How To Help Your Client With Home Care Products And Routines

Whether your Clients book treatments for personal care, skin concerns, relaxation, or a combination of all three, they visit your spa knowing they will leave their appointment looking and feeling their best. And while ideally they’ll see you in person as often as possible, the best way to keep them coming back is to send Clients home with product recommendations that will help extend the benefits and results of their spa treatments. After all, long-term skin care results aren’t achieved just in the treatment room.

There are a few simple steps you can take to ensure that you and your Clients get the most out of your time together, and that those benefits extend well beyond the spa. Read on for some simple and useful tips that will help you keep your Customers happy while increasing your sales.

Why is home care important?

While your Clients undoubtedly leave their treatments with a glow, we all know that long-term skincare goals require more than regular spa visits. Taking advantage of post-spa results requires some home care, so equipping them with the tools to maintain their results between appointments is an important part of the process.

Did you know that 89% of retail customers appreciate home care recommendations and over 85% of spa customers report purchasing skin care products after receiving recommendations from spa staff? In other words, clients want to be educated on how to make post-appointment results lasting, and they’re happy to spend money to make that happen. By recommending retail products to Customers, you can help them achieve their beauty goals while achieving your sales goals. So how do you go about this? We’ve outlined some best practices that will make the process as smooth as your skin after a body wrap.

Ask questions

Having your client fill out a skin care inquiry form is a great first step in learning about their needs, concerns, preferences, and habits. All of these details will help you zero in on the best spa treatment to meet those needs, as well as the recommended products for home use. Eminence provides tools such as Eminence’s personalized skin care consultation and home care routine forms that help spa professionals create at-home protocols that will address clients’ skin concerns and goals.

Explore customer needs

Ask questions to get to the root of your problems or pain points. It can be helpful to get an idea of ​​the types of products they have used in the past, including which ones they liked or disliked and why. Having a ready list of questions will help you fine-tune your home care protocol and suggest products that will help your Client achieve their skin and personal care goals.

Step by Step

Some Clients love to hear all about their treatments in real time. They are eager to find out what products you are using and why, and to ask questions about your own specific skin. This type of set-by-set also allows you to modify the treatment based on aroma and texture preferences, as well as optimal results. The more they enjoy the treatment and learn about the benefits of the products you are using, the more likely they are to make a purchase when they leave.

Provide product experience

A great way to make a customer fall in love with a product is to let them experience it. Things like smell, texture, and ease of application can show up during or after a treatment. A sample on the back of your hand can do wonders, as can sending a couple samples home with them.

Educate about the product

You are the expert and your Client is usually very interested in knowing more. Lean into the unique features of the products and highlight the results you’ve seen. This is often your first interaction with a specific ingredient or type of treatment, and their experience and in-depth knowledge can help you become a retail customer.

Encourage home use

Asking your Customers about their home routines is a great way to help fill in the gaps and recommend products they may be missing. Again, you are the expert and Clients look to maintain the results achieved by their treatments after leaving the spa. Introduce them to a step or product that may not be part of their current routine (such as a toner, essence, eye cream, or mask) and explain the benefits of adding it to their regimen.

samples

Include a sample or two that will go well with whatever product they are purchasing. Once they get a chance to try it at home, they’re more likely to buy it next time. And if you’ve recommended some products but they refuse to buy on the spot, sending some samples home with Customers gives them a chance to try the products on their own time and notice the results, which could ultimately lead them back to the spa to buy in the future.

positive commercial space

The appearance of the space is a very important part of the experience. Strategic product merchandising with a clear and uncluttered display, and the incorporation of Eminence brand assets, stands, displays and materials, can go a long way in engaging Customers in making a purchase.

home care routine

Whether you have discussed each step of the treatment with the Client or are reviewing the routine afterwards, providing a detailed list of products used, along with a comprehensive Home Care Routine booklet, is perhaps the most important step. of process. Not only will it list all the products you used and give you a guide to home care, but it will also remain for your record or future reference. If they misplace the list or come back asking about a certain product or routine, you or your staff can easily refer to it and help them get back on track.

after treatment

When the Client’s treatment is finished, make sure that the last few interactions are pleasant, informative and positive, as they are the final impression they will leave. Choose three products to display at the front desk, and tell the front desk staff the “why” behind those recommendations. When surveyed, more than 80% of spa directors said it is very important that their staff be effective when recommending home care.

The products must also be listed on the inquiry form that you will send home with the Customer. All this attention will help the Client to feel cared for, to have all their questions answered and to have the feeling that the entire spa supports their well-being.

Learn more about becoming an Eminence Spa Partner or how Eminence Organic Skin Care can help your business.