Stop Selling the Facial: How Estheticians Can Build a Skin-Care Strategy Around the Client
- Angela Green
- 3 days ago
- 2 min read
Clients often think, “I need a facial,” rather than understanding what their skin actually needs.
Start with skin assessment—not the treatment
Every Esthetician should have an introductory facial, especially for clients seeking corrective results. This is where you can:
Set a baseline for where the skin is today
Educate the client
Determine what type of client (see Client Types below)
Provide the appropriate skin care treatment based on the clients needs and preferences
Evaluate the client based on the following:
Current skin condition
Concerns
Home-care routine
Lifestyle factors
Treatment history
Short- and long-term goals
Three Client Types:
INTERVENTION
The client whose skin needs corrective attention.
PREVENTION
The client whose skin needs a proactive strategy to manage ongoing conditions.
MAINTENANCE
The client who has established results and needs consistency.
Build the treatment around the client, not your service menu.
Do you complete Skin Analysis on the first visit? This is where we assess and confirm the skin type and any skin conditions, then educate the client regarding next steps.
Providing a Treatment Plan as a follow-up is a great way to develop a client care and retention strategy. This connects your professional treatments to home care.
A thorough skin analysis and treatment plan creates trust and establishes expectations with your client
Providing each client with a Treatment Plan is great for:
Client retention
More consistent retail sales
More treatment series
Better client education
Trusted client relationships
A more professional client experience
Tip: It can be a custom-branded card filled in with recommendations for the client to take home or a follow-up email attachment. Include your name, email, phone number and social media handles so the client can contact you for more information.
The goal isn't to sell your client another facial. The goal is to help them
understand what their skin needs next.
Do you need guidance on effective skin analysis, developing a treatment plan, or educating clients about home care products? Schedule a Collective Coaching Call to get started!
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