Goal Setting
How many of your guests should be on a wax pass?
65% or higher
What does wax pass conversion mean?
Which package type offers the most savings?
13 - month unlimited
“I’m a student and can’t afford it.”
“We have a program designed specifically for guests who are students. It’s called our Student Wax Pass. With a valid Student ID, you can buy 3 of any service and get 1 free. This Wax Pass costs less money up front and still allows you to save.”
Your payment today would be $135, and your next payment won’t be due for 30 days.”
"The total cost of your wax pass is $540."
Your retail conversion % should be higher than x%
18%
How many products are in our portfolio?
29
How long does this promotion season last?
Until July 4th
“I don’t have the money right now.”
“I completely understand, but the package saves you a lot of money over the year. We do have a payment plan option where you can split up your total Wax Pass purchase into 3 payments. It’s definitely something to think about, especially based on your frequency.”
“We can break this into 4 easy payments.”
“I can put you on a payment plan.”
What is a SMART Goal?
Specific
Measurable
Achievable
Relevant
Time Based
What 3 products should be in every body waxing guests routine
Cleanse, exfoliate, protect
How much does our anti- chafe gel cost
$18
How many times should you pitch something before moving on
3
Pre-paid Buying Services in Advance
Membership Commitment
Who is considered a Wax pass prospect during promotion season?
EVERYONE
What are the 3 guest types?
Routinalist
Occasionalist
Wax Passer
What is the most expensive product
face and body
brightening or calming serum
“I'm not sure I want to renew.”
“Can I ask what your hesitation is? What can I do to help you renew and ensure you always have a great experience with us?" After determining the guest's hesitation determine how you can make it right. If it is a cost hesitation discuss a payment plan option. If the guest is relocating, remind the guest that their pass works at all our locations. If they are unhappy with their service discuss a different service option or even pairing them with a different Wax Specialist if needed.
“Are you going to pay with your wax pass today? A wax pass can make check-out faster."
“Are you interested in a wax pass today?”
Goal setting changes depending on season
yes!
Of the 3 guest types who spends the most on products
The occasionalist
What package suits the guest who comes every 4 weeks
buy 9 get 2 or 3
“I’ll get it on my next visit.”
“If you purchase it today you would be saving, and it includes today’s visit. You’ve been visiting for the past years/months, so you know you’re coming in. It’s something to think about, especially based on your frequency.”
“These are the savings options but keep in mind our highest savings is limited to this month.”
“Our Wax Passes are on sale this month.”