sungodstexas

People with zero sales ability or the general lack of confidence in their salon are the only ones that need to fear "first tan free". Offer first tan free to get them in the door, let them use a better bed the first time, show them the other levels AFTER they tan, offer a first visit bonus if they join today, and have some confidence in your sales ability for Gods sake. I think you guys are probably good at running the salon and creating atmosphere but I wouldn't want you training my sales staff. Remember you are in sales not order taking. If you want to be an order taker the McDonalds near my house is hiring for the drive-thru.














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[ This Message was edited by: sungodstexas on 2004-02-26 09:05 ]

TanningEmporium

We only did the first session free the first season we were open. We now charge only a dollar for it, and no one goes more than 10 min. the first session. 9 out of 10 buy a package the same day. I have went back through cards, and most who got the freebies did not come back if we did not sell them a package the same day..I was new and just wanted folks to check me out.

Neon Beach

Quote:
On 2004-02-26 09:04, sungodstexas wrote:
People with zero sales ability or the general lack of confidence in their salon are the only ones that need to fear "first tan free". Offer first tan free to get them in the door, let them use a better bed the first time, show them the other levels AFTER they tan, offer a first visit bonus if they join today, and have some confidence in your sales ability for Gods sake. I think you guys are probably good at running the salon and creating atmosphere but I wouldn't want you training my sales staff. Remember you are in sales not order taking. If you want to be an order taker the McDonalds near my house is hiring for the drive-thru. (end quote)

I agree for the most part. A free tan gets them inthe door, it's up to your skills, products, service and quality tanning that keeps them. What better incentive then something for free? There will be abuser of course! That's the gamble! Get'em in the door and then keep'em coming in the door! However, if you must charge them a buck for your time.














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[ This Message was edited by: sungodstexas on 2004-02-26 09:05 ] [ This Message was edited by: Neon Beach on 2004-02-26 20:18 ]

MJ

Margaret,
That is common..and it is a myth that they will not come if it is not free.
Now that you know what you know..having had experience in the industry...
Is it not true that any new salon that is "advertised" / marketed to get the local tanners attention....will draw the tanners...even if it is to check them out?
I know that when any new salon opens up some of my tanners..even the ones with large prepaid packages...will infact go check out the new salon.


Bottom line for all you newbies think of giving it away:
If the newbie clients are coming to your door..they are usuallyone of these types:
~Not happy with their current salon.
~New to tanning indoors in general.
~Just moved to the area.
~Came with a friend and is just tanning there cause their friend is tanning their that night. They have a package at another salon...and have no intention of ever buying a package with you..they live too far. etc.
OR
~They heard great things about your salon from a current or past client.
(there may be more..but this covers the basics.)

NOW all of the above should be sellable on the first visit IF you have nice intro packages, clean relaxing atmosphere and pay attention to what the clients tanning goal is...during the tour try to find a package that fits thier tanning goals.

Why give them something they were willing to pay for?
Now with that having been said...Free vultures will call first 99% of the time. So you will not have to waste your time touring them. Even if they do pop in...do not worry it will be the first question out of their mouth. I consdier it a badge of honor to get them to dig deep for a buy one get on intro special. hehehe
:eyeroll:

Just don't nose dive for their wallet before the door closes behind them on the way in..and you will be fine.

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ST*U You annoy me!!You know who you are...
MuhahahahahahahHA[ This Message was edited by: MJ on 2004-02-26 21:11 ]

Neon Beach

On second thought you may have something. The concept of percieved value. If you charge them a very small fee for their first session at your salon it may give the perception that your services are worth more than a service that you would be willing to give away for free? I do give the first away for free then an intro (teaser) pak of 3 sessions for a decent price. But, you have to consider what kind of local economy you have, what type of clients do you expect to gain based on the social atmosphere. That is, if you have a bunch of coal miners daughters looking for a freebie you'll get'em and maybe keep'em, if you are in Beverly Hills they'l pay a small intro fee to tan (if they don't already have an HP Unit outside the upstairs Pilates room? Always take into account where you are and the "status" of your potential clients.............

MJ

Quote:
On 2004-02-26 07:28, tanman02 wrote:
Every person who enters your salon is going to generate some form of word of mouth advertising. We have a first tan for a dollar and we do get a lot of hoppers, but at least they have made it through the door and if they liked the experience they are going to let at least one person know.

Yep your right!!
OHh and your forgot to mention...That they will be a miniimum of 5-7 times a year under a new name everytime too.

Neon Beach

It's happened here. But if your staff is on the ball and take pics of clients and your program trakcs birthdays you might be able to weed them out. You're smarter than they are. They will always use the same birthday or phone number and you'll get'em. Or maybe your could charge a small fee for the first session?

MJ

"That is, if you have a bunch of coal miners daughters looking for a freebie you'll get'em and maybe keep'em, if you are in Beverly Hills they'l pay a small intro fee to tan (if they don't already have an HP Unit outside the upstairs Pilates room? Always take into account where you are and the "status" of your potential clients............."~ neon

Valid point...always many different factors will vary. There is no one formula.

No matter what the area ...you could still charge something. Give them a free cup o' goo..instead of a free tan. There are many ways to skin a cat.

Neon Beach

Maybe, perhaps, a free tramp slap for being so stupid when it comes to tanning???

engfant

I ALWAYS give out free tramp slaps. Actually the more I yell and scream at my customers the more they come back and spend. Real weird.
What's weirder is that I'm staring at this Hitler drawing while I try to convince people that dictatorship in a tanning salon is the way to go.
As for giving away tans, anyone that has the NERVE to ask for a free tan is a lousy customer anyway. I had 60 people yeaterday and I'm all by myself and don't even blink when I leave the front end open for the taking. Wanna now why? They are all adults or adult thinking and whould NEVER steal. If someone did, there are 5 or 6 LOYAL customers ready to rat them out. CHEAP BROKE ASSES LOOKING FOR FREEBEES are the thiefs most of the time. As soon as you show that you are stupid enough to toss around freebees the Robin Hood and his merry crew of thiefs will be there in no time. As far as I'm concerned, FREE = NEGATIVE REVENUE. 1/2 price is a **** of a deal and if they don't take it, break the **** out and make them feel like the cheap *** that they are.