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Customers buy Relationships, Employees buy Opportunities…


Are you selling Relationships and Opportunities?

Our clients are looking for value, results and convenience. But on a deeper level, and perhaps more importantly, they want to enjoy pleasurable relationships that provide them with a sense of belonging and importance. If you can tap in at this level, you need to sell it.

Our employees want professionalism, pleasurable work environments, and just rewards. These are important values, but in addition to this, if we as Leaders can create an environment that deliberately challenges and encourages our staff’s personal growth, we need to let that be known, and sell it.

Let’s break these two stories down and begin with the client

We learn something from someone every day. Learning develops an automatic connection between the teacher and the recipient, and if fed, it is a relationship that can thrive for years. So, in a word, “education” may well be what sells relationships. As soon as a client enters your life:

  1. Ask for “Permission to Educate” her;
  2. Tell her “This is what you can expect from us”
    • We will target your needs;
    • Set mutual goals;
    • Focus on results;
    • Monitor and adjust;
    • Reach goals and set new ones.

In obtaining her permission to educate, you have accomplished many things, including preparing your client for ongoing professional guidance and recommendations.

Now, our coveted employees

In order for you to gain and retain the best staff contenders out there, you will have to sell this as one of your Spa’s opportunities. The opportunity to grow with the clients, grow the business and ultimately grow personally is not common in our industry.

So the ability to develop and transform your employees is perhaps the biggest opportunity you have to sell.  Do this with such incentives as: ongoing talent recognition and action plans; training and development programs to provide stretch experiences, and so on.

Make staff Compensation a performance-oriented monetary and non-monetary reward system, including:  Bonus Plans; Incentive Programs; Service and Product Allotments, etc.

All of human-kind wants the same thing – to treat and be treated kindly and feel a sense of importance.

As Leaders we are in a position to make this difference.

Are you doing your part?


About Leslie

Spas2b Inc. is a full service Spa Development company, specializing in Online Spa Management Distance Learning Courses, Spa Business Manual Instant Downloads & Resources, and Spa Consulting Services.
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