Issue link: https://www.ascpskindeepdigital.com/i/1507658
LEAD YOUR CLIENTS TO BETTER SKIN I hear the following statements a lot in conversations with the estheticians that I coach. "I just don't know how to sell so I don't," or "I don't want to sound too salesy, so I just don't sell products to my clients." and "I feel pushy when I try to sell products to my clients". Please understand this, your clients come to you for your expertise. You don't need to sell them anything, your role is to teach them or share with them. One day I was having a conversation with the executive producer of my radio show. I don't even remember what the conversation was about, but I do remember one very profound thing he said to me. "Followers only follow leaders who lead". That statement really hit me. Here's how I connect it to our clients: They can't follow us unless we lead them. Let me give you an example. When you're sitting with your client at the end of a facial checking them out, in your head, you want them to purchase products, right? You want them to reschedule for next month, right? Or even better, book a series of treatments over the next few weeks. At that moment they are your followers and if you don't lead them, they can't follow you. Lead them to make that next appointment, lead them to purchase that product that will benefit their skin. You see what I'm getting at? I think we can tend to get shy or afraid at that moment. I get it that we don't want to come across as too salesy. But these clients came to us for our expertise. They come to us to lead them to better skin. So, it's our obligation to be a LEADER. I love the way this hairdresser sold me products a few years ago. This was my first appointment with this fella. While he was cutting my hair, I felt very comfortable. I felt like he had listened to my ideas and concerns about my hair when we first chatted and he looked confident while he was cutting my hair, so I felt confident in him. In the middle of my hair cut, he said something, almost under his breath, about a product that he felt would be good to hydrate my hair. It was like he was saying it to remind himself to tell me. Like "note to self" but he said it out loud. I was liking what I was seeing as he was cutting, so you better bet I remembered that there was a product he thought would be good for me. As he was checking me out and booking my next appointment, I'm the one that said to him…. "Hey, what about that product I should be using?" I have no idea if this was his sales tactic or not, but it worked. I didn't feel "sold to". It certainly didn't feel pushy. It felt like "the expert" had an idea about something that would make my hair healthier, and I followed his expert advice. No sales, just sharing. The next time you are checking out a client, lead them to better skin by sharing your expertise! METHODE BRIGETTE KETTNER TOOLS SKIN ENHANCER TOOL Shelley Hancock Consulting Inc. Helping You Transform Your Skin Care Business www.shelleyhancock.com (925) 392-8114 HIGH FREQUENCY OZONE ADVERTISEMENT L I C E N S E D E S T H E T I C I A N S I N C E 1 9 8 8 S K I N E X P E R T S P R O B Y The High Frequency Ozone uses HF Ion technology to promote skin rejuvenation. The Skin Enhancer is a cleansing and rejuvenating facial device. SKIN ENERGIZER TOOL The Skin Energizer is a hot & cold skincare tool, a perfect addition to your facials.