When Selling Is Caring

We have all been there. We just wrapped up a treatment, our client is happy, they are booking their next appointment and you can’t stop peeking over at your retail shelf. You’re savvy enough to know that this customer doesn’t want to be sold anything extra, but you also know that they would DRAMATICALLY benefit from this one product. What do you do?

It’s a tricky situation for sure but this shouldn’t be when you should thinking about it. You actually really shouldn’t even be in this situation...why? This can all be handled up front in your first consult.

Yes, we all have a resistance to “pushy” sales people, but you are only pushy when you are not helping someone accomplish what they have already said what they want. When I sit down with a client for the first time, I ask, “what is it about your skin that you would like to improve or change?” I get an answer and layout a plan of action. I mention a few treatments, but I tell them that the secret is consistency. Since they are not going to be in your spa everyday, they need to have something to use at home that can help move them forward towards their desired changes. This is when you are no longer selling, you are now guiding them to their desired skin improvements. I have had clients that have a limited budget and I recommend take home product over a treatment initially. There are 3 major reasons I do this:

1.) Passive Income: they purchase the product, I make my profit, they go home and use the product to achieve minor, or in the case of high quality products like we carry, major positive results and it required none of my room/bed time. The client then is able to re-purchase as they need to which compounds the passive nature of your income, until they are ready for their treatment.

2.) Trust: When I am upfront about my clients goals and what they will need, it doesn’t seem like I am trying to squeeze another penny out of them after their treatment. Remember, they just relaxed under your hands for an hour, putting them in the awkward position to say no or feel like they are being sold is not setting you up for a long term relationship and causes them to forget their amazing experience.

3.) I care: we all know it’s true...our clients success will only really happen when they do something on their part as well. Depending their financial investment into their care while also giving them something to do to care for themselves will not only help them stay consistent but feel better about themselves. If you can always have them leaving you feeling, looking and being better, you will set yourself up for a long term relationship and a great route to referrals.

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