I know a lot of amazing professionals that are uncomfortable selling home skincare products to their customers because they don’t want it feel pushy. I totally get it, we are not in the car sales business and most of us don’t like to sell. You need to remember you are the expert and in order for your clients to obtain optimized results, they need a good skin regimen at home to be successful.
Your clients trust your expert guidance and when you explain about the benefits of a good home care they will listen to you. Remember if they don’t buy what they need from you they will get it somewhere else. I have had clients tell me that they want their skin care professional or technician to tell them what to do and buy. We have to get out of our heads and give them the guidance they need to get the right home skincare. If you sell products your clients can buy somewhere else educate them about counterfeits and expired products sold online that look the same but don’t deliver the same.
To avoid any competition, you can have your own skincare line. Aesthetic Back Bar helps you develop your skincare line. With very low minimums and an easy process you can private label in as fast as a couple of weeks. Develop a home care protocol that can be easily implemented and repeated.
3 C’s for your home skincare regimen
- Condition – Observe the client’s skin. Do they have oily, normal, sensitive or dry skin. Check for sun damage, large pores, hyper and hypo-pigmentation.
- Concerns – Have your client look in the mirror and ask questions. Let them point out their main concerns. Listen and acknowledge and respond. This is a great opportunity to engage the clients on what benefits the skincare you choose will give them. Educate them on ingredients and how it will help your client.
- Commitment/Consistency – Help your clients understand the importance of keeping a daily home routine for best results. I like to tell my clients that using a good home skincare regimen is like going to the gym. You will only see results if you are consistency and committed.
A great tool you can use is writing or printing out the steps of the ideal skincare regimen for your client. I like to have it on a half sheet of paper with the spa logo. On it I have AM and PM at the top. I put the steps to their customized home skin care routine in order. Keep a copy or write down what was recommended. Even if they do not purchase all at once they know what you recommend. Be confident and don’t be afraid to share with your client.