Best way to sell lotions

[John S. Soet]

We've got a feature in the November TI about upselling techniques borrowed from other industries, but I'd like to throw part of it out there because this topic is so important. When selling lotions, employees should be instructed to teach customers how to apply lotions. Because they're expensive, many customers skimp on the application. They apply this thin, minimal layer isn't doing them any good as they're not getting any moisturization. It's true that you'll sell more lotion if customers use it up quickly, but to get the benefits they have to use a LOT of it.

[BigLeo]

When you signup a new client, sell them on the idea of using a tanning lotion specifically for indoor tanning. Tell them that regular outdoor tanning lotions are not formulated for indoor tanning. As they progress in their tanning, sell them on a bronzer. Finally, sell them skin lotions so that they can maitain skin moisture and repair damaged skin due to tanning. Keep it informational, non-pressure. Let them try the lotions for free if you have samples. Keep the ball rolling.