Whether clients book a treatment for self-care, skin care, relaxation, or a combination of the three, they visit the spa knowing they will leave their appointment looking and feeling better. And while ideally your clients will see you in person as often as possible, the best way to keep them coming back is with products that help extend the effectiveness and results of your spa treatments. to provide recommendations to clients. After all, long-term skin care results don’t just come from the treatment room.
There are some simple steps you and your client can take to make the most of the time you spend together. And the benefits extend beyond the spa. Read on for some simple and helpful tips that can keep your clients happy while increasing your sales.
Why is home care important?
There’s no doubt that our clients have regained their glow with treatments, but we all know that long-term skin care goals require more than just regular spa visits. To further enhance your post-spa results, some home care is required. That’s why having the tools to maintain your results between spa treatments is an important part of the process.
Did you know that 89% of retail customers welcome home care recommendations and over 85% of spa customers report purchasing skin care products after receiving a recommendation from spa staff? In other words, clients want to be educated on how to sustain results post-appointment and are willing to spend money to make that happen. By recommending retail products to your clients, you can help them achieve their beauty goals while achieving sales goals. So how do you do it? We’ve outlined some best practices to ensure a skin-smooth process after a body wrap.
ask a question
Having your clients fill out a skin care consultation form is a great first step to learning about their needs, concerns, preferences, and habits. All of these details will help you narrow down the best spa treatments and home product recommendations to meet these needs. Eminence offers tools like custom Eminence skin care Consultation forms and home care routine cards help spa professionals create at-home protocols to address their clients’ skin concerns and goals.
Explore client needs
Ask questions to get to the root of the problem or issue. It may be helpful to get a feel for the types of products they have used in the past, including what they liked or disliked and why. Having a list of questions prepared will help you fine-tune home care procedures and suggest products that will help your clients achieve their skin and self-care goals.
step by step
Some clients prefer to hear all about their treatment in real time. They’re keen to know what products you’re using and why, and want to ask questions about their own skin. This type of play-by-play also allows you to fine-tune treatments based on scent and texture preferences, optimal results, and more. The more they enjoy their treatment and hear about the benefits of the products they use, the more likely they are to purchase on their way home.
Providing product experience
A great way to get your clients to love your product is to let them experience it. Fragrance, texture, ease of application, etc. can be demonstrated during or after treatment. A swatch on the back of your hand can work wonders, as can sending a few samples home.
Product education
You are the expert and your clients are often very interested in learning more. Focus on the unique features of your product and highlight the results you get. This is often their first interaction with a particular ingredient or treatment type, and your expertise and in-depth knowledge can help convert them into a retail customer.
Encourage home use
Asking clients about their at-home routines is a great way to help fill in gaps and recommend products they may be missing. Again, you are the professional and your client wants to maintain the results of their treatment after they leave the spa. Introduce them to steps and products that may not currently be part of their routine (toners, essences, eye creams, masks, etc.) and explain the benefits of adding it to their regimen.
sample
Include one or two samples that go well with the product you’re purchasing. If you have a chance to try it at home, you’ll be more likely to buy it next time. Also, if you recommend some products but they refuse to buy them on the spot, sending some samples to your client’s home will give them the opportunity to try the products in their own time and notice the results. You may eventually get your customers back on track. A spa to purchase in the future.
positive retail space
The look and feel of a space is a very important part of the experience. Strategically marketing your products with clear and orderly displays and incorporating brand assets, stands, samples and eminence materials will go a long way in motivating your clients to buy.
home care routine
Whether you’re discussing all stages of treatment with your client or reviewing their follow-up routine, providing a detailed list of products used and a completed home care routine card is probably the best part of the process. This is an important step. It not only lists all the products you used and provides a guide for home care, but also remains on file and for future reference. If they misplace the list or ask about a specific product or routine, you and your staff can easily refer to it and get the benefits again.
After treatment
Once you’ve finished treating your client, make sure your last interaction is fun, informative, and positive, as it’s the last impression you’ll leave on your client. Choose three products to feature at the front desk and tell the front desk staff the “why” behind your recommendations. In a poll, more than 80% of spa directors said it was very important for staff to be able to effectively recommend home care.
The product should also be listed on the home care routine card you send home with your client. All of these considerations help clients feel valued, have all their questions answered, and feel like the spa as a whole supports their well-being.
Learn more about becoming an Eminence Organics Spa partner or how Eminence Organic Skin Care can support your business.
This article was originally published in July 2023.
