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Old 02-09-2006, 12:14 PM   #1 (permalink)
 
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Here's how to sell more EFT's

Everyone knows that EFT's are becoming the lifeblood for most salons, especially during the slow season. The secret to selling more EFT's is teaching your sales staff how to OVERCOME OBJECTIONS.

With the tanning season officially underway, now is the time to build your EFT base. I would like to devote this thread to identifying the most common objections people have, and formulating approprite responses. I will offer the first:

Objection: I don't tan that much/I don't tan year around/etc...

Response: That's why we have the freeze option. You can come in and freeze your membership at any time for up to 2 full months at no cost to you.

Greg
Celebrity Tan
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Old 02-09-2006, 12:22 PM   #2 (permalink)
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Re: Here's how to sell more EFT's

We are doing extensive marketing on EFT this Spring to build the base level. I however do not freeze any packages. The whole part of EFT is to have $$$ coming in when you are slow, not to take a fraction of that or nothing. I know there are some that will argue the loyalty card with this, but if you offer the best deal, service there should be no problem with loyalty.

just my opinion
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Old 02-09-2006, 12:29 PM   #3 (permalink)
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Re: Here's how to sell more EFT's

my thought is this- the freeze option is great to have knowing up front that MOST of your EFT clients will not use this option - it's a selling point. kinda of like those clients that come in and buy a month but tan 5 times the whole month - gotta love em
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Old 02-09-2006, 12:32 PM   #4 (permalink)
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Re: Here's how to sell more EFT's

I have to agree with dc, That has been the biggest question. Customers sign up take advantage then bail on their terms.
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Old 02-09-2006, 12:56 PM   #5 (permalink)
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Re: Here's how to sell more EFT's

I offer it as a low cost way to tan, can't freeze most gym memberships if you don't use them, why should this be any different?
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Old 02-09-2006, 12:59 PM   #6 (permalink)
 
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Re: Here's how to sell more EFT's

teaching your sales staff how to OVERCOME OBJECTIONS is my biggest problem.
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Old 02-09-2006, 03:22 PM   #7 (permalink)
 
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Re: Here's how to sell more EFT's

I offer freezing on the EFT, but we charge $10.00/mo. Most clients don't freeze them, but we have the option there for those who say that they won't tan during such and such months. The only problems we have ran into are the people who cancel their CC instead of canceling their EFT. On our EFT program, the client does not have to sign any type of contract. We ask them to notify us one month in advance to cancel it.
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Old 02-09-2006, 04:10 PM   #8 (permalink)
 
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Re: Here's how to sell more EFT's

I don't want to debate freeze options, I want to identify EFT objections customers have and create appropriate responses. Here are some common objections.

(1) I don't tan that much
(2) I'm going on vacation and only need a month
(3) I don't linke giving out my CC number
(4) I did that once before and they kept charging me even after I cancelled.
(5) I don't likey paying an enrollment fee.

What other one's do you hear? How are you combating these objections?
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Old 02-09-2006, 05:25 PM   #9 (permalink)
 
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Re: Here's how to sell more EFT's

Quote:
Originally Posted by celebritytan
I don't want to debate freeze options, I want to identify EFT objections customers have and create appropriate responses. Here are some common objections.

(1) I don't tan that much
(2) I'm going on vacation and only need a month
(3) I don't linke giving out my CC number
(4) I did that once before and they kept charging me even after I cancelled.
(5) I don't likey paying an enrollment fee.

What other one's do you hear? How are you combating these objections?
(1) Great, here is a way for your monthly rate to be cheaper
(2) Don't you want to keep up your tan after your vacation
(3) Don't have a problem with is one, sorry can't help here
(4) Sorry to here that, but reassure them that this will not happen with you
(5) Compensate the enrollment fee with free upgrades into your higher beds
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Old 02-10-2006, 10:48 PM   #10 (permalink)
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Re: Here's how to sell more EFT's

For the customers who just cancel their credit card in order to avoid paying, they will be back sooner or later to tan. That is when you charge them the hefty enrollment fee if they want to get back on the EFT. Then you say, " you could have just frozen your account." Next time they will just freeze is to the small fee you charge a month to do.
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