How to ensure that your initial consultations have the best chance of converting a new client

Lauren Hetherington

The American motivational speaker and author, Robin Sharma once said that if you treat everyone you meet as if, right at that moment, they’re going through an emotional crisis, then you will probably be right 50% of the time.

It’s a bit over the top but, nevertheless, the sentiment behind the quote is a valuable one, encouraging us to be empathetic and compassionate towards others, and recognising that everyone is fighting their own battles.

Obviously, not everyone you meet is going to be in the middle of an emotional crisis but If every time you met a potential new client you treated them as if they were, then it's possible you will make more sales.

Here are some tips for selling treatments using this approach:

1. Build Trust: People in the middle of an emotional crisis may be hesitant to trust others, particularly when it comes to their appearance. Building trust is essential, and you can do this by creating a supportive and safe environment for them to discuss their concerns.

2. Listen: Active listening is an essential skill when selling treatments to this demographic. It's important to take the time to listen to their concerns and understand their unique needs. When you show that you understand their situation, they are more likely to trust you and be open to your recommendations.

3. Be Sensitive: Be sensitive to the fact that talking about facial treatments during an emotional crisis can be a sensitive topic for many people. Avoid making assumptions or judgments about their situation and offer them a compassionate and empathetic approach.

4. Highlight the Benefits: When making recommendations for treatments, focus on the benefits of the treatment and how it can help them feel better about themselves. For example, if you're recommending a facial, highlight how it can improve their skin's appearance, boost their confidence, and help them feel more relaxed.

5. Offer a Customised Treatment Plan: Everyone's needs are different, particularly when it comes to those who have suffered childhood trauma. Offering a customised treatment plan that is tailored to their unique needs can help them feel more comfortable and confident about the treatment.

6. Show Authenticity: Finally, showing authenticity and being genuine in your approach is key. People going through an emotional crisis can often spot insincerity a mile away, so it's important to be honest and transparent in your recommendations.

In conclusion, selling treatments require a sensitive and compassionate approach. By building trust, listening, being sensitive, highlighting the benefits, offering customised treatment plans, and showing authenticity, you can help potential clients feel more comfortable and confident about the treatments you recommend, leading to successful sales and long-term client relationships.

If you are struggling to come up with the right questions to ask during the consultation, here are a few ideas for questions, that you might find useful.

1. How would you describe your current self-image?

2. Have you ever had any negative experiences related to your appearance? If so, could you describe them?

3. How long have you been thinking about getting aesthetic treatments?

4. Have you ever had any aesthetic treatments before? If so, what were they and how did you feel about the results?

5. What are your primary concerns regarding your appearance?

6. How would you like to feel about your appearance after receiving aesthetic treatments?

7. Have you discussed your decision to get aesthetic treatments with anyone? If so, what was their response?

8. How important is it for you to feel comfortable and safe during the treatment process?

9. Is there anything else you would like me to know about your current situation or concerns?

These questions can help the aesthetics practitioner gain a deeper understanding of the potential client's current feelings about their appearance and any past experiences that may have impacted their self-image. By understanding their concerns and goals, the practitioner can tailor their approach to meet the client's unique needs and provide a more personalized treatment plan.