Issue link: https://www.ascpskindeepdigital.com/i/1509423
THE CLIENT ALWAYS NEEDS SOMETHING Another common misconception is that there is nothing to sell to clients who receive certain treatments. In fact, you should focus on selling at least one product for each treatment o ered. Muscle soaks, bath salts, and body scrubs are great to suggest as follow-ups to body treatment services. You may also suggest a regimen of skin care products to prolong the results of a facial or home- care protocols for acne clients. There are endless opportunities to meet your clients' needs and increase your revenue. BE A TRUE BELIEVER IN WHAT YOU SELL Choosing a line for your spa can be both fun and overwhelming. When choosing a brand, consider how it meshes with your business's identity. Does the brand speak to your clients or the type of clientele you hope to capture? Find out how long the manufacturer has been in business. If you're starting out in the beauty industry, buy from companies that have been around for at least ve years. Research the reputation of each product line being considered; it's important that a product delivers what it promises. In addition, a stable, reputable line brings with it a built- in customer base that will drive sales. Finally, properly representing a product line enhances your professional credibility and further develops your theme and brand. You will increase inventory turnover and cash ow (a good guideline is that your inventory should turn over a minimum of eight times per year). KEEP RECOMMENDING Retailing is a simple but crucial way to expand your business and increase pro ts. Don't be reluctant to invest in this important aspect of your work. With these sales techniques, the products will move faster and generate greater revenue. Those who choose not to retail—or don't know how to do it e ectively—are losing money and limiting their growth potential. The moral of the story is that there's something to sell to every client. It's your job to listen and recommend a home-care program that best suits each client's lifestyle. Your clients will look and feel great. And who will they thank? You! Notes 1. I. Schweder, F. Modena, and K. Stadnyk, "Industry Report: Spa Profi tability Handbook," Horwath HTL, 2020, globalwellnesssummit.com/ wp-content/uploads/2020/02/INDUSTRY_ REPORT_ SPA-PROFITABILITY.pdf. 2. Salon Biz Software, "How Salon Retail Can Maximize Your Productivity and Revenue," March 13, 2023, salonbizsoftware.com/blog/salon-retail. Lydia Sarfati is an international industry leader with over 46 years of experience as a spa owner, consultant, and esthetician. She is the founder/CEO of Repêchage, the president of CIDESCO Section U.S.A., and a frequent contributor to ASCP Skin Deep magazine. Building your backbar and retail area from the ground up? ASCP o ers exclusive member discounts on skin care supplies, sanitation, o ce equipment, and so much more. See the full list of 50+ discounts at ascpskincare.com/discounts. per year). Get a discount when you upgrade to Professional membership today! ascpskincare.com 31