WAHM Forums

Someone mentioned in another thread that they do the SOH first during the ESCAPE (like or unlike their director, etc.....because it increases bookings.


Could you (meaning anyone) please share why you think this order works or doesn't work and how you do it in your own ESCAPES?


Looking forward to a healthy exchange of ideas and experiences.


Dora
who is off to do 15 women in a church group and has aspirations to enroll the hostess

I experimented with demonstrating show of hands first. It works out that way, but I don't get them to book a party when I do it first.


I try following simple spa using the flip cards, but I have gone back to doing the show of hands at the end of the party.


Everyone comes into the kitchen and waits their turn. While I am showing them how to use the products, (everyone is talking) I ask them how they enjoyed the spa and would they like to have one with their friends. Also I ask what their favorite product was.


So for me, demonstrating show of hands at the end of the spa works better. I start building that relationship with the guests thru out the night and then get the booking in the end.


When I do it the other way, I still get bookings but it just feels better to do it at the end.


When do you demo show of hands Dora?

I demo the SOH as the last product but I don't take them out of the ESCAPE environment to do it. I demo it right there in front of them, in their lap.


I have a $1 foot tub that I place in their lap. They hold their hands over the tub, I put a dose of the SOH in their hand and have them use it over the plastic tub. I have a clear pitcher of water that I SLOWLY pour over their hands until they feel no grit. They use paper towels to dab the water away. I move the tub to the next guest and repeat the process.


90% of my ESCAPE guest purchase the SOH. I'm getting at least 2 bookings from each ESCAPE, sometimes 3 and 4. I'm booked right now till the 3rd week of June with 3 each week. Some will cancel, some will reschedule but I book 3 so that I can hold 2 for sure.


I don't like doing the SOH first because having it on the hands (I think) interferes with the other products and I think the SOH makes the most dramatic/visible difference and I want that to be the "lasting impression" that they go home with. I even say, "We've saved the best till last for you"


I'm open to trying new things tho - and that's why I asked. How are you doing it, what is the reasoning behind doing it that way and what results are you getting now that you weren't getting before?


Dora

I am going to try that at my next Spa, I have always done it first and I feel as though it intereferes with everything else also. I will let you know how it work out for me!


I have alos learned to use pens that click or have the lids off already, as the gusetes have trouble using their pens after they have had thei handmassage and I do not want any thing to hold the back from ordering!


Christy


Unit VIP


When all is said and done it is better to have done than to have said!

I demo the Extreme REpair Hand therapy after and along with the SOH. I tell them that our hand therapy "seals in the essential oils found in the SOH".


I don't think I've ever had trouble with people having greasy hands and not being able to work a pen. how much are you using?


When they are finished using the SOH, I give them tips on had massage and while I"m going over the set sheet and closing - they are massaging in the Extreme Repair.


Dora

I'm thinking it makes sense to do SOH at the end. I might try that at my next Spa. Vicki, how do you take them out of the Spa to demo SOH? Do you do it after the close or before and come back to sit down and close?


I was thinking of saying after the close, "Our final product will be demonstrated at the sink, then you can fill outyour orders and I can answer any questions you mayhave at that time."

I close then tell them I have one more special treatment awaiting them in the kitchen.They are heading to the kitchen for their drinks and snacks, so it works out just fine!


I am constantly refining my spa presentation. I used to demonstrate the SOH before the goody bag and close. That is when I lived in TX where kitchens and family rooms were connected. Up north, it is not the case. My first party here felt really odd to me. That's why I am always looking for ways to make the parties flow easier!


Before Dora mentioned the foot tub/pitcher of water, I always felt more comfortable demonstrating that product at the sink.

Well, if you don't demo SOH at the beginning, what do you start off with?


Is anyone doing a demo of the skin care on the hands? My director does the spa, then talks about skin care and does a demo with it on one of the guests hands to show the difference between the two. If I did the SOH last, then this wouldn't work...the skin care is what makes repeat sales...if you get them on that, then you've got clients for life...


Do ya'll not talk or demo the skin care along with the spas?





Andrea

I start off with the lip apeel and eye pads. I tell them that I begin with this because these are the first two places that stress begins to show it's ugly self.


I do not demo skin care at all during my ESCAPES at work or home. I talk about "3 phases of Spas" that we have and I educate the guest that the Spa stuff (eye pads, lip apeel, HS foot creme, warming trend, SOH, Extreme Repair, hydrating mist) is the first phase.


I tell them that phase 2 is MRP and phase 3 is Beauti. I inform them that they need to be prepared that during the next 90 days, I will be introducing them to all 3 phases unless they tell me to get lost.


I haven't had anyone yet to tell me to get lost.


My purpose of the initial ESCAPE is to help them relax and destress immediately and to "lure" them into wanting to know more about what we offer. Give them just a taste of our relaxation products and leave them wanting for more. That increases bookings and recruiting and lays the foudation for you to contact them for other things and to build a client for life.


Dora

Well, I can see how this would pique their interest, AND maybe not showing them too much at once will allow them to buy several times.


So, after the spa escape, are you following back up with each one to see when you can get with them one on one regarding the skin care and beauti? Or is most booking escapes and if so, when do you intro the skin care on them if they are wanting to do spas?


Andrea

Yes, I am following up with them within a week.


I mention to the initial guest that we do this in 3 phases...


Phase 1 - ESCAPE that they are experiencing
Phase 2 - MRP
Phase 3 - Beauti


I try and accomplish the 3 phases within 90 days. I have them put on their sheet when I can contact them for the next phase. Some want it related to a paycheck, some want a month to get in the habit of self care. This sets the "expectation" that I'll be eventually telling them about everything and gives me a promise to fullfill.


The way its been working lately - because many want their own neck wrap, is people are scheduling other ESCAPES for phase 2 and 3. They all gather together again and we cover whatever the phase is for that day.


I call them and say something to the effect of, "I'm following up and scheduling you for phase 2. I have blank or blank day, which works best for you?


If they want a jump start for Phase 2 (MRP) then I will allow them to purchase their Maintenance set the night that they book their own ESCAPE. As a booking "gift" they get a 40% discount on their M portion. They take the M home with them that night. By the time they hold their ESCAPE - they have a success story to share and it builds credibility for our product line.


Give them a teaser and enough to be impressed. Then slowly introduce them to the other phases. Within 4 or 5 months, you've gotten to know them, gotten them on MRP/Beauti and they're hooked with the products and services.


I don't know what made me think of thisjust now- but I do NOT hand out product guides during any of my ESCAPES. If they ask, I tell them that I don't carry them with me to the ESCAPES but that I'll be glad to follow up with them and/or send them one. I find that when they get one in their hands, I've lost them. They become overwhelmed with the number of products and they wind up taking nothing home with them. The night of Phase 1, we stick to those basic relaxation products and that's it for me.


I know other people who do it differently and are very happy with the way it works for them...I've just tweaked it to this point to work for me. So far, it works pretty well. I'm always looking to learn a better way if one presents itself though.


Dora

Are you gals using the new SOH demo sample? or are you still using the full sized product during your ESCAPE?


Dora

Ooops....hit enter before I was done.


i am also interested in how you are using the new sample card.


Dora