ASCP Skin Deep

MARCH | APRIL 2016

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www.ascpskincare.com 43 with good advice on what works for each client's specific skin condition. Recommend three products, and prioritize them by what items will have the most impact to maintain results and correct the skin condition. Give them your card and tell them you are their beauty hotline to call for advice on any skin care issue or question. If they call, tell them to come in as soon as possible for a quick look, free of charge. Once they're in your door, they are ready to spend. Let them sample, teach them about their skin, recommend a follow- up service or product that may help. Never let them leave without a sample of something or without trying the newest item. STEP 4: CARE Regardless of who your client is, you need to care. That teenager in your treatment room probably has five other friends with well- connected parents. Get to know each one and remember a small detail about each client. This is where wish lists come in handy; they document your clients' goals for you. Create a follow-up schedule two weeks after a visit and use the wish list to invite them back for a free sample. Tell your clients you've been thinking about them and wonder how their skin is. This communication can be in a note, email, call, or text. Interestingly, snail mail has made a comeback, so a handwritten note with your card will be more effective than an email. STEP 5: RINSE AND REPEAT If you've gone through steps one through four, repeat the same steps for all your services. Set a goal for each month for how many services you want to revamp and have the guts to get rid of services or retail that are not selling well or are exactly the same as a nearby competitor. With these steps, you will be on the road to originality. Never lose sight of your customer's point of view, stay consistent, and introduce your new offerings only when you and your staff are ready. Finally, have courage and be yourself—you'll be happier, and happiness is contagious. Create a follow-up schedule two weeks after a visit and invite them back for a free sample. Tell your clients you've been thinking about them and wonder how their skin is.

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