Issue link: https://www.ascpskindeepdigital.com/i/108113
Be a Beauty Coach 5 steps to give clients what they really want by Lynn Parentini Every client who walks into your skin care business is looking for help: help in changing for the better. Their skin care wishes can often be entangled in deeper physical, mental, and emotional needs. Offering a beauty plan will provide great value to the client who is ready for change. These five steps will help you understand what the client is really telling you so you can create the perfect plan. Step 1: Discuss a Wish List Never assume you know what the client wants. The moustache that you can spot from 50 feet away may be the last concern on her list, so avoid the risk of offending her and don't make suggestions until you are asked. Ask new clients to make a list of their top 10 beauty wishes (for men, try a phrase like "self-improvement" or "looking-good" rather than "beauty"). Because most will be wary of the hard sell, introduce the idea by saying this list is for them to keep, and that you will give them a free 10-minute consultation to provide the education they need to fulfill their wishes. If they (or you) can't do a consultation on the spot, schedule one for the future. These quick, free sessions are good ways to fill up slow days and bring in traffic. Have the client group these wishes into four categories: things to change today, within a month, within a year, or "impossible" changes. The education you provide in response to this list can offer the client a true road map. Some wishes may not be as difficult as the client imagined; some may take longer. Discuss and agree on two wishes that are the client's highest priorities. 22ASCP Skin Deep March/April 2013 Step 2: Dig Deeper Next, get to know your client better with a few additional questions to help you understand his or her mindset and lifestyle. What does beauty mean to you? The answer to this question will tell you what your client values, which allows you to make your recommendations relevant and personal. For example, if the response is "Beauty is strength," you could talk about exercise or yoga programs if you work in a setting that offers those. Or you could interpret it another way and suggest a different eyebrow design that would give the face a stronger character. If the client says, "Beauty is clear skin," this is your opportunity to talk about skin exfoliation or an antiaging peel, and educate the client on lifestyle changes Avoid the risk that will help. Whatever the answer is, the client of offending her has given you a key piece of information that will help you present your services and don't make in the way that will appeal most to his or her needs. suggestions until you are asked. How much time do you spend on yourself? To get the most honest answer, let clients interpret this question any way they want. This will tell you a great deal about the client's lifestyle and attitude toward self-care. How long does it take you to do your makeup? For men, switch "makeup" for "morning grooming routine." The answer will reveal whether this client will be able to handle a complex home-care routine. • –5 minutes: A minimalist who only uses a few essential 0 products. Multitasking products will work best for this client. • 0–20 minutes: This client uses more products and may have a 1 few different looks for different occasions. • ore than 20 minutes: This client considers appearance to be M very important, and will probably be willing to try multiple new products.