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Follow Up—Your Key to Boosting Sales

Lyn Ross July 2012 issue of Skin Inc. magazine

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Aside from impulse buys or necessary purchases, sales typically take place over a period of time and through a series of steps. The majority of clients are cost-conscious, especially during the current economic climate. They look for value before they make significant purchases. During the first meeting with potential skin care clients, find out what they want and what results they are seeking, and then make recommendations for their skin care goals based on your assessments during the first appointment. It is important not to bombard clients—especially first-time clients—with too much all at once. Keep a record of your assessment of their skin, what concerns they discussed with you and their comments after their treatment. This information will be very important when it comes to following up.

Follow up with your clients to encourage them and remind them to comply with their goals. This practice demonstrates your determination to build relationships with them, and most significant sales are the end-result of a relationship. Your best clients stay with you due to consistent follow up. Following are some reasons skin care professionals may be hesitant to follow up.

1. You don’t want to seem pushy. It may be true that following up too frequently will come across as being pushy. However, very few people ever come close to crossing this line. A weekly call is more than enough to keep in touch, providing you make sure the call is short and to the point. Don’t waste your client’s time by droning on and on. Also, if possible, provide some additional value by offering tips during your follow-up call.

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