It seems like everyone is taking advantage of the deep discounts of Groupon, Social Living and other deep discount sellers. Should you get on the bandwagon? It depends on your outlook, a lot of estheticians love it, and others do not. How else can you get a flood of customers to your door without spending a fortune? The downside is you don't make much money if you deeply discount your services, but if you choose to use these discounters to get customers through the door, use the following tips to help increase your revenue and make up for the deep discounts you offered through the group vendor.
My Tips To Increase Revenue When Use Deep Discount Coupons
(1) Decrease the service time by a few minutes--still give them a good service--but honor the time and don't give anyone an extra 5 mins. and do not use extra creams. We all do this with our favorite customers, but when you are discounting your services you need to stick to the plan & budget.
(2) UPSELL--Before the facial or service, depending on the client's skin issues, upsell them anything you can. Collagen boosters, acne scrub, eyebrow wax or tinting--charge them a reduced rate that you normally would if they came in just for these services, and make them think they are yet getting another great deal!
(3) Talk--Talk up your services--this is your chance to let them know you do all types of waxing, makeup, eyelash extensions, Mircorderm, facials, back facials, eyebrow & lash tinting, etc. Whatever service they aren't receiving at the time they are in your treatment room, make sure they know exactly what you offer before the leave. Sound excited about what you do, and they might try another service.
(4) Secure an E-mail Address-Do not let the customers leave without their e-mail addresses. In fact, I would recommend putting the e-mail address on the intake form. Do not let them leave without getting that contact information. This is your window into sending them enticing spa messages that might bring them back to your spa. I can't tell you how many customers have come back to me simply because they got an e-mail special. Sometimes they just get busy or forgot about taking care of themselves, but the e-mail reminds them that they need a brow wax or they need to be pampered.
(5) Retail-Try to sell the clients retail products. For customers in this price bracket who are buying coupon treatments, see if you can sell your retail products. Maybe just for those customers sell the products for less than they could get it online. Make them think they are getting a deal--these people aren't poor, they are cheap--they are all about the thrill of the deal. Make them think you are giving out an exclusive price to them and they will buy the products up. Compare prices of online and other spas before making a decision, and of course make sure you are covering your wholesale costs plus making a little something.
(6) Packages-Again, these are people looking for rock bottom deals. This is a great time to talk to them about your V.I.P. membership where they can guarantee a monthly facial at a reduced rate. Only you can decide the prices, but for this particular customers I would focus on the price point they paid. Yes, you won't make much money off of these cheap packages for them each month, but you will be able to upsell them on a regular basis.
I give my groupon clients the best treatment the groupon calls for. If they only bought one I offer them a package deal at the highest groupon price. 9 out of 10 purchase at least 3 of these. I will not honor if they go back to groupon and purchase more.
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