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Old 10-27-2013, 08:22 AM   #11 (permalink)
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Re: Lotion Sales--HELP!!!!

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Originally Posted by ohjeezkbeez View Post
I've been in the industry for two years, and recently, I have found that my sales are slipping. People are flat out cheap in this town, but there's gotta be SOME sort of way to get them to come in here and buy lotion.

Some of these people don't use lotion, and refuse to listen to why they should. And no matter how many times I tell them they need to alternate their lotions, they don't listen. I'm afraid someone may have lied to them before about a lotion and now they're scared to buy anything at all.

Anyways, I need some good techniques... What do y'all suggest?!?!
Reverse the situation - if you didn't OWN a tanning salon - and you saw lotions in stores for under $10, or on-line for less than 50% -- would YOU be thinking it was all "liquid gold"??

Make it attractive to them. For example:

1. Lotion of the week (or month) - when they buy, get some "gift with purchase". E.g. a Free Tan extender, facial lotion or a week or some sessions on some of your equipment

2. Lovin' Lotion XXXDays -- Pick a day of the week when all packets are 50% off. REALLY work hard THAT DAY to get customers to try different packets (to mix it up some) and maybe your higher end ones (since they are such a deal!).

3. Know the features -- many people don't want to "get as dark as they can" anymore - they aren't seeking that "I look like middle of summer" - especially in the off season. So play up the skin care ingredients, how use of lotion helps them to MAINTAIN their color so they won't have to come as often (more savings to them of gas, time AND maybe tanning packages!).

4. If they buy a lotion - give them that amount BACK in FREE SESSIONS. So - if they spend $40 on a bottle of lotion, they get $40 in their account to use on FREE walk-in visits. Not to go toward a package (which are discounted already), but walk-in pricing! So if your base bed is $7 and your level 2 is $10, they could get 5 FREE base bed sessions (and still have $5 left over!). Or they could get 4 FREE Level 2 sessions. Just for buying a $40 bottle of lotion.
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Old 10-28-2013, 05:17 AM   #12 (permalink)
 
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Re: Lotion Sales--HELP!!!!

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Originally Posted by ohjeezkbeez View Post
You do mention a good idea... Maybe I won't strictly focus on lotions giving "good color" and start studying more of their other features. Thanks!

Still open to more suggestions!
I've found that giving it away in small amounts gets them to try it, so they will buy the bottles. Give away a cup with each package or visit purchased. Also, have product of the week and feature it at a reduced price.
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Old 10-28-2013, 04:44 PM   #13 (permalink)
 
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Re: Lotion Sales--HELP!!!!

Wow these are all really great ideas! Thank you!

Still taking suggestions :)
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Old 10-28-2013, 08:34 PM   #14 (permalink)
 
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Re: Lotion Sales--HELP!!!!

Quote:
Originally Posted by ohjeezkbeez View Post
Unfortunately, we can't do that. We sell samples, however. But even getting them to try something new is hard.
just buy a bottle of decent lotion and put it in a mini cup and give it away as a sample,also let them know that exfoliation is crucial in maintaining an even tan.
i gave away samples of after tan lotion and they are all pleased :)
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Old 10-28-2013, 08:36 PM   #15 (permalink)
 
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Re: Lotion Sales--HELP!!!!

well darn.. i just saw that my idea was already spoken lol.
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Old 10-28-2013, 08:39 PM   #16 (permalink)
 
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Thumbs up Re: Lotion Sales--HELP!!!!

Quote:
Originally Posted by sunsally View Post
Reverse the situation - if you didn't OWN a tanning salon - and you saw lotions in stores for under $10, or on-line for less than 50% -- would YOU be thinking it was all "liquid gold"??

Make it attractive to them. For example:

1. Lotion of the week (or month) - when they buy, get some "gift with purchase". E.g. a Free Tan extender, facial lotion or a week or some sessions on some of your equipment

2. Lovin' Lotion XXXDays -- Pick a day of the week when all packets are 50% off. REALLY work hard THAT DAY to get customers to try different packets (to mix it up some) and maybe your higher end ones (since they are such a deal!).

3. Know the features -- many people don't want to "get as dark as they can" anymore - they aren't seeking that "I look like middle of summer" - especially in the off season. So play up the skin care ingredients, how use of lotion helps them to MAINTAIN their color so they won't have to come as often (more savings to them of gas, time AND maybe tanning packages!).

4. If they buy a lotion - give them that amount BACK in FREE SESSIONS. So - if they spend $40 on a bottle of lotion, they get $40 in their account to use on FREE walk-in visits. Not to go toward a package (which are discounted already), but walk-in pricing! So if your base bed is $7 and your level 2 is $10, they could get 5 FREE base bed sessions (and still have $5 left over!). Or they could get 4 FREE Level 2 sessions. Just for buying a $40 bottle of lotion.
#4 is a good idea.. imma do that one :)
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Old 02-08-2014, 11:28 PM   #17 (permalink)
 
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Re: Lotion Sales--HELP!!!!

What I do is I let all of my girls pick a lotion out of the book. Any lotion and its normally one of the most expensive bottles. I order a decent amount of lotion in my opinion. About 4k a month. And our lotion sales are 84% of our package sales. When I order my distributor gives me a bottle even if it's 2 orders in the same day. When she asks what bottle I want i request a bottle on of my girls wants. I then give it to them to use and we will sell shots of it if we dont have sample packettes. Then we the customer admires the color on the girls and ask as always "what lotion do you use you have a really good color"? they hit them with the bottle they use and offer them to use their bottle. If it's a tough sale they'll throw in a purse size moisturizer or on the $100 and up bottles I'll let them throw in a flawless faces or snooki legs lotion. We also never carry the same lotion twice in a 30 day period that way all lotions are "limited time only" and they feel compelled to buy it when they see it. I can sell anything so I feel safe making bets with my clients that if the bottle of lotion they have their eye on is still on the shelf in 2 weeks then i'll give it to them. Only lost that bet once. I do keep TMFAO, glam slam, no appologies, and Escapade in stock at all times because they sell instantly. Excess is a new one that's soon to become a full time lotion in the store as well as sweet romeo from Designer.

someone previously hit the nail on the head though. During the off season I would hit on after tan product. Right now we're selling 3 bottles of No Apologies shaving lotion from designer a day on average. Tiny bubbles is also a good product. Another reason they may not use lotion is that they've tried it before and they "smelled" afterwards so u should put them on a strong fragrance lotion like the tan candy line. or they may be allergic to a lot of lotions or have a skin disorder. In these cases i sell glow, skinny, or firm from Cal tan. these hypoallergenic lotions sell really well and are $75 bottles.

I nay have strayed off topic a bit and apologize for tooting my own horn on our sales but I am proud of our lotion sales especially in a rural Texas town and we have averaged 40 customers a day the last 2 months but have sold over $10k in lotions the last 2 months. webinars are a good training tool from your distributor. I also made what I call the Bible which is a binder of the sales fact sheets for the girls to study constantly in free time at work. This is important for us because we flip inventory so often and have such a dynamic inventory that changes constantly.
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