You have a loyal base of clients who come to see you regularly. In fact, you don’t have much room left on your book for any new clients.
Does that mean you’ve reached your profit potential? And have to settle for the current amount of money your making? Absolutely not!
You see, each time a client walks through your door, you have an opportunity to create more value for them and more profit for you. How so?
By giving them the opportunity to address challenges they are facing and spend more money with you.
For example, do you have clients that travel a lot? Are you sure they know you have travel sized products available for them?
Do they have a special event coming up such as a wedding or an anniversary party? This is a great time to offer skin care services, make-up application and other ‘prep’ services, not just for them, but for their friends and family as well.
Are they all of the sudden struggling with dry skin and can’t figure out why? Perhaps it’s time for a product change…in particular a product from that new line you just started carrying.
It’s not your job to do your client’s hair, provide amazing facials or deliver relaxing massages.
It’s your job to solve your client’s problems. When they are facing ANY health or beauty related challenge, you want them to come to YOU first. That way you have an opportunity to help them, support them AND increase your profitability.
Here’s how you do it:
- Train your staff to listen! – We have two ears and one mouth for a reason. Instead of your staff talking with their clients about the latest reality TV show or what’s in people magazine, train them to talk to their clients about what’s most important to them. THEMSELVES! (We are ALL tuned into WIIFM — “What’s In It For Me”). Encourage your staff to create an environment where the client can truly relax and be cared for. They can ask probing (but not nosey) questions that will help them to learn what kind of lifestyle the client has and what challenges they face. Your staff should be listening carefully to what’s said and what isn’t said. That’s how they can further insert themselves and your salon or spa into the client’s life a as a solution.
- Educate! – When you educate your clients on how you can help them and why you are the best choice to do so, you don’t have to sell them. They automatically see you as the solution to the challenges they are facing. Offer regular events to teach them abut health and beauty topics that are of interest. Regularly publish a blog with quick tips, videos and interviews on how they can incorporate beauty and wellness into their every day routine. Send a monthly newsletter to tell them about a new feature at your spa or salon and how it will benefit them. Use your social media profiles to draw them in to your website and blog, engage with you and share their feedback.
- Create offers that make sense! – As you get to know what your clients want and need from you, use that information to package offers that address their specific needs. Keep in mind, this has nothing to do with what you as the owner want to sell. Pay attention to what products and services best suit the needs of your best clients and create a package that is impossible to say no to.
Implementing these tips is simple, quick and extremely cost-effective. (Can you say FREE??)
As a busy salon owner looking to satisfy your clients, keep your staff engaged and focused, AND generate a consistent profit, this is priceless marketing advice that you can’t afford to ignore. Just take one step at a time and keep track of the information you gather. Track which offers work and which offers don’t work well. In a short period of time, you’ll see a steady increase in your profitability without having spent ONE additional dollar on marketing or advertising.
How will implementing these simple strategies help you to be a more Profitable Spa?
Need help getting started? I’d love to help you! Simply enter your name and email address in the boxes below and I’ll send you a link to schedule a FREE “Profit Breakthrough” session with me within the next week. I can’t wait to talk with you!
