Rebooking the Secret Sauce
When your client sees your well-crafted ad & decides that this is exactly what they need and books in with you, the real magic is about to happen!
It is now your job to take them from a person who just wants a massive value treatment at a great price, to a raving fan of your business who wants to see you every week for full priced services.
So how the heck do we do this?
Start developing seed planting moments!
You need to create real reasons for your client to rebook with you on the day while making them think it was 100% their own idea. Here are the 5 main reasons someone would want to rebook with you:
- They are in pain and need something fixed
- They are unhappy with their appearance and need your help correcting the problem
- They have an underlying issue they aren’t yet aware of
- They need to maintain their results
- They feel so good while they’re with you that it improves their mental health
1 & 2 are easy to rebook as it is something they are facing in their life right now. 3, 4 & 5 on the other hand require your professional experience in planting seeds, triggering desire, and getting connected to them and their problems. You must be sure you are actively triggering desire in your clients while they are on the massage table or beauty bed.
Planting your seeds at the right time and in the right way is key. If you don’t plant seeds your client may not see a reason to rebook and they may think the first treatment is all they need. This is a very gentle up sell, rebooking conversation – it is all about educating the client and triggering desire in their mind and body.
You are most connected with your client when you have them in the treatment room as their trust is 100% in you. It is your responsibility to ensure they continue with their personal care and look after themselves as thoroughly as possible.. help them see how much better off they are to invest money into your business rather than spending it on alcohol, eating out and buying new clothes etc.
At the first point of contact your client feels empowered for making that decision to look after themselves or treat themselves. However, the problem is that they can ride that feeling out for months & use it as a great excuse not to rebook. Therefore, the time we have with them is so crucial – we must dampen that feeling just a little by using language that reminds them that one treatment is just not enough. We must get them addicted to that feeling of rebooking and being organised and really looking after their body.
It’s all about the language we use when communicating pre, during and post treatment. Getting this right is simple but so powerful!
If you would like guidance in this area, head over to our Facebook Group for daily inspiration:
https://www.facebook.com/groups/search/groups_home/?q=fully%20booked%20salons%20spas%20%26%20clinics
