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Old 10-16-2007, 07:51 PM   #1 (permalink)
 
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How to sell...

OK I need a little advice, I am having trouble getting my staff to sell our EFT Memberships.

What we do is offer a month unlimited in our base beds. then upgrades are at 1/2 off and lotions are 20% off. They do pay a joinging fee. In order for people to get the 1/2 off their upgrade packages their membership has to be current, which means they have to pay the unlimited base bed price. I hope this makes sense, let me know if it doesn't and I need to change the way I am having people do this.

People seem so scared to sign up for a monthly reoccuring fee on their credit card. And for some reason my staff just can't get people to sign up.

I was wondering how you guys sell your EFT's and how long your contracts are for, if you even have one for them?


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Old 10-16-2007, 07:54 PM   #2 (permalink)
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Re: How to sell...

The most important thing is that your staff need to fully understand the process, if the don't get it, they can't explain it to anyone else, stress the benefits. Only other advice I have for you is "be patient" eft plans are normally slow starters, but once gets around about it your laughing.
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Old 10-16-2007, 09:12 PM   #3 (permalink)
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Re: How to sell...

I have to admit I dont understand what your selling do your customers?

Do You have a website so I can see what your customers are looking at and what about commission?
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Old 10-16-2007, 09:59 PM   #4 (permalink)
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Re: How to sell...

agree your employees need to know it and understand its benefits inside out before they can sell it.

u could run promotions where the sign up fee is waived

u could have NO sign up fee but slightly higher monthly fee

u could possibly just have a market that is not big on EFT!
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Old 10-16-2007, 10:19 PM   #5 (permalink)
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Re: How to sell...

It's simple really - "help people get what they want and need"; the beauty of this simple little statement is that there is no selling required. And when applied by all three of the parties involved (you, your staff, and your customers), a rewarding circle of giving and receiving is created and enjoyed by all.

Starting from the bottom so to speak, the customers, what do they want and need? Primarily they need results. They need that "result", whatever it may be, and it will probably be slightly different for each customer. They want value for the money they are spending to achieve the results they need. How does your EFT program offering help them get what they want and need? For starters, it's an easy and convenient way for them to pay for and get what they need, whenever they want it, without the hassles of having to have cash or checks, or deal with multiple credit card transactions. Secondly, it helps them get what they want because they see value in the discounts they receive for by being an EFT member at your salon. They in-turn give to the staff by signing up for the program, which the staff member has aked them to do.

What does the sfaff want and need? They need a paycheck. They may have other "needs" that are debatable, but primarily they are there to earn a paycheck, yes? So, customers that sign up on the EFT program help to ensure that that particular need will probably be met for the forseeable future. What does the staff want? They want to help people, for all the reasons we like to help others. They may also want bonuses or commissions, which, could be earned for helping the customers (and their boss!) get what they/you want and need. So, the staff and the customers are reciprocating in the whole "give/receive" circle now, and those benefits trickle where? Yep, you guessed it! Right up to the top! hehe

You, the owner, the Honcho, have your part in this, too! You're helping the staff get what they want and need by providing the resources they need to help the customers get what they want and need (good beds, good lamps, nice atmosphere, competitive pricing, easy pay EFT programs, great lotions, toilet paper in the bathrooms, etc ... hehe) As a matter of fact, now that I think about it - you're actually doing double duty in this wonderful circle! You're contributing to both groups directly! Because you are also providing the place for the staff to work to get the check (and so much more I hope!) that they need, and maybe even satisfying the staffs' wants monetarily, in addition to the intangible rewards all employees deserve.

That's enough for now, I believe. Hope this helps. -Belvedere
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Old 10-17-2007, 07:42 AM   #6 (permalink)
 
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Re: How to sell...

This is our EFT program

You pay a one time joinging fee. For that one time joining fee you get a discount monthly membership in our base tanning beds. When you have the monthly membership active you get unlimited tanning in our base tanning beds, 1/2 off all upgrades, whether a single visit or a package, and you also get 20% off all lotions.

I would say the big problem we have with people is they don't want to sign any contracts for a long term process and they are very reserved on giving us their credit card to do the monthly draft. They would like to pay cash. Could we charge people more if they want to pay cash and not do a credit card for their EFT, or is it even an EFT then?

We don't want to loss customers if they don't want to do the EFT, because our package prices are higher without the EFT
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Old 10-17-2007, 08:00 AM   #7 (permalink)
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Re: How to sell...

get rid of the contract or have a no contract and contract plan.

have a agreement instead of a contract and let them cancell anytime

what im going to do this season is a no contract cancell anytime after 1 draft.

set up in a way that gets me full unlimited price the first month. so that will stop any potential clients who just want a cheap package then want 2 cancell.

once they go past the first month it will be half price

ill have a agreement that requires 1 additional month must be drafted prior to cancelling

a option to freeze the account for up to 3 months at $5 a month

cancell anytime for free
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Old 10-17-2007, 09:44 AM   #8 (permalink)
 
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Re: How to sell...

Carribean that's pretty much what we do now, we just don't have them pay for months to be frozen.
Do you charge a rejoining fee?
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Old 10-17-2007, 09:45 AM   #9 (permalink)
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Re: How to sell...

I basically do the same excluding the freeze. Also put an imaginary limit or cap on how many you will have on EFT to keep them on longer and think twice about cancelling, if they want to stop it for a month or two, not to mention when they start back up it's at the regular month price for the first month (alot better than getting $5 per month for freeze.
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Old 10-17-2007, 10:25 AM   #10 (permalink)
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Re: How to sell...

Show your employees how to break it down to the customer in terms of how much they tan and what that equals in $$. That's how I sell our memberships because then the customer sees that it's a better deal. Say I'm a customer that tans in a bed that costs $24 for one session and I only come 5 times in a month equaling $120; $59.99 monthly due is going to sound pretty darn good for unlimited in the bed I like to use anyway. If you show the customer how much they can save, they will more than likely want it.
We don't charge a start up fee, you can cancel anytime after 1 auto debit, you can freeze for as long as you like for a minimal fee (which you get back to use towards upgrades when you unfreeze), if you choose to cancel and come back at a later time then you will have to pay a $40 resign fee. plus we give members discounts on other things lotion/services etc.
For people that want to pay cash, the price for 1 month would be higher which is more incentive for them to join the eft.
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