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Strategic Retailing When Space is a Concern

By: Ryan A. Lombardo
Posted: May 31, 2012, from the June 2012 issue of Skin Inc. magazine.

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Encounter 2. When processing the intake forms, your receptionist should present an attractive flier on the four basic steps to healthy skin with a very brief description of each step.

Encounter 3. When reviewing your clients’ skin histories, discuss their intakes in comparison to the flier, and identify any gaps.

Encounter 4. Focus consultations around these four steps and the clients’ gaps, and when you pull your back bar items, discuss these steps again.

Encounter 5. As you apply the products, reiterate what each step is providing.

Encounter 6. Create a take-home regimen sheet that provides direct instructions for each product to be used for each step.