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
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.