Issue link: https://www.ascpskindeepdigital.com/i/191415
A SPECIAL GIFT FOR YOU The author has collected small, smooth massage stones for many years, and would like to share them with readers. If you would like a free stone, send your contact details to lparentini@ymail.com. Offer good while supplies last. Your Time Is a Gift EE FR Like flowers, client relationships must be cared for to make them last. The art of performing an effective skin consultation is the first step in building a long-term relationship with every client, and it's easy to add value to this consultation by repackaging it as a special free gift. When a client comes to you for a facial, waxing, or other treatment, thank her as she leaves by giving her a gift certificate (to be used specifically on herself) for a free 10-minute skin assessment, a free mini service, or both. (This can also be done year round.) When you give departing clients their gift certificate, ask if they'd like to book the appointment before they leave. If you don't get a booking on the spot, follow up with a phone call a few days later. Offering a free mini service that's quick and brings instant results will show off your skills and prove GIVE A SKIN ASSESSMENT A detailed skin assessment doesn't take long, and it opens the door for treatment and retail recommendations. For regular clients, position it as a way to see how their current routine is working. At the end of the assessment, provide written information and recommendations that the client can take away based on the issues that were identified. Discuss these recommendations and offer an appointment within the next couple of weeks to start correcting a particular issue. Make it easy for the client to commit, and get that next booking on the spot. GIVE A MINI SERVICE Offering a free mini service that's quick and brings instant results will show off your skills and prove to the client that you are worth visiting. Some ideas that will be very inexpensive to you include: • Brow wax • Lip treatment and application of a new lipstick color • Paraffin hand dip, or a similar hand treatment • 5- or 10-minute hand, foot, or scalp massage These free services also lead naturally to retail sales—cosmetics, hand cream, and other small items—or paid add-ons. "While I do your free brow wax today, would you like to add a lip wax for $5?" Everyone Loves a Party Invite some of your regular clients, along with up to three friends per client, to an after-hours spa soiree. Include door prizes, a raffle for a grand prize, free samples galore, healthy mocktails (alcohol-free, fruity concoctions), and light finger foods. You can show off your best-selling retail products, or use the event as a way to get your slowest-moving ones out the door. Spa parties are also a good way to unveil a new product or treatment. to the client that you are worth visiting. Consider making a presentation, no longer than 30 minutes and ideally closer to 15, about some aspect of skin care that will be interesting to your guests. Educate them on ingredients, tips for healthy skin, updating their look for the New Year, or whatever topic best fits your specialty. Offer quick assessments for the guests. If you can't get to everyone, hand out your 10-minute free-assessment cards so they can book at another time. All assessments and recommendations should be written down for the guest to take away. Spa events are fun ways to provide client education. You have knowledge that goes beyond what even the savviest guest has learned from the pages of her favorite beauty magazines. You are an insider, an expert. Your time and words are valuable, so write down your advice for your guests, get their names and phone numbers, and follow up. Get connected to your peers @ www.skincareprofessionals.com 17