Required Reading
Review the following articles to get the best results with your consultations:
- Review the Sales Mindset Academy article.
- Ensure you and your staff have the right mindset around sales before implementing our consultation strategies.
- Review the Sales Strategy Academy article.
- This will show you everything that is needed to support your consultations and make it as easy as possible to close sales.
- Review the Injectable Sales Masterclass (if your running injectable promos)
- Important training if you are running any injectables promotion and are performing injectables consultations.
Closing & Checkout Checklist
- Prepare Your Tailored Treatment Plan With 1-2 Basic Packages
This will give you a starting point for packages to sell. Review the How To Build Packages articles for instructions on how to do this.
Closing Process
The closing process starts when you have finished with the consultation script & presentation.
By this point you should have established 2 things:
- The client has a problem they want solved now.
- You are confident you can solve the problem with what you have available.
At this stage you are ready to begin the closing process:
Step 1: Recommend The Option For Best Results
During the consultation, you will discover what the client needs to solve their problem.
- Maybe they need a series of 3 IPL for their pigmentation.
- Maybe they need 40 units of tox and a few syringes of filler.
- Maybe they need skin care.
- Maybe they need all the above.
Whatever is required is what you will recommend, no-matter the cost.
The Tailored Treatment Plan
The Tailored Treatment Plan (TTP) is a powerful tool to build packages and then customize them to the individual needs of a client. This is the best way to recommend packages.
Access this tool by clicking the “Treatment Plan” link under “Resources” in your software sidebar.
Expand to see screenshot
Step 2: Offer A Bonus If They Get Started Today
We recommend offering free skin care as a bonus if they get started today.
The more expensive the package, the more free skincare the client should get.
Step 3: Downsell According To Objection
Client Doesn’t Have The Funds
- Offer 2-pay option. If no:
- Offer financing. If no:
- Subtract treatments until you reach agreement. If no:
- Offer skincare only. Book followup and refund skincare purchase if they buy a package during followup. If no:
- Offer to book followup visit. If no:
- Offer to book followup call.
Client Can’t Make Decision Today/Needs To Talk To Partner, etc.
- Offer skincare only. Book followup and refund skincare purchase if they buy a package during followup. If no:
- Offer to book followup visit. If no:
- Offer to book followup call.
Checkout Process
Step 1: Run Payment Through
Bring them to the front desk to run the payment. If they’re purchasing skincare products, you can bag up the product in the waiting room which can pique the curiosity of any other patients.
Step 2: Book Next Appointment(s)
At the very least, you should ALWAYS ensure the patient has a future appointment on the books with an incentive to attend that appointment.
PRO TIP: For injectables clients, we recommend offering the patient a free skin treatment if they book their follow-up that day. If they cancel or reschedule their follow-up, they lose access to the free treatment. This is a very powerful incentive to ensure patients return for their injectables follow-up.
Step 3: Send Patient Home With Treatment Plan
You can print out the Tailored Treatment Plan and send them home with it.
Step 4: Mark The Outcome Of The Appointment In Software
How To Update An Opportunity
- Select “Track leads” in software sidebar.
- Drag & drop contact cards to move stages
- Click on the contact card to update opportunity status & value
Injectable Closing Strategies
Get People To Show For Injectables Followups
Offer a free treatment to incentivize clients to show up for injectable followups.
Implement the following conditions to prevent tire kickers from wasting your time:
Condition 1: The free treatment should only be offered if they book their second appointment THAT SAME DAY while they’re in the clinic.
Condition 2: The client can only reschedule their second appointment ONCE. If they need to reschedule more than once, their free treatment will be lost.
Cross-Selling Between Injectables & Skincare
Have one of your aestheticians step in during injectables prep. This is a perfect opportunity to discover their skin needs and book a skincare consultation. You can also have your injector introduce themselves before/during/after a skincare treatment to expose the patient to injectable treatments.
Visit the Injectable Sales Masterclass training for further instructions on this.