by Stephanie DiIullo
Ultimately , clients will see better results from their in-office treatments if they have the necessary tools to follow a good at-home regimen . It may seem intimidating for a staff member to approach a client and strike up a conversation while they are perusing the shelves . Some individuals avoid it because they don ’ t want to come off as pushy or it ’ s just too hard to make a client buy something . However , if people are looking at products , they are curious and most likely want to buy . The ball is in your court , and they are looking to you for advice and education , so be confident . Along with confidence and the willingness to help , here are a few tips and tricks that staff members can implement daily to help with product sales .
It is all about enlightening clients that yes , they can get excellent results from treatments , but athome products also give them the incredible results they seek .
Include personalized notes in the client ’ s chart of samples that were given out and meaningful conversations you had with them . It could be a note as simple as , “ Has acne , gave them a sample of Active Serum , was interested in buying next time .” When clients visit an office for the first time , it can be quite overwhelming , causing information overload . Keeping up with notes will help personalize a client ’ s experience , especially in a busy practice where you and the client won ’ t remember everything that was initially discussed . The aesthetician or provider should also note what products were used in the treatment room . It is difficult to know what is being used or said in the treatment room for the front office staff , so having a system in place where you , and the aesthetician / provider can simultaneously view the history of products used for the client will help streamline communication of the office , leading to product sales . This is especially true when you get that client who randomly comes in and asks , “ I had a facial five years ago with Angela , and she used this product that gave me excellent results and I want to buy that .”
Have a product waiting at checkout . This is one of the easiest tips that can lead to a product sale . Grab a product that you think would be good for the client or complement the service they ’ re receiving . For example , if they are in for a neck treatment , have NeckPerfect Complex waiting for them at checkout . If they are in for Botox for their crow ’ s feet , have Youth Eye Complex waiting at the counter . During checkout , let them know that you have this great product that will complement the results of their treatment and help maintain them at home . Clients are already in your office taking the time and money to address a certain concern , so most likely , they aren ’ t going to mind spending a little bit extra
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