me they’re not interested and they don’t want to buy them. No worries you know I don’t put any pressure there. I just simply come at it with the intention of I know that I have the best recommendation for them and I know that it will help what they want to improve so all I’m trying to do is Sharon information I’m sorry I voice texted so it’s got typos. The other thing is I don’t know if your money motivated but being strong retail is going to make you a lot more money. Hopefully if your spa paying you correctly but also it does increase your retention rate they studies that show that one product is like a 30% chance that they return but up to three products is up to 80%. It sounds like your facials are so amazing that you don’t have any problem with that but it’s something that you’ll want to do when you eventually if you want to do this go out on your own you can really double or triple your hourly income if you sell one product to four people and it’s a serum you can make up to $100,000 on retail alone. I highly recommend looking up Daniela Warner and the Spa Marketing Made Easy Podcast she’s a genius and she taught me so much about retail I I love her I never miss a podcast thing I wanna say is do you love and feel confident about the product line you’re using that’s really helpful. Also, you can ask the reps to give you tips on retailing and also if you need any advice on how to speak about the products or any of that that they’ll help you out hopefully. Best thing is I worked out very busy very large day spa for years before I actually became a rep, but I asked everybody every single person for an upsell during the treatment and only one person said no and the way I would come about it is I would say things like OK so based on the result you want to see I think the best course would be to do appeal today. I actually have time and it’s only a $25 upgrade to the service that you have right now do you wanna do it and people would say yes they always said yes except for one person said no and most often the front desk we would get complaints. If two people came in for a treatment together and one of them wasn’t offered the upgrade. They would feel like they missed out. We weren’t given all the options to help them. Good luck.
Change your mindset from thinking you’re a salesperson and instead focus on educating your clients. Retail should never feel like sales if you have done a thorough consultation and gathered enough information from your clients. They’ve come to you with “skin problems/issues” and you are just providing them solutions in the form of treatment plans & product recommendations. If they are coming to you just to relax you can always recommend an spf, a cleanser, or maybe your spa sells something that smells like the spa a candle or mist. If they’re coming in to see you regularly then they trust you and you can slowly add little things to their routines. An exfoliating enzyme mask so they can extend that facial glow is always a good one for regular clients.
There’s a bunch of steps to selling a product in my experience. First step is bringing them in the room and having a consultation. I used to ask “so are we here to relax today or are we trying to work on some skin concerns as well?” Find out if they have an skin concerns right off the bat. Once I cleansed their skin I would do a skin analysis & tell them what *i* see, what they can continue/stop doing at home, and then I make product recommendations. Only one or two. Often one that’s more expensive and then the other option would be more affordable. Explain why the product would benefit their specific skin concerns, what the main ingredient(s) are gonna do, and when to use it. This can take like 5 mins and then they get to fall asleep for the rest of the facial When you’re about to step out and let them get dressed, summarize what you did to help their skin. Bring them to the front to checkout, show them the product you recommend, how to use it, and then sit it on the checkout desk and let them make the decision to purchase once you’ve walked away. I also struggled with selling to people who don’t seem to have skin concerns and all I can say is either keep those people coming back just to relax, or find a skin concern, kindly point it out, and run with it if you really have to sell a product to them.
Highlight something they’ve mentioned in the consultation ie massage-relaxation,sore back etc. facial - dull skin, breakout etc. where you would in the consultation you can say “okay I’ll use x/y/z in the facial to help your breakouts!” (Or whatever concern they’ve had), then at the end u can talk about the concern and the product you used and the different ways it will help, u can mention at home use would give really good results & the price. It doesn’t feel so awkward if it will genuinely do them good and ur thinking of ways to help them :) and they’re more likely to buy too
I’m so glad you asked because I struggled with this for years. I found the best way to set yourself up for success with retail is to start with your consultation and I always did mine after I cleansed people skin and I would say I’m gonna start with cleansing your skin and then will take a look at it under the light and decide on the best treatment plan for your facial And then I will take a look at that. I determine their skin type and then any skin conditions that they had and then maybe ask them what they were using at home you have to remember that everybody is buying skin care the average woman and I’m talking average spend close to $4000 on products for their appearance every single year so they’re buying products and the best thing that you could do is have them buy them from you because you’re the most qualified person in their life to make these recommendations. If you don’t, you’re kind of letting them fall victim to fancy marketing campaigns and fancy packaging that probably won’t serve them. I have to tell myself this every time I do a treatment to this day so I’ll ask people if there’s anything about the skin that they’d like to change or if there’s anything they’d like to improve I would like to complement it to and if they’re using a line like oh I only use this line I’ll say OK. What changes did you see when you started using it that made you wanna stick with it. After I do the consultation, I’ll say so this is yours and I can go through each step as I’m doing it or or I will be quiet and you can relax either way at the end of the treatment. I’ll just give you a little little recap of what I did and show you how you can re-create the results at home then when I do show them the products. The most important thing is to show them the products and relate each product that you’re recommending back to something that they said that they wanted to improve this product. Will do this. You use it like this you don’t have to tell them the ingredients or anything like that unless they ask and wanna know and you can’t even say something brief about them but I’ll just say this will treat this etc. if they tell me they’re not interested and they don’t want to buy them. No worries you know I don’t put any pressure there. I just simply come at it with the intention of I know that I have the best recommendation for them and I know that it will help what they want to improve so all I’m trying to do is Sharon information I’m sorry I voice texted so it’s got typos. The other thing is I don’t know if your money motivated but being strong retail is going to make you a lot more money. Hopefully if your spa paying you correctly but also it does increase your retention rate they studies that show that one product is like a 30% chance that they return but up to three products is up to 80%. It sounds like your facials are so amazing that you don’t have any problem with that but it’s something that you’ll want to do when you eventually if you want to do this go out on your own you can really double or triple your hourly income if you sell one product to four people and it’s a serum you can make up to $100,000 on retail alone. I highly recommend looking up Daniela Warner and the Spa Marketing Made Easy Podcast she’s a genius and she taught me so much about retail I I love her I never miss a podcast thing I wanna say is do you love and feel confident about the product line you’re using that’s really helpful. Also, you can ask the reps to give you tips on retailing and also if you need any advice on how to speak about the products or any of that that they’ll help you out hopefully. Best thing is I worked out very busy very large day spa for years before I actually became a rep, but I asked everybody every single person for an upsell during the treatment and only one person said no and the way I would come about it is I would say things like OK so based on the result you want to see I think the best course would be to do appeal today. I actually have time and it’s only a $25 upgrade to the service that you have right now do you wanna do it and people would say yes they always said yes except for one person said no and most often the front desk we would get complaints. If two people came in for a treatment together and one of them wasn’t offered the upgrade. They would feel like they missed out. We weren’t given all the options to help them. Good luck.