Succeeding as an aesthetician takes hard work. It starts with getting the client in, servicing them, and then recommending a solid homecare routine that will continue the work put in throughout their treatments. Homecare routines are crucial for the client’s long-term results, for an aesthetician’s books, and for successful retailing – which can make a huge impact on income. Yet, making product recommendations for clients to purchase is not just about sales; it is about educating them on how to take care of their skin. Here are some ways to setup healthy homecare habits for clients.
- Make it realistic. Professionals can sometimes overwhelm clients because they do not see using three serums at a time as too much. However, clients need to be able to feel like they can actually complete the routines recommended to them every day, morning and night. It cannot be a daunting task for them; otherwise, they will just forgo it.
- Ask questions. Know the client’s lifestyle before making their product selection. Do they have kids? Do they exercise? How much time do they have to get ready in the morning and at night? Things like if they work, what they do for work, if they have a stressful lifestyle, and if they travel may also be important factors to consider.
- Keep it simple. Build a foundation with a cleanser – or two, depending on the condition of their skin – a toner, a moisturizer, and SPF for the day. These are the core products that everyone should be using. Clients can, then, build from there with corrective serums, masks, and exfoliants.
- Provide them with a morning routine. Keeping the morning system easier than the evening may be a good idea, as most are juggling a multitude of tasks before heading out the door. Help clients by writing the order of use down, on paper or directly on the containers. This will ease the process, so when they are home, they will know exactly what to do.
- Provide them with a night system, as well. The night time routine can have a bit more pizazz, as clients usually have more time available in the evenings. A double cleanse in the evening is a good idea. The first cleanse should be an oil- or clay-based cleanser that can easily break down dirt, makeup, and oils more efficiently. After the second cleanse is complete, layer a few serums underneath a moisturizer. The night routine is also a good time to incorporate an exfoliant and mask; however, this should be done only two to three times a week. Sleep masks are a huge trend right now, as well. So, if it suits the needs of the client, have them sleep in their mask for overnight restoration.
- Make it fun. Provide power blending recipes, which some may know as cocktailing. Be creative in the treatment room and then send clients home with unique blends to mix up their homecare (think serums and masks or serums and moisturizers). These can be fun and results are usually seen immediately.
- Emphasize the routine’s necessity. Homecare regimens help maintain clients’ results until they return to the spa again. Each client needs to make an effort with their skin care when they are at home. Without their contribution, satisfaction will not be met, making it impossible to achieve the desired results. It is imperative to help educate clients on the importance of keeping up their homecare. Some may require more of a hands-on approach, but this effort will be worth it.
- Ensure it is effective. To piggyback on the previous point, if clients do not see results right away, they will often stop using the product. This can result in complete abandonment of a routine or them simply using anything readily available. There are definitely products out there that will give visible results overnight – and even more so, for those that were previously not cleansing their skin. However, in most cases, it will take time for a product to really make a difference. Consistency is key for long-term results, so set up realistic expectations.
- Encourage confidence. When results begin to be seen, clients’ self-esteem will be boosted. With a boosted self-esteem will come eagerness to continue using their products and willingness to invest more in their skin care.
- Prevention is key. Skin is the largest organ of the body. So, proper skin care is important because it is the first line of defense and barrier against infection. Maintaining overall healthy, moist skin will keep the barrier intact and ready to fight against possible invaders. Be aware of what is in products, especially cleansers. Harsh soaps in cleansers can damage the outer layer by stripping essential lipids and moisture. When the barrier becomes irritated and dry, it can lead to holes in the barrier and further damage can occur.
With the immense amount of marketing behind many skin care lines these days, it is no wonder clients can get overwhelmed and sometimes misinformed when it comes to product selection. Educating clients, instilling realistic expectations in them, and the consistent use of an effective skin care routine is a sure way to maintain healthy skin.
Ashley Stowers is a national educator and account executive for YG Laboratories and CelleClé Skincare. In addition to her role in sales, Stowers provides hands-on support in all aspects of education and product-knowledge training, protocol development, and effective business merchandising. With over 15 years of experience in sales and education, holding positions as an aesthetics instructor and skin care therapist, Stowers possesses a very broad and unique understanding of the professional world and skin care industry.