3 Non-Traditional Selling Techniques

To some people, selling seems super easy, but to some other folks, selling may seem extremely difficult. Are you a savvy seller, and can sell anything to anybody, anywhere at anytime, or are you on the other side, where you prefer not to be seen and heard, and pretty much run away from selling to prospects?

Defining new products, creating new services and articulating their value to clients are a huge part of the selling process. When you think about it, that is exactly what you do every single day when you are providing services to your clients. I would call these activities the “traditional” selling techniques. What else would you call a traditional selling technique? Well, it could be putting your products by the check-in counter, putting them on the shelves in the waiting area or allowing your clients to test the products. Since we are getting to the end of the year and we are responsible for meeting our sales goals, I’d like to introduce you to some selling techniques that I consider “non-traditional” ones.

1. Getting to Know Your Client’s Travel Patterns

What comes to your mind when you read this? You must be thinking that you know your clients very well, you know who they are and what they need, right? Well, let’s think about it. I would argue that your clients’ knowledge is limited to what they do in your salon, their skin and body problems, and products they buy from you. However, I would argue that your knowledge is limited when it comes to your clients’ travel patterns.

If you have read my previous articles, you have learned that I help spa and salon managers and owners to grow sales by tapping into travelers. Your clients travel. They go on vacation once a year or they travel multiple times throughout a year. Do you know who your traveling clients are? Do you know how to recognize them? Do you know how frequently they travel, where they travel to and who they travel with? Do you know what they need and how to help them? Your revenue depends on this knowledge.

Because every trip they take takes a toll on their body, mind and spirit. You are their doctor who helps them prep for their trip and rejuvenate when they come back home. You are their healer and confidant. I am sure they will happily share with you their travel patterns, so that you can recommend a traveler well-being service, for which you will charge them extra and grow your bottom line.

2. Updating Your Intake Form

Yes, your intake form. All you need to do is make a list of questions you would like to ask your clients about their travel patterns. Here are some recommendations: their travel frequency, their next trip destination, their length of stay in that destination and their traveling buddies (keep in mind that if they travel with family and friends they will also need to be prepped to the trip and rejuvenated after the trip, which means you are already getting new clients without spending any money on advertising).

Let’s not forget about asking if they travel for leisure or business. If for leisure, then their travel frequency may be very low, but if they travel for business, you may wish to create a special bundled package with a price that will encourage them to come back to your salon before and after every trip they take.

If your spa is in a hotel, that’s even better. You may wish to consider working with your hotel marketing team to create special bundled packages for your travelers and advertise them all over the hotel and during the check in process. Your travelers need to see and feel your hotel truly cares not only about their good night sleep, but also about their body, mind and spirit.

Related: Strategies for Selling Treatment Series

3. Selling More Products for the Plane Time

Contrary to popular belief, travelers need different beauty products for their time spent on the plane. Most travelers prepare themselves for “in destination,” meaning that when they pack their suitcase, they only think about their end destination. This is a huge no-no, especially if they have to take a connecting flight. The “in destination” suitcase was checked in, but their “in transit” hand luggage travels with them every step of the way.

The minute you find out your clients are traveling, your job is to educate them about the environment on the plane and its impact on their body, mind and spirit. The easiest thing to remember is that the humidity on the plane is about 20%, while the norm is around 60-80%. This air will literally suck them dry.

Therefore, they need hydration. Bearing in mind just this one piece of information, what kind of products can you suggest to someone who will spend 20 hours on the plane in such a dry environment? Thicker face creams, serums, oils are just a few to recommend. My personal favorite is a face sheet mask, which will change their life.

The best time to apply this product is before breakfast when the lights are still turned off and people are asleep. It’s the right time to clean your face with a tone and apply the face sheet mask. Do you carry them in your store? If not, then it’s time to start doing it to double and even triple your product sales, because your clients will need this mask during their stay in a hotel too.

Non-Traditional Success

Follow these three strategies and I know they not only will spark some ideas, but will truly inspire you to think outside the box and grow your revenue and profits all year long.

Edyta Satchell, founder and CEO of Finelle.com, is a renowned corporate executive, speaker and wellness practitioner. She is a certified integrative nutrition health coach who has more than 20 years of global travel leadership experience working with dozens of A-listers, including CEOs of key Fortune 500 companies. Satchell helps spas rejuvenate their revenue and profits by creating highly customized, modern and comprehensive sales programs targeting frequent travelers. She has been featured in many prominent media outlets, including TV interviews and articles in multiple publications.