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Make It Personal

Janine Marzetta March 2013 issue of Skin Inc. magazine

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Product compliance—clients using professional retail products correctly—can be tricky for any skin care practitioner once a client leaves the skin care facility. Want to help your clients stick with a skin care routine and ultimately sell more products? It all starts with a thoughtful approach that sets you and your clients up for success. Make it personal and build trusting relationships through clear communication that shows you care about your clients and their results.

Recommend properly. In addition to reviewing clients’ skin care needs, perform effective lifestyle consultations so you can customize appropriate home-care routines, including the number of products they use and how they are used. Expect to tweak along the way.

Clearly state instructions and benefits. Make it clear that you’re interested in the client’s health, satisfaction and results, as opposed to short-term sales. Clearly describe each product and its intended purpose; what both you and the client must do to stay on track; and when to expect results from product compliance.

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