PHD

When explaining new lotions and the features to your customers. Do they ask you what body blush, biotanning, stivitan, DHA, LipoBronze, Erythrulose, & the list goes on, actually are? When you tell them do you think they really understand? I love to watch their dumb founded face. Lotions are so complicated now. I think customers just want to know the fragrance, is it going to get them dark quick, is it a tingle, and that's it. All of the new products are foreign to customers, I have found that most really don't care as long as the product gets them the color they want to achieve. How many really explain all the different features? And do your employees really understand what each product does?

Neon Beach

There may be a list of ingredients in this thread:

http://tantalk.com/lotion-buzz/23539...on+ingredients

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PHD

I saw the list, and those ingrediants are not on the list. The question is how do you explain to customers? and do they really understand?

Neon Beach

You can't if you don't know yourself. Some manufacturers, such as CalTan have a list of ingredients on their site, have a look over there and see if that helps.

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vettes

PHD

Do you think that customers really understand that? I understand but to explain it to a customer I really don't think they do.

billable

I agree. I want our staff to be as knowledgeable as possible, but how many customers really want to know what ingredient does what? It only confuses them and makes it look like you are trying to impress them by talking above their heads, and probably above your head as well.

I said this on a previous post, "Don't tell someone how to build a watch when they really only want to know what time it is."

I teach my employees to ask the following questions:

What have they used in the past? What did they like (or not like) about it? Do they want a bronzer, a tingle (please don't ask if they like "hot action", sounds a little too personal to me), is their anything that they use on their skin that breaks them out? And then finally, are you looking to stay in a certain price range?

Get the answers to these questions and you will look professional, knowledgeable, and will probably make a sale. Asking questions will almost always make you look smarter than trying to answer them and it puts you in control of the sale.

mikejones

I stifle myself when posting quality information on this site as it seems to like to disappear all of a sudden but here I go anyway.

Tell them that tanning lotion is basically a vitamin supplement for the skin. The better or more expensive the lotion, usually the better the ingredients, less synthetics, higher concentration of vitamins. Also stuff like "body blush and biotanning" are really "stacks" as in a grouping of ingredients that work together for a desired result.

For instance, Calcium is real important for bones/ teeth whatever BUT it doesn't do anything without Vitamin D. So you could realistically design a lotion that contains a certain combo of Vitamin D and Calcium and give it a funky name like BONEtox or something stupid.

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PHD

[
I teach my employees to ask the following questions:

What have they used in the past? What did they like (or not like) about it? Do they want a bronzer, a tingle (please don't ask if they like "hot action", sounds a little too personal to me), is their anything that they use on their skin that breaks them out? And then finally, are you looking to stay in a certain price range?

Get the answers to these questions and you will look professional, knowledgeable, and will probably make a sale. Asking questions will almost always make you look smarter than trying to answer them and it puts you in control of the sale.[/quote]

Thank you, finally someone understands me. I think by taking the employees to the regional lotion training, yes I educated them, but I actually confused them.

Laney

PHD, I agree with most of your questions, but we NEVER ask them about a price range. You'd be surprised how much people will spend once you educate them about the lotions. By asking the price range you're setting yourself up for a sale but most likely a lot less of a sale that you COULD make on a higher priced lotion. You could say you carry lotions to fit all budgets, but we prefer not to mention anything about price unless they bring it up. The prices are right on the bottle and they see them so if they can't afford one price they are usually the ones who will tell us, or ask if we have anything a little less expensive. Go for the gold! :)