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Follow Up—Your Key to Boosting Sales

By: Lyn Ross
Posted: June 29, 2012, from the July 2012 issue of Skin Inc. magazine.

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4. You have never been educated. Many people have never received formal sales training, and have not learned why they should follow up and how to make it happen. This is relatively easy to remedy: Ask for help, take a sales and business course or read a sales book. There are so many great resources available to boost your confidence, because to be a profitable skin care professional, you must also be a confident sales person.

Follow up should always occur after the sale is completed. A quick telephone call after your product or service has been delivered confirms their decision to buy from you. Make an effort to send clients a handwritten thank-you card after their initial visit. Here’s the bottom line: You can easily differentiate yourself from your competition by making the effort to follow up with your prospects and clients. Don’t take for granted that they will call you, because chances are, without following up, they won’t. Be proactive to keep your clients happy for the next sale. It is important to remember that even after you’ve closed a sale or finished a treatment, following up keeps the sales process going and the money coming in.

Lyn Ross, president of the Institut’ DERMed Spa Enterprise, is licensed by the Georgia Board of Cosmetology as a master esthetician and esthetic instructor with more than 25 years of experience in the field of professional skin care. In 1994, Ross created the Institut’ DERMed Cosmeceutical product line and founded the Institut’ DERMed College of Advanced Aesthetics. She also writes articles on skin health and contributes regularly to trade publications, as well as textbooks.