Welcome back to the Aesthetician Coach Blog. You probably know my love for selling skincare products by now. I have discussed it before in previous episodes. As an esthetician, it was hands down my favorite thing to be able to pick out a skincare regimen for my clients that got them results.
The holiday season is such an amazing opportunity to capitalize on skincare retail sales in your esthetician business. Clients are likely buying one for them and one for a family member or friend. At least that’s what I do! They are already setting aside funds for Christmas shopping and in the mindset of gift giving. So how do you make it easy for them to purchase their gifts from you?
Create Giftable Bundles
Ready-made gifts and packaging is going to be everything. Make it pretty, take the time to create bundles that your clients can’t say no to. Go to Hobby Lobby and get some cute gift bags or boxes and spend some time and effort creating these bundles. You can also add in a Starbucks gift card, a candle, things that you don’t necessarily sell but you know your clients love. You can add a facial or treatment gift card. Just make sure you are adding the cost of these items into your bundles. Thinking outside the box will set your bundles apart and make them stand out. What bundle can you create that will be irresistible to your clients? Jot down some ideas and get to work.
Here are 4 Bundle ideas to create:
Winter Skin Survival Kit
Holiday Glow Up
Holiday Travel Essentials- travel size kit of your favorite skincare products that are TSA approved, Starbucks gift card, maybe an eye sleep mask think of things that would make travel more enjoyable.
Holiday Recovery Bundle-maybe a face or eye mask, face mist, a candle, tea bag, whatever you want to include for a relaxing evening in.
Offer the right discounts on bundles to increase appeal. Know your cost on each bundle and discount it by 10%-15%. Make it make sense for your business and your financial goals. Create a financial goal and budget. Know how much each one costs you to create and how much you need to make on each gift bundle. Make your bundles enticing and create urgency around your limited time unique holiday bundles. Be sure you are mentioning them to every client when they come in for their treatments.
Leverage your Limited-Time Offers
Start thinking about any other weekly or daily specials you would like to offer this holiday season. For instance, Black Friday, Cyber Monday, the 12 days of Christmas. If you haven’t mapped it out. Do that today. Create a marketing plan and tease these promo’s on your social media channels.
Make sure your retail display is inviting.
When decorating your lobby or treatment room, think about things or ideas that would catch your clients attention…what would make them spend extra time looking at retail. Maybe a hot chocolate bar station set up near your skincare products?
Make sure your staff has tried the products you offer and are upselling at checkout. Clients will ask them questions and ask them if they have tried a certain product. Make sure you have given them a playbook to follow through with the sale. It also helps to give them an incentive to sell more retail and bundles. Set weekly/monthly goals for them to meet and offer bonuses or commission for achieving them.
Promote Gift Cards
The holidays are a great time to promote your gift cards and it will keep you busy after the holidays when some businesses experience a post holiday slump. Emphasize the value of gift cards for clients buying for friends and family. You could come up with some creative strategies for your gift card purchases. Such as buy one, gift one for instance with any purchase of $x amount gift card, you receive a $25 gift card for you. You could have this sale all month or make it specific for black friday or cyber monday. Another idea is to offer a percentage off, purchase x amount or more in gift cards and receive a percentage off. Make it your own.
Share on Social Media!
A holiday giveaway is a great idea either for in-person clients or your social media following. For instance, any purchase over $200 made in the month of December would be entered to win a $300 gift card for a treatment of their choice. Of course you could make this any amount that works for your business.
Once you have your bundles and specials created for the month, draft your social media calendar of when and what to post to share your offers. This will take some stress away from trying to come up with a last minute post.
Let me know what bundles you are creating this holiday season! Send me an email or post in the comments.
My quote for you today: “Feeling gratitude and not expressing it is like wrapping a present and not giving it.” – WILLIAM ARTHUR WARD
My reminder for you this season is to be grateful for what you already have because if we stop and think about it, most of us already have exactly what we need and most of what we want. Share that gratitude with others this season. Let your clients and those you love know how much you appreciate them. Giving the gift of gratitude makes you feel good, makes others feel good and also opens you up to receiving everything you could want in this life and then some.
Thank you for being here! Grab my freebie below and I will see you next week.
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