3 Keys To Hiring Your Float Center Staff
Every Float Center Manager will tell you, there's more to operating a float center than When finding the right people for your float center, make sure to keep these 3 concepts in mind when hiring staff for your float center.
By: The Float Mind | October 1, 2019
A manager's worst nightmare is having employees who work at your establishment because it delivers them a paycheck at the end of the week. Although cleaning tanks and folding towels may be a mandatory job requirement, there are other concepts that will cure headaches for float center managers only if their staff understand these concepts as well.
All managers in every business may agree that "Good help is hard to find." One reason why this may ring true for managers is that they can't seem to find a way to communicate how managers think to their employees because the employee is lacking experience as a manager. Or worst, they just don't care about the business. Either way, if a manager can communicate these 3 concepts to their employees, they might be giving their business the advantage it needs to succeed.
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Key Concept #1: Find Their "Why"
Before you can begin training your employee, you need to know their why. Why are they here? Are they here to earn a paycheck? Are they here to support their family? Are they here to gain valuable skills? Are they here to share their passion of floating?
Although two things may be true at the same time, you're going to want to know why they're standing in your office. If they answer, "Because I need a job" - send them to the closest fast-food restaurant. Working at a Float Center is more than cleaning tanks. You want someone who isn't afraid to think for themselves and work towards the common goal of your float center.
If they want to learn valuable skills, maybe you'll have them on the path to being an assistant manager. Maybe they want to manage your social media. Perhaps they're interested in building relationships with your clients before and after their floats. Maybe they enjoy working on their sale skills by earning commission selling memberships and packages. Maybe they are there to earn a paycheck. That's fine, just make sure they are the best they can possibly be at cleaning float rooms and folding laundry because that might be the only thing they're responsible for.
Key Concept #2: Find Self-Purposing People (And Replace Yourself)
You'll often hear a manager say these words when referring to finding good help for their float office, "I wish I could clone myself." Although cloning yourself is out of the option, managers will want to engage the concept of Replacing Oneself. Replacing yourself basically means finding the right person or people who can do everything you do (if not better). This means they can perform tank maintenance, fold laundry, answer phones, troubleshoot problems and build relationships with clients. Once these people are in place at your center, you can begin focusing on new ideas to grow your float center.
Before you can replace yourself, you have to first find "Self-Purposing" people. A self-purposing person is someone who can prep a float room, engage in post-float conversation with clients, and then take a new client in for orientation all in the same hour. These self-purposing people are out there and they may be looking to add "Float Facilitator" to their resume and they may be the help you are desperately in need for. Managers just need to make sure they know who they're looking for when hiring float center staff.
Key Concept #3: Free
Throughout your conversation with your clients, both before & after their floats, sprinkle in membership benefits when it’s appropriately connected to the topic. For example, if the client asks if your center provides any other services besides floating, an appropriate response may be something like, “Yes, we offer massage/sauna/etc and those come with a discount for our members as well.”
Another instance is when clients return from their float. A good question to ask is, “Were you able to relax quickly or did it take you some time?” Whether your client says, “Pretty quick” or “It took me a while to relax” both are common and you could respond with “Yes, that’s fairly common, especially for 1st and 2nd-time floaters. Many of our members have found that their third and fourth floats produced a much deeper relaxation.” This establishes the idea that many people return to experience floating again, so much to the effect of signing up for a membership. It also reiterates you as a leader & professional, because you are familiar with an experience they just had that was unfamiliar to them. HINT: your clients are looking for some grounding.
5. Keep Your Powder Dry
There is a high probability your client will say some type of “No” after your first attempt to close them on signing up for a membership. Common responses from clients are, “I want to think about it,” or “I have to ask my spouse first.” You can expect this response & be comfortable knowing that the majority of membership sign-ups convert on the 2nd time you close the client. In this case, you can take "no" for an answer. We never want to be too pushy with our sales techniques.
Respond with something like, “Okay, I understand” and proceed to check out. But before closing their order, sweeten the membership deal. Maybe your float center offers a free float for signing-up a membership or another type of bonus. It’s important not to advertise this bonus on the first time you attempt to close the client. Save this benefit for your 2nd and final close… “what if we gave you a free float on top of the membership deal? Do you want to do that?” You will convert many clients into float members with this approach.
Most importantly, have fun with your closes. Once you've eliminated the fear of clients saying no, you'll begin to enjoy the process. Eventually, clients will start saying "yes". HINT: They're saying "Yes" to you, not the deal. ;)
BEFORE YOU GO
If you're looking for an advantage in producing more members for your float center or an industry-respected sales-training course for your employees, the people at The Float Mind have taken and benefited from the 7-Figure Sales courses through Cardone University. (Not a lie. We bought it with our Amazon credit card)
This course has helped train a handful of float facilitators to understand the membership selling process to best serve their clients. Having your employees on the same page when it comes to selling memberships is important. This course will help.
Enjoy and happy closing!
The Float Mind
The Float Mind is an online media content provider dedicated to delivering inforpublic on the benefits of flotation therapy and a media hub for float industry professionals.