NOV 2018

DAYSPA is the business resource for spa & wellness professionals! Each issue covers the latest in skin care, spa treatments, wellness services and management strategies.

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[ 50 ] • # dayspamagazine • november 2018 back to basics by Keith Loria GIVE IT AWAY. After a service, off er samples of the products you used, or those that you recommend the client try. "It's all about the consult—it has to be a two-way conversation, and not a sales pitch," says Starr. "Your goal is to give them a great treatment and also send them home with products that will help them maintain their results." When they see how eff ective these items are when used over the course of several days or weeks, that will ultimately lead to the purchase of full-sized versions. 1 Savvy Selling Seven tips for boosting your spa's retail sales. © GETTY IMAGES AN IMPORTANT PART OF A SPA PRO'S JOB IS HELPING clients keep up their beauty and wellness routines at home—and off ering retail items is one of the most eff ective ways to ensure they do so. "It's only natural that spas send guests home with the tools that will help them meet their goals," says Lisa Starr, senior consultant at Wynne Business, a spa education and consulting fi rm. Your retail off erings also reinforce your brand and build customer loyalty, notes Janice Nichols, corporate operations director, spa division, for spa management company WTS International. "Satisfi ed clients will want to bring a piece of their experience home with them, and it will serve as a constant reminder of your spa," she explains. Of course, retail sales can be a serious boon to your bottom line, too. According to market research group NPD, prestige beauty sales reached $18 billion in 2017 in the U.S. alone. "Consumers are buying these products from somewhere, so it might as well be from you," notes Starr. Here's how to make sure of it.

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