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How To Sell Skincare Products – 3 Steps You Should Be Doing!

How To Sell Skincare Products  – 3 Steps You Should Be Doing!


So often I hear from beauty therapists, “I’ve
tried everything. The client just doesn’t want anything. I can’t sell,” and I know it is so frustrating. I have been there, and so many people are
in the same situation. So, in today’s video, I am going to be sharing
with you my process to grow your retail sales in your skin treatments, so don’t go anywhere. Hi, guys, it’s Storm Watson, founder of The
Skin Educator. So, let’s just get one thing straight. As a beauty therapist, it is actually your
job to provide recommendations and solutions to your client’s concerns. And I know it can be so overwhelming for you
guys, and really stressful in times when you know you’re not achieving your retail sales. Sometimes, we go through and we do the exact
same thing over and over again, and it’s not working, rather than looking at why it’s not
working, and how to figure out other alternatives. I have been in the same position as you. In my first year as a beauty therapist, I
tried so many things so many ways. Nothing really work. I kind of figured out my own way that feels
genuine and it works, and it builds rapport and trust with clients and they keep coming
back. So, I want the same thing for you guys, so
in this video, I’m going to be sharing with you my three-step process to help you grow
your retail sales when nothing’s working, or you’re really struggling. Step number one is providing a thorough consultation. So often I see and I hear therapists providing
a consultation but it’s not very detailed, and this is where a lot of you go wrong. This is actually the most important time to
get as much information from your client, so you want to find out everything that’s
on their client card. You want to find out, you know, what they’re
using on their skin. What their concerns are, how long they’ve
had these concerns for, what they’ve currently been doing to help with those concerns, what
treatments they’ve had before, what medication they’re on, what their lifestyle is like. This all comes into play. It gives you a good idea of what’s actually
happening in their life, because, you know, they’re gonna leave the treatment room today
and go home. And, if they’re going out in the sun constantly
all day and they’re worried about pigmentation and they’re not using a pigment blocker and
they’re not wearing SPF, like, that is a massive issue. Then, from here you want to also be letting
them know what you can do for them today. Let them know what the treatment’s going to
entail. This is also where you can offer upgrades,
if you want to maybe do a peel in this treatment today, if their skin’s suitable. You might want to offer an eye treatment,
you know, a high-performance specialized mask for the skin. This is where you would bring this upgrade
up, to help with their concerns. Okay, so the second step is to perform a detailed
skin analysis, telling exactly what you see on the skin to the client, not doing a quick
little look. You need to be looking for texture, color,
secretions, dehydration, because a lot of us are dehydrated, and we all know dehydration
leads to other skin conditions. It’s also a good way to see what could be
actually causing this skin condition that they’re concerned with, looking at intrinsic
and extrinsic factors, seeing what’s really happening on the skin. Now, this is also the time to take the time
to ask your client questions. You might have done a really detailed consultation,
and then you might see things on the skin that might not even been mentioned, and you
want to ask more questions. This is the time to ask those questions. How long they’ve had that there for. Find out as much information, again, so that
will really help with you to understand how you can actually heal their skin condition. Okay, so the last step is to provide recommendations
and close the sale. Now, this is the part that a lot of therapists
miss, or they get too nervous around, so this is actually the most important step. So, what you guys need to do is get your products
out, recap what you’ve already talked about, so whatever ingredients you’ve talked about,
or whatever products you’ve talked about in the skin analysis, recap on those. Show them visually what it looks like, and,
it’ll be quick and easy. It shouldn’t take you any longer than five
minutes, unless you’ve got a client that asks a million questions, which does happen sometimes. Always give yourself about five minutes to
really give them a detailed recommendation. This is the time to explain to them how often
they need to use products. If you really struggle with closing the sale,
a way that you can maybe ask for the sale is, “Are you happy to start with these today? Are you happy to start implementing these
in your routine tonight?” There’s a few different ways on how you could
actually close a sale, but it’s really important that you do this step. Now, I think we often forget that we are professional
skin therapists, so, it’s really important that you guys are providing recommendations
and doing your job properly, so that way, your client keeps coming back and seeing you. So, those are my three steps to help you grow
your retail sales and skin treatments. Now, if you guys don’t do these steps, you
are going to continually struggle to achieve your retail targets, so to help you guys even
more, I have created a worksheet to help you break down these three steps to work for you
guys. So, make sure you guys get that one down below. Hey, guys, if you enjoyed this video, make
sure to give it a thumbs up down below, and subscribe to my channel, and I would love
to know your biggest takeaway from this video, so make sure you leave a comment down below
with what you’re going to implement. I would love to know. Thank you guys so much, and I will see you
next time.

11 thoughts on “How To Sell Skincare Products – 3 Steps You Should Be Doing!

  1. I'm sick n tired of retail customers sucking us dry for FREE information and don't buy (at least buy ONE thing for OUR PROFESSIONAL INFO) otherwise it's like eating a restaurant meal and not paying for it – Just Rude

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