— Business-Boosting Insights: Part 4 of 5 —
In part three of this series, we discussed ways to help maximize client loyalty and spa revenue with same-day service enhancements (get caught up if you missed it). In this part, we’re focusing on helping boost your business by complementing spa visits with retail products. When you offer options for bringing the spa experience home, clients appreciate the extra attention to their needs and wants—and you’ll appreciate the higher average ticket for each client visit.
Let’s take another look at the scenarios from part three and see what the addition of retail products does to these clients’ totals:
1. Enhancing a massage
| Initial booking | Price |
| One-hour Swedish massage | $130 |
| Service enhancements | |
| Aromatherapy | $15 |
| Hot stones | $30 |
| Foot and hand masks | $30 |
| Retail add-ons | |
| Stress-relief balm | $35 |
| Shea body butter | $20 |
| GRAND TOTAL | $260 |
| Clients paying with CareCredit | |
| Promotional financing with CareCredit credit card | $44/month suggested payments with 6 month promotional financing on a CareCredit credit card |
2. Upgrading a facial
| Initial booking | Price |
| Signature facial | $125 |
| Service enhancements | |
| Collagen eye treatment | $25 |
| Dermaplaning | $60 |
| Retail add-ons | |
| Anti-aging serum | $35 |
| Sunscreen | $15 |
| At-home face mask | $10 |
| GRAND TOTAL | $270 |
| Clients paying with CareCredit | |
| Promotional financing with CareCredit credit card | $45/month suggested payments with 6 month promotional financing on a CareCredit credit card |
3. Maximizing a couple’s visit
| Initial booking | Price |
| Hot stone massages | $250 |
| Body wraps | $200 |
| Service enhancements | |
| Scalp massages | $60 |
| Face masks | $40 |
| Retail add-ons | |
| Body scrub | $20 |
| Massage oil | $40 |
| Hand and body lotion | $25 |
| GRAND TOTAL | $635 |
| Clients paying with CareCredit | |
| Promotional financing with CareCredit credit card | $106/month suggested payments with 6 month promotional financing on a CareCredit credit card |
One idea for helping clients understand their retail options is to provide a brochure that lists the products they can purchase to pamper themselves at home. Have several product brochures available to accompany various services you offer, and give clients time and space to look them over.
Another approach? Have employees describe the products they’re using during a service and mention that those products are available to purchase and take home. The employee can even retrieve the products from your retail area and show them to the client while describing them. At the end of the conversation, the employee asks if the client has any questions and leaves the products on the counter, allowing the client to look them over and decide whether to make a purchase. If the client wants the products, they’re right there to take along to the checkout counter. If not, they don’t actually have to say “no” and risk an awkward moment. This passive marketing is the easiest selling your team will ever do.
The key to helping grow your business and boosting loyalty is to understand what each client wants when they visit your spa. It helps when your employees know how to integrate conversations about your services, products, and payment solutions throughout the client’s visit. Try role-playing with your employees on various scenarios and client preferences. By focusing on each client’s needs, your team members help grow your business and maximize your customer experience.
More insights are on the way! Watch for the final part of this series.
Next month, we’ll talk about ways to build client loyalty and keep them coming back.
Join the CareCredit network today. Call 855-860-9034 or click here to learn more.
*Subject to credit approval. Minimum monthly payments required. See carecredit.com for details.
call 855-860-8996 and mention code SIAEN0122CE
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With 11.7 million cardholders who have $39+ billion to spend, some of your clients may already have a CareCredit credit card. If you enroll with CareCredit, your spa will be listed on the acceptance locator on carecredit.com, which receives more than 1.5 million searches on average each month.*
For more than 30 years, cardholders have trusted CareCredit to help make care possible. And like the 250,000+ locations currently enrolled with CareCredit, you can count on us to provide support and resources to help your business succeed.
Join the CareCredit network today. Call 855-860-8996 or click here to learn more.
*Subject to credit approval. Minimum monthly payments required. See carecredit.com for details.
