I just did a quick survey asking many of my fellow estheticians where they choke.

Choke – underachieve, underperform, disappoint, lose, collapse, fall apart.

Come to find out many esthys have something in common…

When it comes time to upsell, add on, or suggest retail products, you’re holding back.

You’re not really speaking the truth to your clients out of fear that you will sound pushy, desperate and sales-y.

You are choking in an area that is vital to the success of your business and MORE importantly by allowing these thoughts to enter your mind…

You are holding back from delivering the ultimate results to your clients.

So maybe, just maybe… if you simply shift your perception you can start to share your knowledge and expertise coming from a place of confidence and service, instead of viewing the sales process as something “repulsive”.

If you understand what makes your client purchase… you can stop viewing it as sales, and start to see it as elegantly offering optimal results.

Ahhhh… doesn’t it feel better already?

Clients are more likely to invest in your offerings when…

1. You understand and speak to their problem and offer a result-based outcome.

You must know your ideal client, their needs, their problems and exactly what you offer to help them. This is part of your job and many of us have never been taught how very important this is.

You must provide this type of conversation in your newsletters, your elevator success speech, in your Facebook posts and in your pre-treatment consultation.

Everyone wants to feel heard and understood. When you show up and make a client feel like you’re really there to help and that you truly understand their needs… they start to know, like, trust and purchase from you.

Start to ask this pre-treatment question and speak to the answer when offering upsells, add-ons and retail product suggestions:

“What is your main skin care concern?”

I assure you 99.9% of women have one and they are in your world because they want you to help them with it.

Knowing the problem + offering a solution = sales success

2. You deliver the “Ultimate Customer Experience”.

People make many of their buying decisions based on emotion and respect.

Think about how your client will feel if they encounter this type of experience in your beauty biz world…

– You run on time. This is a very gracious way to show your clients that you respect them and the fact that they are investing time and money being in your space.

– You show up looking put together and professional. Your hair and makeup look good. Your skin is glowing because you take care of it, and you actually use the products that you are retailing. This will make your clients trust that they should invest in your advice and recommendations.

– You pamper them. All too often I hear, “I don’t do foo foo facials… I offer result-based treatments.” That’s fine, but I can assure you even a 3-minute hand or scalp massage while the mask is on can create much client loyalty. Chances are that your clients live a hectic life and you have the gift to create a bit of peace in their world…. This will go a looooong way.

– You make sure your workspace is spotless. This is a 1st impression and client trust-building must. How you care for your surroundings will directly effect how your client views your professionalism. When you look professional the client is more likely view your offers as professional expert advice.

3. Your Pricing.

This is going to shock some of you…

Studies have shown that being the cheapest on the block is not going to make you the most sought after or the busiest practitioner.

Price too low and consumers are apt to think what you offer doesn’t work so they move on.

Price too high and you are viewed as a rip off.

I suggest doing some market research to find the sweet spot.

Google 3-5 others in your area who offer similar services, figure out the average and be sure your pricing is inline with your competition.

Once you fine-tune these areas, I believe you will gain the confidence and momentum to speak the truth to your clients and proudly offer them the results they are in search of.

Live Beautifully.

Looking for ideas, inspiration and support to grow your beauty biz practice? Click here for more info: http://www.theestheticianmentor.com/success-store/