We know that closing a sale is about how you present the features and benefits of the product/service/idea you are selling. The challenge, of course, is being able to identify the features of each product/service/idea and craft them into benefits for each individual buyer. Difficult economic times make this even more challenging, as the ideals and necessities of your clients are bound to shift.
Since the ideals and necessities of your clients are changing because of the current financial situation in this country, you need to have a flexible marketing plan to accommodate this change.
One way spas have been embracing this theory is by shifting their spa marketing focus from "peace, relaxation, and self-indulgence" to focus more on health-related benefits. If your clients view your services from a health standpoint, instead of an indulgence standpoint, they will be more likely to factor regular massages, facials, and body treatments into their budgets.
So how do you get your clients to view your services as health benefits? Market the health benefits, of course! Your clients should be able to relate to your marketing strategy. For example, as a working single mother, if I see an ad that says to me "We know you work hard, we work hard too. Using our product will make your health better, and therefore make your life a little easier," I stop and listen. It is the same with your spa marketing - everywhere, people are living busy, over-scheduled lives, while worrying about money, loved ones, health etc. If your spa marketing says to them, "We know your life is hectic and you don't always have time, but coming to see us will make you feel better and improve your life," they will stand up and listen as well!
Another factor in this is how you are selling follow-up sessions to your clients. Explain to your clients how their health and well-being will increase by regularly getting a massage. By showing your clients how their life will improve - better sleep, increased circulation, increased flexibility, increased endorphin release for better mood stability, etc. - by receiving regular massages, they just might sign up for a massage package with you at the end of their session! If, however, you are still selling your massage as an opportunity to relax, you might not see quite as many repeat clients.
These changes in presentation and marketing are not earth-shattering, but they do show the shift in ideals for future generations of clients. Living a healthy lifestyle, though, is not something that is going to go out of style any time soon. By focusing on the health benefits of each of your services, you may find that your clients relate more to the services, and come back for more repeat visits!
Pure Spa Direct wants to help you grow your business! With our selection of over 70,000 products and our knowledgeable, friendly Customer Service staff, we can help you select the best products for your clients and market the health benefits to help your business grow! Call us anytime, Monday through Friday from 8:30AM - 5PM EST, and we will be happy to help!
Market The Health Benefits of Spa-Going for Increased Business
