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Retailing Made Simple For Spa Therapists

1. A Prescription Sheet Is Essential.
Whether you are a skin or a body therapist, you must utilize a written prescription sheet for each and every client. Having your recommendations in writing will make it a lot easier for a client to remember and decide what to purchase when cashing out at the front desk. I recommend each spa or business to create their own prescription sheet with the brands logo and list all professional products on the sheet. It is also a fantastic addition to have a written skin or body analysis included on the sheet. This will remind the client why particular products were recommended for him or her and it is a professional touch to send the client home with a written analysis. Also remember to include, therapist's name, date of service, recommended date of next treatment and any special instructions for use of the products.

2. Be a Top Skin or Body Analyzer.
Any skin or body therapist cannot recommend the appropriate course of home care if they are not highly skilled in analyzing the skin and body. It is essential to match the correct products with the client's condition of the skin or body. If you are not totally confident in analysis, you could recommend the wrong product and the client will be dissatisfied, or even worse, have a physical negative reaction, and possibly not return to the spa. The only way to become an expert in this area is through education. Many post graduate schools offer courses in analysis. There are also other less expensive sources such as books, videos, audios, pod casts and webinars to help you.

3. Learn to Overcome Your Client's Concerns for Purchasing.
"It's too expensive."
"What I have at home is fine."
"I don't have time for all of these products."
This can be the most intimidating part of retailing. There are many different types of objections that clients will come back with for not purchasing a product that you know they will really see results with and one that they will really like once they've been using it. The easiest way to overcome these objections is to be prepared in advance. Work out a response to each objection before being in front of the client. For example, if the client states that the product is expensive, you could respond by informing the client how concentrated the product is and how little they use each application, therefore the product will actually last twice as long! You might also suggest that they give up their daily gourmet coffee for a month to relocate the funds. You could also ask the client directly how much are they comfortable spending and then work within their budget suggesting smaller sizes.

4. "Take These & I'll See You In A Month!"
When you go to a physician and he recommends medication you wouldn't doubt his judgment and you follow his prescription basically without question. Although therapists are not doctors and do not diagnose illness, clients are absolutely looking to get an analysis and prescription for their home care when they arrive for their service. Performing the service and not recommending home care means that you are doing only half of your job. You must make recommendations for home care in order for your client to see you as a professional, trust worthy and reputable. You must also make the recommendations if you want your clients to return again for another service. Exhibit the attitude and mindset of a physician when you are prescribing. Inform your client directly of their necessary home care to improve the health of their body and skin and directly let them know when you would like to see them again for a repeat visit.

5. Use a Closing Question to Close the Sale.
Follow thru is very important when retailing and it is easily accomplished with a closing question such as, "How would you like to pay for this today?" or "Do you prefer the larger or the smaller size to get you started?" Additionally, you want to compliment the client on her or his purchase with a simple statement such as, "You've made a great choice today!" Lastly, always thank the client for their purchase. It's that easy!