Okay so as a beauty therapist being able to sell products to your customers will boost profits for the business and depending on your contract will even bump up your wages if you work on commission.
Many businesses especially small salons don’t particularly focus on sales they focus more on getting customers through the door and in for treatments and services that make up their main income.
As part of my action plan i wanted to focus on improving my sales skills; I’ve worked at Revive for just over two years and have a regular client base who I do struggle to sell to. Having built close relationships with these clients it was hard to sell regularly to them to earn commission and boost my income every month.
At Revive we stock a variety of brands from Dermalogica, Spa Find and Crystal Clear products; all products which I am familiar with and have used throughout my training, but still I found it hard to sell these to clients.
Over the course of the year I have practised my sales skills from actually talking about the products, showing clients how they would work for them and finally closing a sale. I can now steadily sell effectively whether it be a whole skin care routine or just exfoliating salts.
To be able to start a sales transaction I follow these steps:
Facial Treatment Sales Techniques:
1. Consultation – Determine what clients already use, find out what they would benefit from
2. Skin Analysis – What does their skin need? Can you recommend exfoliating or using a targeted treatment? Make notes and refer to these in step 3+4
3. Aftercare advice – explain the products that I’ve used and how they benefit the client. Explain things to avoid and to do after their treatment.
4. Offer clients an opportunity to ask I questions- End step 3 with asking “Now did you want to ask any questions or look at any of the products I have used today?”
5. Advise – If a client asks questions or want to look at products this is a perfect opportunity to repeat the product benefits and explain the price of each product
6. Sell- Clients will often ask if they can take a product home at this stage but you can always start this stage with asking if they would like to take your recommendations/ prescriptions home
7. Happy Client / Happy Therapist – If they decide they do want a product the client feels a sense of trust within the therapist; after all the therapist has improved their routine and therefore their skin will benefit too.
I mean fair enough some weeks are slower than others and don’t see as many sales but overall my confidence with selling has improved. And my clients also thank me for it; their skin for one thing is improving more so than just having regular facials or exfoliating treatments. Overall however I would say that the process above works about 95% of the time especially when clients are interested to begin with.
Making a sale for many people is just that; they are making money and some people are just selling for the sake of it. My aim however is to sell products that will truly benefit my clients and not just earn me more commission each week, but will gain them more benefits in the long term. 
Just this last Friday I sold over £115 worth of products.
It became apparent however that at certain times of the year such as January sales dipped due to people saving money after Christmas and new year; in order to improve sales next year I would put offers on that are ‘to good to miss’ they wouldn’t dent the businesses profits and they would still earn me commission.
J
mylifeasjessthebeautytherapist 