Queen of sales...
You did it! You're a therapist! Congratulations! Whatever type of therapist you are it's an incredibly honourable, rewarding career. But did you know before you qualified that sales would be such a huge part of the job? No, me neither! I think I might have run a mile in the other direction if I did!
The reality is no service business (sole-trader or otherwise) in the Wellness Industry is able to provide a reasonable lifestyle unless you are adding at least 30% to your income via sales. And if you are anything like me I could not think of anything worse than tacking on some uncomfortable sales ploy on after a wonderful session with my client! So when I opened my own beauty salon business many years ago I integrated a consultative selling technique called SPIN, which I had learned in my days with a large blue-chip corporate organisation, into my day.
It's a no-pressure system perfect for carers like ourselves! It makes the whole 'sales' process conversational; just observations and professional suggestions dropped into your client's time with you - the kind of advice they come to us and look to us for. Take a look.
We've listed below the 4 key steps to successful selling in a service business below; and you can CLICK HERE to take our 'No Pressure Selling for Kindly Souls' Course to learn how to fully integrate the techniques.
1. 'S' - Observe your clients' 'situation'
This can be done during the consultation and at the beginning of treatment. Make sure it is your client's main concerns you are observing and not what you perceive to be the main concern. Quite often these things can differ. It's important to focus on what is important to your client in order to get good results, build trust and ultimately sell home care products.
Be observant during the consultation of the information your client is giving AND of the emotion around it then as you are doing a physical examination; verbally make your visual observations known to your client. Keep your observations factual, just explain what you see.
Attempt, during consultation, to find out how your clients feel about the situation and the effects it is having on their day to day life.
2. 'P' - Point out the 'problem' your findings bring
Use your professional expertise to diagnose what is going on and let your client know this won't go away on it's own. Outline the salon treatments and home care strategies available to resolve the situation - use language such as 'don't worry we can help with that' and 'we have a lot of experience in this area'. Put your client's mind at rest and make them feel they are in good hands.
3. 'I' - Share the long term 'implications'
Do highlight, however, what will happen if left untreated; how this might look and feel and how it may be more difficult and more costly to treat later. Be sure to fully visualise the worst scenario at this stage so your client understands the full implications of non-treatment.
4. 'N' - Finally, offer what is 'needed' to get results
Put your professional recommendations in front of your client in a way in which they will not feel overwhelmed. Eg. you might start with placing the No.1 product you recommend on a tray with a glass of water or tea at the end of the treatment in order to initiate a discussion. From there you can add on if that one product is positively received. We have put together essential language for successful selling for you in our 'No Pressure Selling for Kindly Souls' Course. CLICK HERE to take a look
Follow these 4 steps and your sales targets will be a breeze!
Happy selling... umm, sorry; CONSULTING!
Welcome to Evolution School's blog. Our blogs are written mostly by our team and occasionally, through invitation, by industry experts. If you have something you think will be awesome for our new graduates and our wonderful established therapists & small business owners to read please get in touch. Our aim is to help therapists everywhere feel and be their absolute best.