Nicoleta Ionescu/Shutterstock.com
Every member of your staff has a role to play! Tanning salon operators must recognize that their team is “on stage” every time they are working a shift in the store.
Stage more engaging encounters for every guest. Better performances that focus on guest interaction turn traditional, scripted customer contact into customized experiences that inspire higher lotion sales!
Replace the worn out, scripted “employee meeting” with high-energy “acting” classes. During these classes, team leaders should direct their cast members and give them roles to play, help them define their roles and practice those roles so that they feel confident and can deliver better performances on the tanning salon sales floor.
A surefire way to provide a truly uninspired visit for a salon guest is to walk her through the same played-out, boring impersonal routine time after time … c’mon, we’ve all heard it: “Tanned here before?” “All set with lotion?” “Okay, room 8 is all set …” sounds familiar, I’m sure.
To get your co-stars (salon guests) more involved in their tanning experience, practice turning plain ol’ scripted greetings into immediate ice-breakers. Try some of these instead:
The real goal of these acting classes is to actually practice and rehearse each possible verbal exchange that can occur between members of your team and your guests.
Put incredible selling tools at their fingertips. You offer a vast range of products that feature dozens of unique skin-enhancing bronzers for pretty much any skin tone – yet, “This will get you really dark” or “It has DHA in it” are about the most descriptive explanations of bronzers I hear from the staff I train at most salons.
Practice more detailed explanations of your incredible bronzers that will get a guest excited to try them AND buy them. Try some of these instead:
Have fun with it! Your new acting classes should be fun with the goal of having everyone participating and practicing their in-salon roles. It helps them feel confident if they use their own style and their own words, so have them come up with their own greetings, product descriptions and responses to possible objections – and let the acting classes begin!
Your new acting classes should be fun, with the goal of having everyone participating and practicing their in-salon roles.
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.
Copyright 2020 ist Magazine