Clients don't buy steam showers based on specs—they buy based on how they want to feel. When you shift your consultation approach from technical features to wellness goals, you close more sales and create happier clients who actually use their steam systems.
Understanding your client's steam style helps you recommend the right packages and features from the start. Instead of overwhelming them with options, you focus on what matters most to their lifestyle.
Most steam consultations follow a predictable pattern. You explain BTU ratings and discuss enclosure requirements, but their eyes glaze over. They leave overwhelmed, postpone the decision, or choose based solely on price.
The steam style approach changes this dynamic. You start by understanding what they want to achieve, be it stress relief, better skin, faster muscle recovery, or comprehensive wellness. Then you match features and benefits to those goals.
This delivers three key benefits. Clients understand why certain features match their preferences, making upsells feel natural. You differentiate yourself from competitors who focus only on specs. And clients use their systems regularly because the setup truly serves their needs.
These clients need steam for stress relief and mental clarity. They're overwhelmed by daily pressures and view their bathroom as a potential sanctuary.
What they say: "I need somewhere to unwind at the end of the day" or "I want a space where I can just breathe and relax."
Features to recommend:
Sales approach: Paint the picture of their evening ritual. Describe coming home stressed, stepping into warm, lavender-scented steam, and soft lighting, creating a tangible sense of calm. Help them visualize the mental shift they'll experience.
These clients view steam as an integral part of their skincare routine. They're invested in beauty treatments, high-end products, or regular spa visits. They want professional-quality results at home.
What they say: "I love how my skin looks after the spa," or "I‘m interested in hydration and pore cleansing."
Features to recommend:
Sales approach: Connect steam to their existing skincare investment. Explain how steam opens pores so serums penetrate deeper, increasing the effectiveness of products they already use.
These clients use steam strategically for workout recovery and muscle relief. They're active, results-oriented, and view wellness through a performance lens.
What they say: "I need something for post-workout recovery" or "My muscles are always tight after training."
Features to recommend:
Sales approach: Use sports and recovery language. Discuss circulation improvement, muscle tension relief, and reduced soreness. Compare steam to other recovery modalities they may already use, such as massage or physical therapy.
These clients take a holistic approach to health and want every available feature. They're educated about wellness, conduct extensive research, and are your highest-value customers.
What they say: "I want the full wellness experience" or "What's the most advanced system you offer?"
Features to recommend:
Sales approach: Emphasize integration and customization. Show how they can program different presets for morning energy, evening relaxation, or post-workout recovery. Discuss smart home integration capabilities.
Weave the steam style framework naturally into your conversation rather than treating it like a formal assessment.
Start with open-ended questions. Ask "What made you interested in adding steam?" or "How do you imagine using this space?" Their answer reveals their primary motivation immediately.
Listen for key phrases. Words like relax or unwind indicate a Rejuvenator. Skin or glow suggests Glow Seeker. Recovery or workout points to Achiever. Comprehensive or optimize signals you’re talking to a Total Wellness Enthusiast.
Acknowledge their style explicitly. Once you identify their type, name it: "It sounds like you're what we call a Rejuvenator—someone who prioritizes stress relief and mental clarity." This validates their goals and positions you as an expert.
Recommend features in their language. Don't list technical specs. For Rejuvenators, chromatherapy "creates the calming atmosphere you need to decompress." For Achievers, powerful output "gets you from workout to recovery faster."
Most clients identify primarily with one steam style but appreciate elements from others. Start with their primary style and core features, then ask, "While stress relief is your main focus, would you also appreciate the skin benefits steam provides?"
Present bundled packages as a more valuable option. When clients want features from multiple styles, packages like Bliss or xDREAM are more cost-effective than adding each feature separately.
"That sounds expensive." Reframe cost around value and daily use. Calculate the cost per use over a five-year period. Compared to alternatives like gym memberships or spa visits, steam partially replaces.
"I'm not sure I'll use it enough." Return to their wellness goals and paint a specific picture of when they'd use it. Help them visualize steam as an automatic part of their daily routine..
"Do I really need all those features?" Connect recommended features back to their stated goals. If they're a Rejuvenator who mentioned stress, explain why chromatherapy and aromatherapy significantly enhance relaxation beyond steam alone.
Once you've matched features to their steam style, move confidently toward the decision. Summarize what you've discussed using their own words and goals.
"Based on what you've shared about needing stress relief, we'd recommend the xDREAM package. It includes the chromatherapy lighting and aromatherapy system that creates the calming environment you're looking for, plus the iSteamX controls so you can save your ideal settings."
Provide clear next steps. Explain the installation timeline, space preparation needs, and when you can schedule the work.
Follow up with materials that reinforce their decision. Send them the Wellness Renovation Guide or direct them to the steam style quiz.
Share the steam style framework with your entire team so everyone uses consistent language. Train showroom staff, designers, and installation crews to recognize and speak to different steam styles.
Download the "What's Your Steam Style?" quick reference guide to keep handy during consultations. Direct clients to take the online steam style quiz before or after your meeting.
Contact your MrSteam representative for sizing guidance, custom configurations, and technical support. They can help you create the perfect package tailored to any client's specific needs and space requirements.
When you understand your client's steam style, you stop selling generators and start selling the experience they actually want. That's how you close more sales, earn higher margins, and create clients who become enthusiastic referral sources.