Issue link: https://www.ascpskindeepdigital.com/i/1533707
Protection. Education. Connection. There's an app for that at ascpskincare.com/app 47 BEYOND TREATMENT clients often reveal things you need to tune in to and listen to. I always ask, "What are the biggest concerns you have about your skin?" What they answer with is great information to use later in the treatment and make notes on. It's important to read between the lines! Another mistake a lot of estheticians make is when they wait until the end of the treatment to say anything about products. Share what you are using as you use it and why it's good for their skin. This will show them you care enough to address their individual concerns. It does not mean you have to talk throughout the treatment, but sharing your knowledge plants seeds. At the end of the treatment, show them what you recommend from your retail selection and tell them what it will do for them. Then it's not a total surprise! For example, you might say, "Mrs. Jones, I know you said you were worried about [client concern] during our initial consult. This is the product I used during the treatment and know it would really help deliver [desired outcome]. Would you like to add this to your home-care routine?" SELLING ON SOCIAL MEDIA Outside the treatment room, you can use social media as a fun and eff ective way to create the KLT factor. You can sell by creating Instagram Stories, static posts, and Instagram Reels, or get in front of your audience with a Facebook/ Instagram Live. Videos are the fastest path to building trust since the clients get to see you and watch your facial expressions. Here are a few ideas for Facebook or Instagram Live: • An unboxing of a new order • A demo of a product that has visual appeal, like a jelly mask or an LED device • A Q&A answering frequently asked questions from clients GO FORTH AND SELL CONFIDENTLY If this all feels hard and you're fi nding it diffi cult to switch into the growth mindset, try tapping meditation, mindset audios, card decks with affi rmations, and saying manifestations out loud. I often say, "Sell is not a four-letter word." When we share our passion and knowledge to help improve our clients' needs, versus pitching a product, we are extending our professional recommendations. With your new mindset, you can now sell confi dently. When you treat products like the gold they are, they are also received that way. PEXELS Touch and Ownership Eff ect Handing your clients the product creates a connection and a sense of ownership, often referred to as the "Touch and Ownership Eff ect." Don't overwhelm them with too much technical information— just share the benefi ts and stop talking. Allow them to process and decide.