How are all of you doing on your 2012 goals? The second month of the year is almost over. Are you still working diligently on you goal? Do you still have your game plan in place? Are you tracking so you know where you stand? Is it time to take it up a notch?
I shared with you my goal to sell 20 promotions by the end of the month. The promotion was two paraffin pedicures for $99. The first pedicure had to be done in February and the other pedicure had to be redeemed within six weeks. To reach my goal, I was going to make an effort to tell every client about the promotion. Here is where I stand: As of Saturday February 25, I have sold 14 promotions. I only have two days to work this month to reach my goal. I'm not sure if it is possible, but I sure am going to try.
I shared with you my homemade tracking form that would help me count the promotions I sold. I tracked every day I worked and I wrote down the promotions I sold. I was thinking I was doing a lot of pedicures and not selling a whole lot of promotions. So I started looking at my daily summary and realized that I had done a lot of pedicures, just not many promotions. Here is what I found out:
My salon offers pedicure packages that are available all year. The package is buy three, get one free. I get all of the money upfront ($168) and every time a client comes in I get paid $42 per pedicure. I know some of you are like, wow, that's a lot of free pedicures. It is, but the benefits outweigh the cons on this one. I redeemed 16 package pedicures this month so far.
Through my tracking I realized that out of the 34 pedicures I have done so far this month that 16 of them were redeemed from a package. That is good for me, however I can't sell these clients the promotion because they already had a package with me. It is great that I have many loyal clients who purchase the packages, however this was a setback for me in terms of selling the two-paraffin pedicure promotion. It is still money in the bank, and I'm busy working on clients instead of folding towels, so I'll take it.
I also found out that five of my clients used promotional discounts towards their service. I had one $10-off, one $20-off, one 50%-off and two that were redeemed from promos I sold in January.
I offered the paraffin pedicure promotion to all of my clients. Out of the 34 pedicures, 10 people said no. Some were using Spa Wish/Spa Finder certificates and some were just getting their vacation pedicures, etc. This is just a reminder that not everyone will say yes. At least I offered and made sure that my clients were aware of the promotion. I will let you know next week if I made my goal. Thirty-four pedicures is still a lot for February in Minnesota.
One way that I was able to know which clients I needed to offer the promotion to was by forecasting my day. Do you know what I mean by forecasting? Forecasting is looking at your day before it begins and making notes about each client. These are not nice or mean notes; they are business-related notes.
For example, I noticed that I had two pedicures on my books for the day. I looked up each of those clients to see if they had a pedicure package with me. If they didn't, then I would make a note to talk to them about the promotion. I also looked at each client and wrote a retail item and an add-on I could offer next to their appointment on my schedule. This helps me to become aware of the services and retail that I can offer my clients. Forecasting can really open your eyes. I noticed that my client purchased cuticle oil a few months ago — chances are she needs a replacement bottle. This reminded me to ask her about it. I also noticed that some clients had not had a paraffin treatment before. This gave me the incentive to offer it.
Forecast your day for the rest of this week. Make notes to offer each client a retail item and an add-on. You'll be surprised how many more offerings you'll make just by being aware. You'll also see your daily summary skyrocket with sales. Try it and let me know how it goes by posting your experience. Forecasting to make more of your day — one more way to help you stand out above the rest and become the BEST!