DAYSPA is the magazine of spa management. Spa owners and spa managers turn to DAYSPA for spa management trends, spa management tips and more.
Issue link: https://dayspamagazine.epubxp.com/i/104329
PROFIT CENTER "The client's skincare needs are often the same as those that apply to their feet and hands." With so much information available online, it's easy to obtain all the info you need before making a final decision. "Once you choose a line, start with the company's best-selling products," Quick says. "Carve out a special section for them in your retail space, and make sure your staff is trained on the features and benefits of the products." Quick advises sticking with a single line throughout a service and, if you're new to retailing nail care, selling just that line at first. "Most products are specifically formulated and tested to work together, and yield best results when used in the dayspamagazine.com/freeinfo • Use FreeInfo #43 92 DAYSPA | FEBRUARY 2013 assigned combination," she explains. "During manicures and pedicures, a spa pro should use the selected nail lacquer brand's products throughout, to ensure the best wear for the consumer." SHAKE ON THE DEAL You've got the products and the knowledge; now you just need to make the sale. Where to start? "The best way to spark the conversation is while performing a service," says Freund. "Practitioners should inform the client of which products they're using and why. If the client mentions any special needs—i.e., dry skin, cracked skin, dry cuticles, etc.—this is the spa tech's cue to start the conversation." It's also a good time to suggest take-home products that can help maintain skin between spa visits. "Most clients trust their technicians, and would really value their opinion on what would most benefit their nailcare regimens," Meyers says. McCullough reminds technicians and estheticians to relax, have fun and simply engage the client. "Ask them if they're happy with the current condition and shape of their nails. This will guide you toward the products they need," she says. "Educate your client by sharing something they didn't know before. For example, explain that nail lacquer is similar to lip color in that most people look good in either warm or cool shades." McCullough also suggests highlighting one signature product that you truly believe is a "must" for everyone who wants beautiful nails. Lavian suggests posing these questions to any client seeking to improve the look of her hands and nails: 1) Do your nails function the same way they used to when you were younger? and 2) Do they still grow long and strong, or has their composition been compromised by external factors such as aging, washing, heredity, daily abuse, acrylics/gels, etc.? Clients will undoubtedly name