How do you sell EFT's

[Jim Fisher]

What has been your best approach in selling them

[Kathe]

We don't do EFT's anymore. Just recently changed it. When we did this was the format we followed:

The first thing we did is determine why the customer was tanning. Once we found out that they are planning to tan over the long term we gave them their options. 30 day unlimited or EFT. We showed them the value of signing up for an EFT just by the numbers. We just made it matter of fact that by doing EFT we would be automatically debiting their account monthly until they signed a form telling us to stop. We also informed them that it was a flexible plan that allowed them to freeze their account for just $5 per month if they weren't using it that month and that they would be able to charge lotions and upgrades through the month.

Hope that helps.

[Geoff B]

This is a question with an indepth and compound answer. The best way to sell them(if selling means to entice people to join) is to let the customer in with as little money out of pocket as possible. The problem is, if they don't have an large initial investment, they will cancel when they are not tanning as much(slow season). I believe the answer is to, have no enrollment fee, but have a 4 to 6 month minimum. If client must cancel before commitment is up, they must pay a cancellation fee. We offer 6 month and 24 month minimum agreements in season, and an additional 2 month minimum agreement in slower times. Of coarse the longer the commitment, the cheaper the monthly fee. We offer 5 levels of membership. It sounds complicated, but it works. We draft about 25% of our gross sales each month. This is a very good and very in depth dialog for our industry. I believe you have to do EFT in order to survive!!!

[STC1996]

Hey Kathe, we were considering the eft thing. Why did you quit offering them?

[Glowtanning530]

We started offering it again but a modified version. We noticed our first year people would basically abuse it during season and they would haev paid full price for tanning anyways so we cheated ourselves out of potential rev.
We are in a very small town and are a small salon. We offer sign ups twice a year no commitment, we offer it in june and sept. Basically trying to lock them in through slow season. When they discuss canceling we tell them we will not offer it during the spring. It has really changed the amount of cancelation we were getting. We offer it on base beds only but offer 12 off upgrades product discounts etc.
So far so good.