Most people would never add an ‘up-sell’ to their Christmas list, but every clinic and salon owner, should be making up-selling a must-have for every client.
In this episode Neil’s joined by his guest, Stuart Donaldson. Stuart’s the founder and owner of Banyan Co, and he’s an experienced banking and finance executive, educator, business coach and financial advocate for owners of small to medium enterprises (SMEs).
In this episode, Neil suggests flipping the traditional 3-step business model to become PROFIT, DELIVER, ATTRACT. He argues that to survive the post-COVID environment, your business needs to first be profitable… before you start attracting more clients that may be adding (or subtracting) from your profitability.
Understand the three different styles of communication that people use with their customers in salons and clinics – the Teller, Seller and Persuader. Each style has distinct behaviours (do’s and don’ts) that influence how people respond to suggestions and during conversations.
A key tool within the Spend-suasion model – the Client’s Comfort Curve – helps you understand your client’s level of comfort (where and when it happens), as they move through their in-clinic treatment. It also identifies the right time to suggest and recommend.