Want to sell more EFT memberships? Try paying your sales team a commission on each one they sell. It works!
Nothing motivates people more than self-interest, which is why offering commissions on EFT membership sales is a good idea. Just ask Daniel Mann, Jr., co-owner of the Tropical Tan salon chain in Seattle, WA. With commissions in place, EFT sales account for more than 30 percent of the salon chain’s UV tanning membership sales. He also says that his team works hard to sell these membership packages and to retain the clients who purchase them.
Daniel began offering his staff commissions on EFT membership sales when he rolled out the program a year ago. “Earning commissions on lotion and upgrade session sales motivates staff to sell more, so I didn’t see EFT memberships any differently,” said Mann. “We offer a one-time, ten percent commission on each EFT membership sold, and our managers receive a small residual for each successful transaction. As a result, our staff works very hard to show our clients the money they save by becoming an EFT member, and they sell a lot of packages.”
The commissions Daniel pays motivates his staff to retain the majority of existing EFT members. “Times have been tough for everyone, so we’re not surprised when some tanners consider opting out of their memberships,” he said. “When they contact us to cancel, our staff immediately offers them the option to downgrade their membership to a lower level, or put a hold on their membership for $5 monthly fee. In most cases, this offers our tanners enough savings to make staying in the system worthwhile.”
Daniel Mann, Sr. opened the first Tropical Tan salon in 1982. His sons – Daniel, Jr. and Michael – grew up working in the family business and as adults, became partners in the venture. Today, the chain includes 13 stores based in and around the Seattle area.
A 14-year industry veteran, John "Ribby" Ribner has written hundreds of
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