How to Sell $1000 in Skincare a Day
01: I use Just In Time Learning
The theory of Just In Time Learning is all about taking in small amounts of information right when it's needed. I’ve seen countless skin care professionals second guess themselves when it comes to ingredient and product knowledge.
Using Just In Time Learning to quickly gain the information you need to tell your clients (ie. consulting Google, a textbook, or a coworker) will position you as an expert and help you commit the information to memory.
It’s most likely you already knew the information but couldn’t quite convey it. Seeing or hearing the information right when you need it allows you to relay it to your client eloquently.
That kind of confidence is a powerful thing when it comes to sales!
02: I focus on actives versus a basic routine
In a perfect world, our clients would swap out their drugstore routines for high-quality professional skincare right away, but it’s not always that easy.
It’s a lot harder to get your client to invest in a Cleanser, Toner, and Moisturizer, and then the game-changing products that will make a big impact on their skin like masks and serums.
To ensure I sell at least 2 products to every client I see I start with actives that will make the biggest impact in their skin, provided they aren’t doing any real damage with what they’re currently using.
*I’m looking at your apricot scrub and alcohol filled toners*
First I start them on a complementary duo that addresses their primary concern, for example, retinol and hyaluronic acid. The next time I see that client, and they have begun to see results; we can slowly move them to using all professional-grade products.
03: I use Social Learning with my clients
Social Learning is a method that uses multi-faceted teaching techniques to help build a better understanding.
Every time I’m talking to a client about home care I use visual and verbal teaching to help them better understand why a product will work for them and how to use it.
For example, if I’m talking to a client about a mask I’d like them to start using, I’ll use a facial brush to apply it to their hand while telling them about the actives.
According to Dale’s Cone of Experience, seeing a physical demonstration and hearing an explanation at the same time helps to stimulate 90% understanding versus 20% when you just hear something.
A few of the things we've just covered may seem a little common sense, however, you may want to ask yourself, am I really doing this with every client?
So here is our challenge to you; set a goal for your next day at work and remind yourself to cover all 3 of these tips with every client. You'll be amazed at what transpires!
WRITTEN BY MARA JENKINS
