I hear you, ‘you’re not a salesperson’, you’re a therapist. This is true, so when your clients are sitting in your treatment room telling you about their pigment concern knowing that you have the product and treatments to help move that pigment – are you not going to tell them about it?
Prescribing, recommending, selling or telling are all the same thing when it really comes down to it. The client is in your space with a problem and the solution to that problem is what you have to offer – products and treatments. It would be a disservice to our clients should we have the solution and not show or tell them because we ‘are not sales people’. Sorry, I call BS!
Do you believe in the product that is on your shelves?
If you’re using and loving the product that is on your shelves, then chances are you’re naturally going to be talking about it to everyone and anyone that comes into your treatment room because you are frequently experiencing the results and know the outcome of use.
Should you not believe the products on your shelves ‘work’, then you may need to move to a space that stocks products that you believe in – otherwise you’re going to be giving inauthentic product recommendations. The more you use the product stocked in your space, the more you see the results and love the outcome they’re providing you. Simple!
You feel ‘ich’ when talking about price and money.
I can already feel some of you stressing out just reading that sentence and talking about prescribing. If you are stressing out when we mention price, money or investment then you my friend have a money story.
A money story is something that you have created in your head around money, and unconsciously without knowing it, everytime you associate with mone you are telling yourself this same story.
I am here to tell you that what is in your purse, is not what it in your clients purse.
If you have $2, they might have $20. Maybe you have $200 and they have $2000 or you have $2000 and they have $20,000 – who the heck knows?! Many therapists have said in the past “our clients don’t buy’, ‘they don’t spend money’, ‘they cant afford it’, ‘they won’t pay that price’ and so on. Has the client told us this today? No, and to be quite honest, I actually think it’s a little bit rude of us to assume that a client can or cannot afford a product or treatment, and even more rude if we assume this and don’t show them in the first place.
It’s like when you go into Louis Vuitton and don’t get served – how annoyed are you at the salesperson! You may have been given $5k for your birthday to spend on that bag, but the person at the counter assumes because you’re wearing leggings that you can’t afford the bag – we should never assume.
When we start to take our emotions and personal feelings out of the prescription and know that we are recommending the products because it is truly going to have an impact on your clients concern (which they have given you permission to show them), they get results and return to us as the professional in the space. This is what I want you to remember.
You feel like you’re losing your clients attention when you’re prescribing.
When you’re prescribing to your clients, you do want to connect back with the person who is sitting in front of you and recognise how they’re behaving to your language. For example a client who is very direct, dominant, demanding, decisive and determined – your approach to them should be confident and strong, you should hold steady eye contact, use gestures to emphasise points and lean forward.
Give this client the facts about how much the price is, how they should apply it and the importance of doing so. These types of connection points will mimic your clients and help you communicate on their level.
Another client however, might have been telling you stories about their friends and celebrities the entire treatment time, sharing personal feelings, have been expressing their opinions readily and they may be exaggerating when speaking and be quite varied in vocal tone. To connect with this client, you might like to use the terms popular, or best seller and get them to smell and feel the product while using lots of facial expressions and a really fun tone. You’ll be able to figure out their type during your consultation, so remember to use this knowledge during your prescription. (all of this and more in our Therapist Retail and Sales online program)
Rapid fire tips and tricks
– Give your client options when showing them product
– Emphasise on the most important product that will give them the fastest results
– Know the price of the product so your clients can confirm their investment or not
– Go into the prescription expecting nothing – people can sense desperation to make a sale!
For further information and explanation, be sure to tune into the Beaute Industrie Podcast episode #6 of seven for our mini series; the 7 essential steps that turn an average treatment into an exceptional experience, brought to you by The Global Beauty Group.
Next Wednesday we look at Step number #7 which explores the rebooking for the purpose of understanding the client results we can achieve when rebooked, maintenance or treatment packages vs single treatments and the rebooking journey, as well as learning how to overcome objections.
Until next time, Stay Connected