How to shine as a spa therapist- selling techniques.
How to shine as a spa therapist- selling techniques.
To effectively boost sales while maintaining trust and professionalism, here are essential selling techniques you should all know. When you are a great therapist, the guests will follow your recommendations naturally, you do not need to be pushy or misleading into your advice.
1. Build Trust and Rapport Establish a warm, welcoming, and professional demeanor right from the first minutes of your guest interaction. Listen actively to the client's needs and concerns to tailor your recommendations. Ask questions: what home facial routine do you normally have? Do you usually apply any serum, it mask etc.? Avoid pushy sales tactics; focus on providing value. Stay true.
2. Understand the Products and Services we offer in the spa. Know the benefits and features of all treatments and retail products. Be familiar with key ingredients and how they address specific concerns (e.g., hydration, anti-aging, relaxation). Stay updated on spa promotions, new treatments, and seasonal offerings, which we will have on monthly basis.
3. Perform Personalized Consultations Begin with a thorough consultation to understand the client’s skin, body, or wellness needs. Offer tailored recommendations based on their concerns (e.g., “Since you’re experiencing dry skin, I recommend a hydration-focused facial and this serum for home use.”).
4. Educate our clients Explain the benefits of the treatment at the beginning of it, linking it to their personal goals. Use relatable language to describe how specific products complement their spa treatment and help maintain results at home. ( keep it simple) Share tips on proper product usage and the long-term benefits. ( How often, how to apply it etc)
5. Demonstrate Products During Treatment Incorporate products you want to promote during the treatment process. Highlight how the products feel, smell, and work on the skin while explaining their benefits. Mention the products you’re using and suggest them for home care routines.
6. Suggest Add-Ons or Extension of treatments Offer upgrades or enhancements during booking or consultation (e.g., “Would you like to add a scalp massage to your treatment?”). Or would you prefer to extend your massage from 50 min to 90 min and I will include scalp, extra massage for your feet etc.?! Highlight complementary services (e.g., “A body scrub would pair perfectly with your massage to enhance relaxation and skin smoothness.”).
7. Focus on Benefits, Not Sales Instead of focusing on selling, emphasize how the product or service improves their wellness or beauty. Example: “This cream/ oil is great for maintaining hydration after your treatment and will leave your skin feeling soft and smooth.”
8. Follow-Up After Treatment At the end of the treatment, summarize what you used and how it can benefit them at home. Gently recommend products they can purchase and explain how to integrate them into their routine.
9. Use Visual Flyers Display dummy products as display, use some visuals in your room. Write the recommendation flyer after facials at least to show treatment and product benefits.
10. Offer Promotions and Packages Inform clients of offers, bundles, or loyalty programs (e.g., “If you buy the facial cleanser and toner together, you save ….”)
11. Be Authentic Share your personal experience or feedback about a product or treatment. Be honest about what the client can expect, ensuring realistic expectations.
12. Track Client Preferences Use client records ( in the spa software) to remember preferences and past purchases. Suggest products or services aligned with their history (e.g., “Since you loved the hydrating facial last time, we have a new serum that enhances those results.”).
13. Provide Exceptional Customer Service Make the experience memorable by focusing on relaxation and care. A satisfied client is more likely to trust your recommendations and return for future visits.
14. Stay Professional
Keep your focus on the client’s needs, ensuring they feel cared for and balance selling with creating a calming spa environment. Success comes from embracing the unknown, from believing in yourself. Do not forget to have fun in the process! 😊 Larisa Marinica -International Spa Consultant
Believe in the purpose, and you will find your way to add to other people life. Success comes from embracing the unknown, from believing in yourself.