missmorganxo

Hi, all! I'm new to this whole tanning industry thing! I just got hired to a pretty popular tanning salon chain. I don't want to bad mouth anyone I work with, I'm just a tanning consultant...but, my manager wants to good numbers, commission and UPTA for herself so she won't teach me how to sell lotions. I started 2 months ago so I'm still really new. I'm constantly reading the bottles, trying new lotions, and I research all about tanning online all the time. I even take notes at work. My goal is to own a salon or be a manager soon. None of the other girls I work with want to help me learn, they're all very catty and all of them have other jobs.

It's basically me and my manager, as far as people who work there as there sole job. My manager is considering two other girls for asst manager as we speak, and I'm pretty upset, because that's what I was hired for. My old asst said I'd be the second asst by Feb, then she left. And, I was left high and dry. I've talked to my manager and district, and they said, have good sales and you'll get promoted. The end.

I need to sell lotions like crazy, and we're really really slow.

I normally greet clients, like, Hi! How are you? :)
Do you have your eyewear? (then I scan there scan card)
Then, I either say, we have this lotion on sale right now, it's a great deal etc. Or, do you have your lotion with you today?

Most clients are regulars, and they'll tell me off, roll there eyes, jerk there keys out of my hands...and cut me off. Nobody wants to hear it. Plus, my manager gives 50% off all lotions, which is against company policy. My district knows and does nothing. So, they don't want to buy from us when they know my manager will do that.

How can I sell lotions and prove myself? Thanks! (:

tangirl23

In this industry, selling is really about building that relationship with the customer. Then you use that relationship to suggest products or services that will help them reach their tanning goal. They need to trust you - and sometimes that takes time. People are creatures of habit and things that make them comfortable are what they want to stick with. It sounds like you are still a new face to them. Unfortunately, industry wide tanning salon employees can be pigeon-holed into the "dumb girl" category. So many customers can think that they know better than we do.
It is going to take you some time to build that trust with your customers but if you are persistent (you seem to have a great attitude & a drive to succeed) it will happen for you.
Here are some pointers:

1. Make a legit effort to remember their name. Even if you only remember their first name, it shows that you pay attention. Sometimes, I will remember random parts like their last name and street name. They laugh at my randomness but really it makes them feel special when I remember smaller details. And for those that I just cannot remember for the life of me, I always apologize and say "I'm sorry, please remind me of your last name". At least that shows that I recognize them. I always try to bring up anything from our last conversation and ask a followup question (i.e. How was your vacation?date? kid's play? etc) People love to talk about themselves. The key is to pamper them every time they come in so they can't wait to visit your salon again and again.
2. Instead of asking the typical question (Do you have lotion, we have lotion on sale...etc), I ask them how their tanning progress is going. You would be surprised at how that will open up to a sale opportunity. Many times customers are afraid to ask things, like actually my legs aren't tanning, my underarms are white etc. It leaves them open to voice concerns while giving you the opportunity to suggest a product or service that will solve their issue.
3. Always respond with knowledge. Lots of times, I open up conversations with a fun fact about a product, skin care or tanning in general. I might look like this cute blonde but I know my stuff, why shouldn't I teach others what I know? Teach them something they didn't know and they will come to you for everything. People tell me all the time "Wow, you really know your stuff!".
4. Smile! Be Friendly (even if they are cranky back at you). Go that extra mile.

Don't get discouraged! It takes time to break down that wall that customers put up. They'll come around.

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More Tan Than You Since 1998!

missmorganxo

tangirl23

I started in the industry 10 years ago as a bed cleaner!

I was very lucky in that the owners of the small salon I worked for really taught me a lot. I am naturally curious so I did a lot of reading and research on my own time (still do). Once I graduated to working the counter, I got more involved in selling and tracking salon sales. I don't think there is a certain time frame you can place on it. The more knowledge I acquired, the more confidence I gained and that turned into higher sales. I think of every customer as an opportunity to sell something. Even if they say no, at least I tried!

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More Tan Than You Since 1998!

missmorganxo

I just wanted to say THANK YOU for the advice! Tonight, I worked from 6-10 and tanned 15 people.

My units per transaction was almost 3!!!!!!!!!

I sold to almost every single person. I feel so much more knowledgable after all my research, and more confident, and I just talked to everybody for long periods of time and almost tried to act like they were friends. And, people bought like crazy.

One guy bought like 5 different packets of lotion.

And, another girl said she'll be back tomorrow to be a lotion bottle ($74) because she loved the packet I sold her. Oh, and some teeth whitener! I told her when I worked.

I am so happy. Thanks for all the help.

Black Sun

What lotions/brands are they selling at the salon?

Mostly all manufacturers and distributors offer advice/suggestions/one-on-one lesson on the selling of their products.

Contact them, whether openly or discreetly. Perhaps they could give some over the phone tips

Turbo Girl

Awww, I just want to hire her!

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[SIGPIC]

missmorganxo

Thank you!

With all the bad stuff going on at my salon, I wish you could hire me! haha! :)

tangirl23

That's great to hear!! Clearly you had it in you the whole time!
Sounds like there is a bunch of drama at your salon. My advice would be to keep yourself out of it and just focus on your duties.
If you think your manager could be voiding your sales then I would keep track of all your sales in a notebook so you have proof if something seems off. I think you should report any wrongdoings that you witness. Is there an HR. Department that you can talk to? I know I would want to know if this was happening in my salons.

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More Tan Than You Since 1998!

GBoucher

Work at the salon until things get better. Don't try and own a salon anytime soon. They are dropping like flies because of bad economy bad PR. If things don't get better you will thank yourself.