Issue link: https://www.ascpskindeepdigital.com/i/1174214
ascp now offers advanced modality insurance! ascpskincare.com/ami 61 In the Service When you offer a light mineral dusting after their facial and a pop of lip balm, let clients know what you're doing and why. You could just do half of their face and hand them a mirror so they can see the difference before doing the other side. Be sure to explain the benefits of this specific makeup while you're doing it, and then ask them how it feels—and if they have any questions—as you're walking them out. Before checking out, ask them if they would like to look at the makeup. If they show interest but time doesn't allow, schedule your client for a one-on- one makeup consultation where you can show her how to apply the makeup and let her touch and see all you have to offer. Before and Afters Sell Anyone can make a beautiful person look more beautiful, but it takes real talent to make real people look flawless. After getting permission from your clients, start building a portfolio of before-and-after images of your makeup applications so your clients can see how talented you are. And put those images on your website and social media! HOW TO SELL Retail sales are the health of your spa business; it is as essential to staying profitable as it is to staying competitive. If you're uncomfortable selling retail, it is imperative to practice selling until you're confident. After all, you're not selling, you're recommending. When it comes to beauty products, if your clients aren't buying it from you, they are absolutely buying it from someone else. It is your job as an esthetician to offer an all-inclusive approach of professional treatments, effective home care, and supportive lifestyle recommendations. Partner with a Professional Cosmetics Line In choosing a product line, it is crucial to select one that works well with skin care professionals to help you build brand loyalty. You'll also want to make sure it complements the professional treatments you provide in your spa, meaning it won't cause harm or irritate the skin post-treatment. Research pro lines to learn about ingredients, marketing materials, training, and customer support. Consider Your Clientele Before selecting the makeup items to bring into your spa, consider your clientele. Is your clientele an older demographic? If so, shimmery and sparkly products won't likely appeal to them. On the other hand, lightweight, hydrating foundations, soft blushes, and gentle bronzers are likely to be a hit. Remember you don't have to inventory every SKU to offer your clients a great makeup package. Listen and Learn So much of retail success is credited with getting to know your client and addressing their pain points. When we ask questions about what they like and don't like, we can learn so much from them. The more we listen, the more we learn. Ask your client open-ended questions that help you gain specific information, like, "What are the ways you use makeup at home?" and "What do you like in a foundation?" These will yield answers that can steer you right to the "full-coverage, stay-put, natural-looking, matte mineral foundation" your client wants. Another way you can use listening to your advantage is by remembering conversations in the treatment room. If your client snagged an invitation to a swanky party, ask your client if they would like to come in for a makeup application before