Hello, and Happy Monday!
This past week, while I was attending the WHO Confidence Forum here in Dallas, I had the opportunity to run into one of my all time greatest mentors, JoAnne Jaeger, the previous VP of Marketing who I worked closely with for many, many years. I am always looking for advice and suggestions, and she said something to me that really started my wheels turning. I was asking for her feedback about how to increase sales and ways to improve our marketing tactics when she reminded me of something that I think we all tend to forget. She asked me, “How many Spas do your Consultants have booked for June and July? The health of your business is directly related to how many Spas your Consultants are holding”.
Over the past few days, I have really thought about this. Everything happens at the Spa…EVERYTHING. There is a very simple formula for success in this business:
· Hold Spas
· Sell products and build clients
· Find people who want to do what you do
The more Spas you hold, the more sales you will make. The more Spas you hold, the more clients you will build – and remember…clients keep you in business. The more Spas you hold, the more people you will encounter who want to do what you do and make money.
JoAnne was absolutely correct. It is ALL ABOUT the Spa. This is true for our business as a company and your business as a Consultant. There is an old phrase that we use around the office…”no one goes out of business if they have Spas on the calendar”.
This is a business that is fueled by passion. It all starts with having a passion for our products. When you are a passionate user of the products, you can’t help but to share your passion with other people. When people see how much you love your products, they want to try them. When they, too, see that they can make money by sharing their passion with other people, they want to join your team. It really is a very simple, but very powerful formula. Once you start the ball rolling, it takes on a life of its own.
So…as you look at your business, would you like to increase your sales and recruiting in June? If you answer yes, then ask yourself, “How many Spas do I have booked for the remainder of June and into July?”. You may quickly realize that you need to increase your Spa bookings in order to increase your sales and recruits.
To increase your Spa bookings, you need to increase your exposure to potential new party hosts. The first place to look is in your existing client base. If you subscribe to the monthly delivery of the Client Brochure, you should be receiving those very shortly. Make sure that each of your existing clients gets one of the brochures so they can see the incredible offers, Hostess Booking and $500 Spa rewards for July. This is called your “warm” market, because they are people who already love your products and in many cases, these clients have previously hosted a Spa for you.
The next group of people that you need to think about are the ones who have never experienced a Spa or have used your products. This group is called your “cold market”. I ran across a really great story on the BeautiControl Facebook page from Tiffany Dotson, who joined as a Consultant in March. Tiffany booked 22 Spas in May and 4 for June by stepping out of her comfort zone and directly targeting this “cold market” using a very novel concept called “Lead Boxes”. Here is her story:
Hello to all my BS Spa Sisters! I joined BC in March. I didn't know anyone in my area, so I was worried about how to get spas. I had heard something about setting up Lead Boxes. So, after a few failed attempts at making my own boxes, I finally found success. I used the boxes that my dog’s wet food came in. After making an opening in the top for the ballots to go in, wrapping it in pretty paper, attaching a pen, and making "raffle tickets", I had success. I printed "Enter to give that special mom in your life a Spa Party for Mother's Day" flyers.
I took them any place that people spend "luxury" money. Carwash/Detail waiting areas, hair/nail salons (many salons now offer spa services, so make sure to check before you ask), restaurants, movie/video stores...
As I walk into a potential lead location, I look to see if there are other "solicitation" type materials: flyers, business cards, or other type of outside promotions, and then proceed to ask the first person I talk to: “Hi! My name is Tiffany Dotson. I recently opened my own In-Home Spa business, and I am trying to get my name out. I am holding a drawing for someone “to be given a free in-home spa party” (I use this type of terminology so that I am not limited to ONE person only being able to win.), and was wondering if I could leave a drawing box here.
If they say sure, I tell them a little about what I do, and I REALLY romance it.
If they say no, I just thank them very much for their time, and ask if they might know a good place to go. Many times, if they say no, they offer other suggestions that usually work. If they seem hesitant, that is when I would offer to buy one of gift cards, and give it as an additional “prize”. This helps ME and it helps THEM! I have not, however, had to do that yet. Any “no’s” have been only because of company policy or it might conflict with a partner to the business (nail tech, masseuse, or any other spa type partners).
I put my boxes out in the second week of April. I wanted to do it early, to give people plenty of opportunity to enter “their mom” or who ever in the drawing/raffle. I asked how long I could keep it there. Some said a week, others said they didn’t care. I checked the boxes every week until the drawing day. Make sure to leave PLENTY of tickets/ballots (name, address, phone, email).
I got over 50 leads from 4 boxes!
I have booked 24 spas for May, and 4 for June!!! OF the spas I have already held, I have gotten 4 MORE spas, and sold at all but 2 of them!!! AND, I have gotten 1 385 recruit, and one Bargain Betty!
This has been such a motivational experience. To take the leap and invest in BC, I prayed that God would help me to be successful, and Boy has He!!!
This is a great story! Congratulations, Tiffany, on this great approach. I love how Tiffany made a decision to take control of her business and increase her bookings, which has led to increased sales and recruiting. You can tell that once Tiffany got new bookings, her business took on a life of its own. This is a true testament to the fact that when you get Spas on the calendar, your business will start to gain a new momentum.
June and July can be great months to book Spas since most mothers have children who are out of school and they are looking for some “ME TIME” in a big way!
You all are the experts in this arena, so I invite you to share your comments and suggestions to your sister Consultants on how to book more Spas in the Summer months. I look forward to hearing your great ideas and suggestions.
I hope you have an amazing week. As always, remember, if you have product questions, comments or concerns, email us at product@beauticontrol.com.
Have a great week.