Identifying and Capitalizing on Areas of Opportunity
Growth . Evolution . Progress .
A desire to improve and develop who we are as individuals can be a steady , driving force ; it can be the thing that propels us out of bed every morning . Simply put , we want to be better versions of ourselves . We want to look better , feel better , be better . Recognizing there is always room for improvement , and a better way to be doing things keeps your clients and customers moving forward with their goals whether it ’ s fitness goals , professional goals or even their tanning goals .
However , it ’ s not always easily identifiable exactly where their improvements ( or areas of opportunity ) lie . This is where our role as consultants comes into play . It ’ s our job to recognize where improvements can be made and help guide the customer toward their goals .
So , how can we do this ? The first step in recognizing an area of opportunity is discussing goals . We need to know what our customer ’ s ultimate end goal is and not go in with the assumption that we already know what they ’ re working toward . Are they tanning for vacation ? Just wanting to build a base tan ? Have an event coming up ?
This leads us to our next step : QUESTIONS . Asking clients applicable questions is crucial to identifying their area of opportunity . The more information you can get , the better prepared you can become to make a relevant recommendation that ’ s going to help them reach their goals . This also helps establish trust in both you as the consultant and the services you are offering .
Some simple questions you can ask :
• What are you tanning for ?
• When are you wanting to be tan by ?
• How many times a week are you going to be tanning ?
• How does your skin tan when you ’ re outside ?
• What is your skin like ? Is it oily ? Dry ? Do you have any sensitivities ?
• How are you liking your color ?
• What lotions are you using ?
• What lotion are you putting on your face ? Once you ’ ve determined what the client ’ s goals are and you have gathered additional information , you can move on to making recommendations that are going to help them achieve their goals . ( It ’ s important to note , though , that you can ’ t make recommendations if you don ’ t have prior knowledge of your products . Taking the time to learn what you are selling is just as important as the actual selling process .)
Use the knowledge you have to educate and demonstrate to your clients why your recommendations are the best fit for what they ’ re looking for .
Is a client struggling to get color ? Suggest they try an upgraded bronzer or swap out some of their at-home products with tanningfocused skincare products .
How about a client wanting to stay within a budget ? Recommend that they get an intensifier , which is dual purpose , so it can be used in the tanning bed as well as outside ( just make sure they pair it with an SPF when outdoors !).
Maybe their face has been breaking out , and we discover they ’ re putting their body lotion on their face ? Pull down a product like Smooth Faces that is specifically designed for the face to give them the skincare they need and is non-comedogenic .
Identifying these areas of opportunity with our customers is a pivotal step in building ongoing , long-term success , as it creates an environment where we as a business can continue to improve and work toward our goals , by helping others improve and work toward their goals .
New Sunshine is a silver sponsor partner of the PFIFC . For more information , visit www . newsunshinellc . com .
GearedUp | 2023 Issue 3
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