Issue link: https://www.ascpskindeepdigital.com/i/1489006
New member benefit! Get the ASCP SkinPro app at ascpskincare.com/skinpro 39 Sometimes, clients don't go into detail, and we all know our idea of an arched brow and their idea of an arched brow can mean two completely different things. Here are a few tips to help you on that journey of increasing your bottom line with a consultation that has worked for me. ASK SPECIFIC QUESTIONS Whether it's a new client or a loyal, long-term client, I still take the time to ask them the following questions before a treatment. What Do You Hope to Accomplish Today? Results take time. You must understand the client's goals and relay realistic expectations. Explain to the client that the results they want might not be achieved on the first visit. Sometimes, it takes multiple sessions to achieve the ultimate goal. Let them know this and be clear about the journey of getting from point A to point B. If the results they are looking for cannot be achieved the first visit, let them know how many sessions you recommend and what they can expect along the way. Be realistic with yourself as the professional too. If their request is something you don't think you can achieve, be honest and either recommend a different esthetician or formulate a plan so both you and the client can be happy with the results. Are You Taking Any New Vitamins, Supplements, or Medications? Some clients may choose to not answer or be up front about these questions because they either think it doesn't apply or because they feel it's too invasive. However, educating your clients on the effects medications and supplements can have on the skin may put their concerns at ease. Sensitivity, dryness, and even acne flares could be the result of changes in medications or supplementation. Additionally, because of medications, some treatments may be contraindicated. Early in my career, I learned that asking these questions wasn't to invade your client's personal life, but rather to educate them on how you will perform the service. Gently and kindly explain to them that a medication can have an adverse reaction to the service you perform and that you may need to use a different ingredient or go about the service in a different way. Clients can sometimes think that if they tell you they are on a specific medication or have a specific skin In any consultation, really listen to what the client says. Observe your client and pay attention to clues they suggest about their lifestyle. condition, you as the professional won't be able to perform a specific service they want. Often, this isn't true. Let the client know why you are asking these questions so they understand your intent. Has Your Diet or Water Intake Changed Lately? If your client's diet has changed recently, this could have a big impact on their skin's appearance. Also, healthy, glowing skin can best be achieved when your client has adequate water intake. Some follow-up questions I like to ask are, "Have you started eating differently recently?" and "How much water do you drink on average each day?" If you have never seen this client before, consider asking, "Are you new to the area?" This question can also be a lead indicator if they recently moved from a humid climate to a dry one. One thing our clients will realize is that their diet and water intake ultimately have an impact on their skin—what they use on their skin as a topical is just as important as what they put into their body. What Products Are You Currently Using? This question can lead to an upsell or recommendation of different products to achieve their desired results. During the consultation, this is always a question I ask for multiple reasons. Can it be an upsell? Of course! But most importantly, the question is a key indicator as to what the client is using and doing at home. If their home-care routine isn't working, you can help guide them. Many times, clients will buy a product thinking they are using it correctly when they aren't. Since you're the professional, explain how products work, what ingredients can benefit them, and how long the results can take.