Pretend I am your boss and your name is Sarah … or if you’re a dude, Chuck. I am Papa Big Bucks, and in an attempt to motivate you to sell more products, I offer you these two scenarios:
Sarah and Chuck, our lotion sales … well how can I say this … they suck. But the good news is, the salon is about to get super busy, which means Papa’s about to get paid! So, Sarah and Chuck, I really need you to focus on lotion sales and if we can bring our numbers up this season, I will reward your efforts handsomely – I’m talking huge! Of course, that will happen after busy season is over and I’ve recouped all my $$$ from slow season. Okay, get out there and sell some lotion!
As tanner traffic picks up for season, it’s going to give you great opportunities to have some fun, earn more $$$ and exciting prizes, too. We will have daily, weekly and monthly sales games and contests to keep energy levels up while you earn extra $$$ and cool prizes every day! Okay, Sarah and Chuck, here is today’s sales game …
Although Chuck and Sarah are fresh out of high school and only a semester into their associate’s degrees, they are not fools and will see right through Papa Big Bucks’ empty promises of gold-at-the-end-of-the-tanning-season-rainbow in Scenario 1.
Our little salon armies of social media-savvy gurus are much cleverer than that, and have grown up with a constant flow of info and activities at their fingertips to keep them busy and engaged 24/7! Scenario 2 offers that same type of engagement, fun and excitement at their job. Add in some juicy prizes with some social media recognition to keep it cool – now, Sarah and Chuck are highly motivated.
I was at a salon promotional event and witnessed this very inspiring game:
The Game – Each team member earned “salon cash” for almost everything the salon owner asked them to do: moisturizer sales, raising their LPPA, exceeding a $100 single customer sale, selling upgrades, etc. You name it, and she gave her team salon cash for doing it.
The Prizes – Starbucks gift cards, concert tickets, spa/salon visits. She gave them several ways to spend the salon cash they earned: purchase entries into daily prize drawings or on some days, they could use the cash to buy products.
On the weekend that I visited, she hosted a staff meeting and dinner. Throughout the entire meeting, she would ask rapid-fire true/false salon-related questions. They answered quickly by holding up a pre-made sign that had “true” printed on one side, “false” on the other. Correct answers earned them more salon cash!
Auction Time – At the end of the meeting, she revealed a box filled with very desirable merchandise. As she pulled items out of the box one by one, the staff would bid on them with their salon cash … let’s just say that I’ve never seen employees have so much fun!
The Goal: These are not games about winning and losing; they’re about establishing a culture of fun and fulfillment for your staff that will ultimately trickle down to your guests, so they get a more satisfying salon experience.
David is a National Educator for Sun Evolutions, offering brands including Supre Tan, ProTan, Fiesta Sun and Hempz. He is a face-to-face sales and beauty product fanatic who gauges his success solely on his effectiveness at selling real product to real, live salon guests.
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