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Being LED-savvy Can Set Your Spa Apart
By: Rick Krupnick
Posted: June 9, 2008, from the January 2007 issue of Skin Inc. magazine.
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Integrating LED into your spa menu will improve the existing services on your menu and provide you with a quick and easy way to increase revenue.
Selling the treatments
Make sure that the LED device you purchase comes with staff training, as well as plenty of educational and supporting marketing materials. Because LED therapy is beginning to generate attention in the media, many clients are seeking out spas that offer this service. Promote the fact that you have added this to your spa menu. One of the most effective ways to do so is by implementing mailings to current and prospective clients, placing signage throughout your spa, advertising in local and community papers and magazines, and educating staff on how to generate excitement about this new service.
When an esthetician is excited by and believes in a product or procedure, it translates to their clientele. The best way to introduce a new service to your estheticians is to encourage them to use it themselves. Curtis always explains to clients how the LED unit she uses affects her own skin. “As a business owner and spa professional, I want to look like I’m fully rested, even when I’m not,” she notes. “I tell my clients how LED photomodulation gives me renewed, enlivened skin. When they see how important it is to my skin care regimen, they get excited about what it can do for them.”
Another great way to get your clients to try LED therapy is to discuss the treatment in the initial consultation for facial procedures such as microdermabrasion or chemical peels in order to make sure that they understand how instrumental it can be to the procedure’s success. Arm yourself with before-and-after photos that illustrate the results that can be achieved.
Other ideas might include offering an introductory discount when purchasing a full series of treatments. Light BioScience’s clinical research has shown that LED therapy is most effective when administered throughout a series of eight to 10 weeks, so spas most often market the treatments in packages of eight. “I offer my clients a 15% savings as an introductory offer for their first eight LED sessions,” Curtis says. “It’s been successful in attracting clients who may be on the fence about committing to the whole treatment plan.”