Building your Spa Business Increasing Client Visits
This article is brought to you by Spavelous.com.
Many salons/day spas are noticing their clients are taking more time between visits. If it’s happening in your business, take heed. It’s as if youre salon/day spa’s running a low-grade fever.
As any sickness left untreated, this condition can lead to a big deterioration in your business’ revenues. Combined with rising expenses, the complications could be fatal to your salon/day spa.
Now you may be saying to yourself, “There’s nothing I can do. My client’s made up her mind. She knows what she can afford, so I’ll just have to sweat this one out.”
But is this true? Does she really know what she can afford? What if she knew that the price she would pay for spreading out the visits would be higher than if she scheduled them as normally (as you advise).
Turn this into a “win-win” solution for both you and your client. It’s a low-cost solution to a high cost problem.
All you have to do is nothing more than giving your clients tender loving client care . How simple is that?
The consultation. Whether it’s in a doctor’s office or a salon, a proper diagnosis of the problem is essential towards getting clients the solutions they’re looking for.
Have all new clients fill out a form (client card). Besides the name, address, phone, and email, the form can contain questions about hair/skin history, likes, dislikes, problems, etc.
With existing clients, prepare for the appointment by studying the client history.
Use the form/history to engage in a conversation (to make sure you give the client the best you can give, create a script, and use it!).
Make your recommendations (solutions to the clients concerns).
Give information on suggested maintenance for each solution. Include at home product recommendations as well as how often you’ll want to see them.
Gain agreement regarding the proposed solution.
The TLCC rebooking conversation. Just as a doctor tells you when she wants to see you again, and trained his support team to ask you to rebook, the same thing holds true for you.
Remember, you’re not running a place that just cuts hair, does nails, wax, massage and facials—you’re running a business that provides solutions to your clients’ beauty/wellness problems.
Always point out the benefits to the client of her visiting you sooner than later. After all, it’s always less costly to engage in proper maintenance than letting things deteriorate. Once deterioration sets in, she may have to spend a fortune fixing something that she could have easily prevented.
Install a “Client’s Right to Know” policy as a cornerstone of your business.
Encourage your clients to rebook on the day of their visit. Sometimes it takes something special to entice a client. One salon/day spa owner increased his salon’s pre-booking percentage from the low 20’s to over 50%, simply by offering an opportunity to win a free hair color or haircut.
Be consistent make sure you make the offer to all clients…no exceptions.
Clients, especially in these times, want to be lead by the hand. Focus on these two basic components of your operations, do it with TLcC and you’re all but guaranteed to shrink the gap between client visits
Have the clients sign up for gap appointments. If you have one you may call them the night before to book it at a discount.
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