TO RETAIL OR NOT TO RETAIL?

“An esthetician is not a salesperson! ” It is totally true! As an esthetician, your role is not to sell products, but to help your clients achieve their beauty goals. And this also means using quality products in their at-home skin care routine. Your customers come to you to achieve a goal, and it’s your job to help them do it the best they can.

 

It is also important to keep in mind that without having the sale of products as a primary objective, this addition to your offer can allow you to quite easily double your income. The fact that your client uses your resale products at home will allow her to continue the effects of the treatment received, once back home. A strong and real argument that will allow you to easily sell your products. To do so, explain the difference between the skincare products available at the drugstore/specialty store and the professional skincare products found in salons. Also make sure she understands how to use it at home, to ensure the best results. Remember, consultation and recommendations are also an integral part of your job. And if you don’t take time to do it, your competitor will gladly do it for you!

 

Here are some tips that will allow you to become a pro at the sale of retail products to your clients:

 

 

• Be confident. Be sure of what you say. To do so, educate yourself properly. Read your training books to get to know the benefits of each product. This will give you more confidence and your client will feel that you really know what you are talking about.

 

• Sell products you believe in. You must love the products you sell and believe in the results they deliver. This is how your client will be confident and follow your recommendations.

 

• Inform the client during the consultation. While you proceed to the skin analysis of your client, and once you are familiar with her beauty goals, let her know that after the session you will suggest products that will help her achieve the desired results.

 

• Show products. Be sure to explain the use of each of the products you offer them. Be careful, however, to keep it clear and concise to avoid confusing her with a mountain of unnecessary information.

 

• Manage your inventory. This way, you will make sure you have in stock what each of your customers needs to reach their goals. If you don’t have the product in stock, and your customer was ready to get it, you just lost your sale!

 

• Showcase your products. A beautiful display and well-presented products will always be more tempting. Then make sure they are always laid out in an impeccable fashion.

 

• Not being responsible for clients’ budgets. Your job is to suggest products that will meet their needs. The rest is up to her, and she’ll get the ones she wants, and that stays within her budget.

 

• Clients deserve the best for their skin. Don’t let them buy big box products. You have in your hands one of the best product lines available on the market, so why not let your clients benefit from it!

 

For any other advice related to retail products, the Acaderme team can answer all your questions and help you build and manage your skin care product inventory. Contact us!