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Creating and Filling Client Needs

Jamie Scalise November 2011 issue of Skin Inc. magazine

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It seems as though every article ever written on the subject of retail sales begins by somehow apologetically acknowledging how the hands-on, feel-good skin care industry resists the thought of inconveniencing clients with solid home care recommendations. Well, the industry needs to get over it in a hurry.

Home care is more important than spa services if skin results are your primary goal. Does this statement shock you? Let’s do the yearly numbers based on an ideal client who comes in for a treatment 12 times a year.

12 spa treatments vs. 730 home treatments (365 morning and evening opportunities)

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