Issue link: https://www.ascpskindeepdigital.com/i/1509423
care professional and the professional's business. In fact, experts say selling a client two retail products means there is a 60 percent chance of them returning to the spa; one product equates to a 30 percent chance for their return; and zero products sold drops the chance of the client returning to just 10 percent. 2 CLIENT EDUCATION IS KEY It's your responsibility to educate your clients about the availability of products to maintain or enhance the results of their service. They trust you to make them look their best, and they need those retail products to complement and maintain the results you provide. Remember, you are the authority, and your clients need and value your help. When you take a professional approach from the beginning, you feel more confident in recommending products than if you wait until the client is standing at the register. Begin with a consultation for every client. Record the person's current home-care regimen, lifestyle habits, and expectations. The more you know about a client, the more likely you can achieve effective results. Ask them their concerns, and then concretely address those concerns with product recommendations. Always note what you recommended and what the client purchased. On their next visit, ask how the product worked and adjust the regimen, if needed. Put the product in your client's hand and explain how and when to use it. When you recommend with confidence, your clients will trust your expertise. Start by suggesting two basic products geared toward the client's main concerns. You can always add a new product to their regimen on their next visit. Follow-up is a key component of this aspect of client education. When you take a professional approach from the beginning, you feel more confident in recommending products than if you wait until the client is standing at the register. Get a discount when you upgrade to Professional membership today! ascpskincare.com 29