Enhancement Menus for Success.
How to Revamp Your Enhancement Menu in 4 Easy Steps for Immediate Success.
Over the last years, enhancements have gained a strong interest in Spas not just in the US but internationally. As a result, receiving a massage these days without being offered the opportunity to increase the benefits without adding time seems impossible anymore.
But there are enhancement menus, and there are enhancement menus. Some Spas add significant $$$ to their top and bottom line, and some Spas have somewhere enhancements available but sell very few. No matter what type of Spa you work in, there is always the opportunity to do better. See my insights below on how you give your guests an additional benefit during their subsequent treatment and add some $$$ at the same time to your business.
For me, a successful Enhancement Menu follows these four steps:
Innovative Creation - Dynamic Training - Effective Promotion - Soft Sell
Each of these four steps is equally critical to optimize the results and the success of Enhancement Menus. Let’s have a look at what each step includes:
Step 1 - Innovative Creation
Brainstorm on possible enhancements – use the previous page of this guide as an inspiration
Check out enhancement menus of other Spas
Get samples in and try them out
Involve your team in the brainstorming, sourcing, testing, and decision process
Step 2 - Dynamic Training
Organize training by the vendor – on-site or virtually so your team becomes a pro of the product
Have your team experience the enhancements on each other
Renew training annually or even bi-annually in the beginning – for the reception team and the therapists
Set individual and team goals that grow over time
Step 3 - Effective Promotion
Studies have shown it takes 7-14 times until someone sees something
Add facts and benefits to the enhancements’ descriptions
Highlight and demonstrate the enhancements on social media and what they can do for your guests
Step 4 - Soft Sell
As a therapist, read carefully the guest intake/ questionnaire and ask questions to understand your guests, what the goal for today’s service is
Recommend 1 or 2 enhancements based on your conversation and highlight the benefits of these enhancements for your guest
Offer your go-to enhancement that you genuinely believe in your guest as you will be the most confident.
Accept a ’No’ from the guest – no forcing nor hard sell.
With those powerful four steps, you will boost your enhancement sales. And one bonus tip: you as a Spa Leader must show excitement! Speak daily about the previous day's success, or celebrate the top sellers in your monthly meetings. If you prioritize for yourself to follow the enhancement sales, the team will naturally embrace your excitement.
In February 2022, during our Spa & Wellness Talk, I talked with Dr. Michela Henke-Cilenti about Enhancement Menus and how to get the most out of them; you can watch the replay here. We have this and more info available for you in a FREE guide that you can find here.
Share your experience with and success of Enhancement Menus below in the comments.