World Spa and Wellness Magazine
July/August 2018 Edition
Unsuccessful retail sales are sadly very common among spa's and turning that around does take time and patience.
Therapists don't normally receive retail training in college and so when they start their first job in a spa and discover they have targets to reach; retail sales can become a daunting topic.
One of the first things that can help is ensuring the therapists you hire are passionate about the brand(s) your spa stocks. If a therapist loves the products they use then promoting them to clients comes across off much more naturally than trying to sell something just because they have a target to reach.
Continued education is key to getting the ball rolling on achieving retail sales. This can be done in house by the spa manager or an outside expert brought in and normally can be covered within one day- depending on the size of the team.
Once therapists have the right tools it now comes down to applying them and therapists are more likely to do this if they have an incentive program they are working towards. A lot of spa brands offer reward programs for therapists who sell their products but normally that is not enough and having an in house incentive program to go along side this can really help get therapists motivated to sell.
Setting up charts or games in the staff room can be a fun way to get therapists more involved and also create some healthy competition. Setting them realistic but challenging targets and then having an in house incentive box filled with prizes can guarantee enthusiastic therapists keen to start selling.
Some therapists will start selling very easily where as others will struggle. It is important the spa manager monitors this and offers extended learning and support to those struggling but not forgetting to acknowledge and give praise to those doing well.
Selling will not come naturally to everyone but with the right tools, guidance from management, continued education and a supportive and positive work environment, therapists will soon conquer their fear of selling and retail sale figures within your spa will start to grow.