How to Sell Homecare to Guests:

PROFESSIONAL TIPS

We all know the importance of homecare, and how it goes hand in hand with the professional treatments our guest is doing in the clinic!

Homecare accounts for 80% of the changes to our skin, while professional treatments are 20%, with homecare not only helping to prep the skin but also helping to maintain results achieved in the treatment room. Consistency is key at homecare, and that consistency paired with consistency in treatments can make huge changes to our skin.

So how do we relay this to our guests to get them to understand the importance of homecare? And what approach can we take sales wise to get that sale in?

RESULTS

Showing results is one way to help get that sale in. The before and afters we take with treatments are vital to our business, but also posting before and afters with a proper skincare regime is just as important. Results show our guests what is possible and can be achieved with a consistent homecare regime with the right ingredients to treat the skin concern.

SAMPLES

Samples, samples, samples. I cannot say this enough. This is what gets that right product into our guest's hands, gets them to try it, sees if it's the right product or not, and gets them to fall in love with it. It's a very low-cost way to ensure it's the right fit and avoid any returns or exchanges due to guest dissatisfaction. It also shows them the results of using the product to get them to commit to purchasing.

THE ART OF COMMUNICATION

Be firm on not moving to more advanced treatments without the proper homecare ingredients to avoid Post-Inflammatory Hyperpigmentation or healing complications. Have that truthful and direct conversation on why we are asking for these ingredients to be utilized before, during, and after more advanced treatments and what can happen if we don't.

Sometimes having that realistic conversation and levelling with them that we aren't just there to get that dollar, but we are also looking out for their skin at the end of the day can be a direct approach that can work.

EMOTIONS

Use the psychology approach - people connect with emotions and buy more emotionally than logically. Use facts about the products to justify the emotions such as customers falling in love with the smell of the VITAL C collection, then use facts about stabilized vitamin C to justify the purchase.

Be sure to place the products you are recommending into your client's hands. Consumers make a connection when they physically touch and feel something. 

IDENTIFICATION OF CUSTOMER NEEDS

We should begin by asking targeted questions to determine customers' wants and needs. Asking questions not only helps determine buying motives but also will make customers feel understood - and when customers feel understood, they are more inclined to listen to us. They also love hearing about what our favorite products are and why speaking from that place of authenticity cannot be matched.

LOYALTY PROGRAMS

Monthly specials, weekend promos, flash sales, and loyalty programs. These can be beneficial especially for our business to create more revenue and a great tool to use if someone is on the fence due to cost issues and this would make the difference between that sale or not. Everyone loves a deal, right? Loyalty programs are extremely beneficial to give something back to those clients who are loyal to us, and furthermore, build that client relationship to keep them coming back.

Finally, trust is the biggest one. If they trust us and don't feel like we are just trying to get a sale, then you'll get them on the proper regime they need without hesitation. They want to know we are looking out for them and their skin, giving them the changes they want to see, and that we are experts of knowledge for the products we are recommending.