TIP #1. Create a treatment plan
...AND TELL THEM ABOUT IT!
This one is easy.
How can your mind not be firing off at any and all possibilities for
solving your clients concerns? It can be as simple as telling your
client what treatment to get next visit. At my spa
we rely on our mental gymnastics instead of charting. Even though my
work is a destination spa and we don't get too many local
clients, if I discover they are, I invite them back and suggest a
service for the next visit. If you work at a day or medical spa you
may already be writing a detailed, fully documented treatment plan
(example below of a client's first visit). Bottom line: your
client doesn't know what to do next, so get comfortable suggesting!
_________________________________________________________________________
TREATMENT
# 1
SUBJECTIVE:
Ct
CC is eye area sagging and drooping along with aging in general.
OBJECTIVE:
Analysis
showed rhytides peri-oral, mental, mandibular and orbital regions. Ct
showed sebaceous hyperplasia along hairline in the frontal region. Ct
has seen physician for sebaceous hyperplasia and plans for removal.
Ct has erythema and few telangiectasia due to rosacea at
infra-orbital and nasal regions.
ASSESSMENT:
Ct
needs to be on an anti-aging home-care line in combination with
treatments to reduce and prevent further aging.
PLAN:
Ct
home-care- Exuviance Age Reverse Line including BioActiv Wash, Day
Repair with SPF20, Night Lift and Eye Contour.
Ct needs to
be tested for PCA sensi-peel reactions next appointment and begin
sensi-peel series of 6 monthly.
Ct to
incorporate PCA Anti-redness Serum, to reduce erythema at
infra-orbital regions, and Exlinea Serum, to minimize rhytides, into
home-care as soon as possible for desired results.
Ct needs to
begin Micro-Current facial series of 10.
TREATMENT:
Performed
BioTherapeutic Micro-current Turbo facial. #1 of 10.
_________________________________________________________________________
TIP #2. Suggest
an “add on” service or product
A lot of
estheticians feel negatively towards suggestive selling. And it can
be stressful depending on how you view the situation. The best way to
look at it is an opportunity to customize a service for a client.
For example, if a client books a hydrating facial and you notice her
lips are dry and flaking, are you not going to help her out and let
her know you can fix that with a lip mask add on? Or, if a
gentleman's eyebrows have become overgrown and unruly, wouldn't you
want to ask if he would like them cleaned up? If you come from a place of
problem solving, it helps. But, back to retaining clients. A
lot of men and women book a facial intending on adding on facial
waxing or a peel, but often forget once they are in that cozy table. :)
So don't get sucked into a generic, same step for every client, every
facial mode. Your client is there because they need your expertise! In a sentence, add ons can help get
clients booking on a regular schedule since peels, product use and
hair removal generally fall in the range of 3-6 weeks and clients
feel like they are getting a more customized service.
...Wondering the
best way to sell add ons? Stay tuned, there is a post coming for
that. ;)
TIP #3. Refer your clients to
other therapists
At my spa, if I
notice a client's arms are dry and rough during their arm massage,
I'll suggest getting a body scrub. If I notice my client's shoulders
are tight during their facial massage, I'll ask how long it has been
since their last massage. Being mindful during your treatments will
queue you in to what your client needs. I know I would be more likely
to revisit a facialist who was thinking about my needs during the
service. Also, it makes the client a regular at your spa, so you have
more opportunities to book your client or help them if they need to
select any skin care products at their massage appointment. Lots of
opportunity to be had and this partly leads into my next tip...
TIP #4. Mention memberships or
perks
I'm noticing more
and more spas are rolling out spa memberships or perks for regular,
enrolling clients. And it's great! My spa offers a significant
discount on the majority of 50 minute facials and 50 minute swedish
massage. So this tip circles back to all of the other tips :) Make
sure you let your clients know about it! Create a plan so they know
when they need to come back, that way they can better understand the value of a spa membership. So basically....
Thanks for reading! More to come...
Anesia Overlund
Licensed Esthetician
Certified Medical Esthetician
AnesiaOverlund@gmail.com
