Consulting vs. Selling: What’s the Vibe?
The beauty and spa world is all about looking good and feeling great, there are different ways for salons to connect with their clients! Let’s break down the difference between two primary approaches: consulting and selling. They both want to make money and keep customers happy, but they have totally different vibes.
Consulting
Consulting in the tanning and spa industry involves a client-centric approach where the employee acts as the expert, and advises clients on what to do to be able to achieve the fastest, best results.
The primary goal is to understand the client’s needs, concerns, and goals and then make high level recommendations.
Key Characteristics Of Consulting
- Building Relationships: Consultants prioritize building strong relationships with clients based on trust and expertise.
- Needs Assessment: They conduct thorough assessments to understand the client’s individual needs and preferences. You must ask open-ended questions during this time rather than questions that can be answered by a yes or no.
- Personalized Recommendations: Based on the assessment, consultants offer tailored recommendations for services, products, and home care routines.
- Education and Guidance: They educate clients about the benefits received and the value in using the products and services.
- Long-Term Focus: Consultants focus on building long-term relationships with clients by providing ongoing support and guidance. Follow up with clients will increase loyalty and naturally increase sales.
- Being the Expert: Telling clients what to do versus asking them if they want to do it.
Selling
Sales isn’t always what you think it is. Selling in the tanning and spa industry involves a product-centric approach where the professional’s primary goal is to promote and sell services and products.
Key Characteristics of Selling
- Product Promotion: Salespeople focus on highlighting the features and benefits … You explain the features and sell the benefits
of specific services and products.
- Persuasion: They use persuasive techniques to convince clients to purchase services and products.
- Sales Targets: Salespeople often have sales targets and quotas to meet.
- Short-Term Focus: The focus is often on closing the sale and generating immediate revenue.
Key Differences
| Feature | Consulting | Selling |
|---|---|---|
| Primary Focus | Client’s needs and goals | Product promotion and sales |
| Approach | Client-centric | Product-centric |
| Relationship with Client | Advisor and expert | Salesperson |
| Goal | Provide personalized recommendations and education | Close the sale and generate revenue |
| Time Horizon | Long-term | Short-term |
Which Approach Is Best?
Ideally, a balance of both consulting and selling can be effective in the tanning and spa industry. By building relationships with clients and understanding their needs, professionals can offer personalized recommendations and education while also promoting and selling services and products.
