When it comes to selling retail, some of us love it and some of us cringe, but we all know it is a necessary step to staying in business.
As a professionally trained esthetician, you know that home care goes hand in hand with treatments to achieve desired results. Below are a few tips from our Sales Manager, Dave Albers, to help you recommend skincare products more effectively and increase your overall retail sales.
Ask open-ended questions: When you first started in this industry, you probably made the common mistake of asking questions such as “Do you have any skincare concerns?” or “Are you happy with your current product line?” Sounds logical right? I quickly learned that asking these types of yes or no questions gained little information.
Changing the format to “Tell me what concerns you would like to address” OR “What products should we focus on today?” opens a conversation to explore your customers concerns.
Starting questions with words like “why”, “how” and “what” or phrases using “tell me” will give you the ability to meet the needs of your customer vs selling your customer products.
Your customers want to help buy from you, so give them the chance. As Dave says, “If you don’t ASK, you don’t get”! Helping your clients make the right product choices only makes your job easier during their next visit. When your customer uses the products you recommend, you complete the circle of treatment for your customers.
Don’t forget to give them the pro advantage. Not only are you recommending skin care products to them, you are also recommending disposable products too! They need these professional products to apply the toner that you recommend, to remove the facial mask that you sold them, etc. Finally, to complete the regimen, you will need to sell them disposable products for exfoliating. Your customer will greet you on their next visit with a special glow! All because you care enough to take the time and share your pro tools with them. Your disposable, professional Intrinsics products that is! 😉
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