Three steps before the facial + one at the end: the method that changes everything Four simple steps, integrated into your protocol, can transform your income, your approach, and your clients' satisfaction. Here is the video summary, to keep as a reminder. 1. Ask about her concerns Before starting: what concerns you? What would you like to change, improve, or see disappear? This way, you target what bothers HER, not what bothers YOU. And you get her exact words, which you will reuse during the treatment and in your prescription. That is where trust begins. 2. Ask about her routine Without judgment. You want to understand her reality: when she washes her face, with what texture, what she applies next. Why? Because recommending eight steps to a client who does two is guaranteeing that the products will stay on her shelf. Start with what she already does and make sure she does it with the right products. Results will come, then you can lengthen her routine one step at a time. Bonus: by describing her routine, she often realizes on her own that her products are not treating her concern. You have nothing to prove, she just heard it herself. 3. Name each product during the treatment With each application, say the name of the product, what it does, and why you chose it for HER concern. She understands that the entire treatment was designed for her. The relationship of trust is built there, without any sales pitch. 4. Finish with three product recommendations At the end of the treatment, when she comes to pay her bill, prepare three products on your counter. Not ten, three. Present them as the logical next step: here is what would give the best results according to your concerns and your current routine... and how to maintain the effects of what we accomplished today for longer... Put the products in her hands. Let her feel them, try them, visualize herself using them. If she hesitates about a scent or a texture, your backbar sizes are there for that. This is not sales, it is your job If you recommend nothing, her concern remains. She will go fulfill it elsewhere, with people who did not ask these questions, who do not know her skin, and who have not seen her react under the magnifying glass. Advice is part of the treatment. And whether she buys or not, that is okay: you have done your job as a guide. When she comes back and a concern has disappeared, celebrate that together. Then move on to the next one.
