×

Warning

JUser: :_load: Unable to load user with ID: 31566

Growing Your Makeup Add-ons

In 1983 I landed my first real job as a career aesthetician at a famous Union Square skin care salon in San Francisco, Calif. High on enthusiasm but lacking experience and clients I found myself positioned on the bottom rung of eight staff professionals that all received new customers ahead of me, leaving this new recruit with many an empty hour on his schedule. To help fill my time and, hopefully, earn a decent paycheck I proposed to the salon owner that we offer a complimentary make-up application to anyone following a facial treatment. I would do the work without compensation other than a commission on any product I sold.

He thought I was crazy. "We don't give our services away", he flatly told me. "Our clients pay for them!"  Well, yes, except that with make-up services clients hadn't been paying because they hadn't been buying them. Our so-called in-house make-up artist was perpetually on call and almost never in the salon. The make-up testers were in bad shape due to neglect and disuse. Foundations had separated and open lipsticks had grown a beard of dust and lint. Pencil waxes had hardened into graphite and heaven only knew the last time those brushes had been sanitized. Yuck!
Realizing that a salon owner who didn't know his make-up business was terrible would probably not be aware of a sudden improvement in it, I embarked on a career as a guerilla make-up designer. First, I cleaned up the department, refreshing old testers and arranging simple-to-sell items within easy reach. Next, I drew facial clients into the make-up chair using hot new lip colors and a super lengthening mascara as lures. I figured, who wouldn't prefer to leave the salon with fuller lips or well-defined eyes? It was the rare woman that turned down a free few minutes of personal enhancement and some professional tips on brow shaping, or a help selecting a correct blush color. And more rare yet was the woman that didn't buy at least one item I used on her, with three or more items a normal post-service result. After all, here's a man that gave them a better approach to routine make-up wear, free of charge! If you've done a good job of making the session fun and fast, your customer will find it hard to resist owning the products you used. It was nothing to turn 15-minutes of breezy brush and stroke into a $100 retail sale. Of course our manager didn't notice the sales increases, just that my checks were growing faster than my scheduled treatments! When the day came to open my own small skin care salon those complimentary make-up sessions became a standard post-treatment feature for the next 20+ years of business growth. That was well over a million dollars in make-up sales ago.
During these sessions I would ask customers to show me any of the products they were carrying. Out would come a motley collection gathered from major cosmetic lines but without a discernable preference for any one in particular. From home party brands to those sold in the most glamorous department stores, all were represented (and mixed together) in the purses of make-up wearing women. A Chanel lipstick circled by a Wet ‘n Wild liner; Mary Kay foundation supporting a swath of Clinique cheek color; Maybelline mascara defining the lashes fluttering above MAC painted eyelids. All of these products had been fiercely marketed against one another and yet there they were all together in a mismatched heap created by the target customer. What a magic revelation that is! No matter how hard they try and how much money is spent on achieving customer brand loyalty I never saw it achieved with the countless make-up shoppers I worked with. Over many years of cosmetics retailing one fact was crystal clear: make-up sales had far more to do with in-the-moment inspiration than actual product need. And the one key advantage I had over all those multi-million dollar make-up lines was that for a moment at least I had the customer's full attention on what I was doing, saying, and selling. Here in this setting I could out-promote and win business from the world's largest and best-established brands. You may be doing battle with a mega-company, but one-on-one you've got fair fight and even odds!
Ready, set, sell! Here are just a few things you can do with even minimal artistic skills to grow your make-up business among your many eager and willing customers. You've allowed them to be served by the big girls long enough. Take back your rightful place as a true aesthetics professional!
Foundation color check: Did she buy her product under the greenish fluorescent lights of a make-up counter that was located far away from natural light? If she did, offer to check its color for skin tone correctness in the full spectrum of daylight. Don't be surprised to find that product leaning heavily toward pink or coral, well outside the proper shade for your client's face. She'll have your choice in her shopping bag in seconds!
Make-up audit: This is one of my favorite professional services! I ask my clients to bring in all of their make-up for a color evaluation by me. You'll discover a trove of odd and ancient product, many bought on impulse or received as gift-with-purchase from the majors. Does she really want to wear that brown lip gloss? Is she hooked on that hot pink blush a la Valley Girl 1984? Glittery eye shadow at 60? This woman needs your gentle guiding hand and will appreciate the professional advice. You can bet she'll replace every tossed-out item with a better choice from your inventory. Repeat at least once a year, preferably at the beginning of spring or fall when fashions evolve and sales pick up.
Mascara miracle: I've watched legions of women struggle to find a clean way to build up layers of lash thickening mascara only to comb out chunks and wipe it from their lids. Take a mascara brush and load it with a reasonable amount of product. Then scrape the brush over the mouth of the tube, trying to reduce and evenly spread the product you've collected. Now, begin to apply the mascara to the lashes. Slowly and evenly it will begin to build up and produce dense but well separated lashes that require no combing or wiping up after. Repeat the process if needed. This is an excellent way to win a sale and open the door to more suggestions.
Lipstick refresher: I almost never permitted a woman to leave my spa without full, colorful lips. There's something just so radiant about a rich and well-shaped mouth, and for many women lipstick will be the only product they'll still use in later life. See a client about to depart with dull lip color? Stop her! She'll love the consideration and buy the product if the shade is a good suit. Lip color is a very low-commitment product and an extremely common impulse purchase.
Shall we match the nail color, too? An obvious idea often overlooked by many a make-up designer. Keeps those nail colors close by the lipstick display and catch that easy add-on sale every time!
Now you have the tools you need to attract new business and diminish the allure of your mightiest retail competitors. Remember, most make-up companies offer skin care products, too, and they want those sales just as much as you do. They'll be all-too-happy to serve your clients where you fail to, so don't make that easy for them!

Related items

  • Dallas Based Entrepreneurs Launch Medical Hologram B+A and Marketing Assistant Serving the Aesthetic Community Dallas Based Entrepreneurs Launch Medical Hologram B+A and Marketing Assistant Serving the Aesthetic Community

    Aestheia Imaging, a hologram content management, and advertising subscription company introduced its disruptive technology at the American Society for Aesthetic Plastic Surgery last week at The Aesthetic Meeting in New Orleans. The company breaks the mold of in-practice marketing with the unveiling of XTHEIA; an interactive hologram display toting a Virtual Consult Assistant for medical office waiting rooms. Aestheia's launch poses a resolution to poor patient awareness; an underserved focal point of product education in the aesthetics industry.
    The company is led by Austin JM Podowski, CEO and accomplished Dallas Healthcare Business Tech executives Mike McDonald, President and Paul Herchman, Advisory Board Member. Well known Plastic Surgeon and photographer Dr. Barry DiBernardo of New Jersey Plastic Surgery leads the companies Medical Advisory Board and will continue to work to enhance upon the application. The company offers a connected holographic media platform to story map the patient journey to brand and product education. Through the research and development of Aestheia's Medical Advisory Group, the company will offer holographic before and afters to patients so they can see pre-operative and post-operative procedure outcomes in true 3D, not previously available in the space.


    "We are dedicated to providing novel and ground breaking product innovation for the entire Aesthetic Community," comments McDonald. The company today offers a fully-automated and comprehensive holographic playlist for physician waiting rooms tethered to a cloud-based solution developed by the management team.
    "We are changing the way medical companies and physicians communicate with their customers and patients. The ALEXA of Aesthetics is now in the room," states Podowski. The team has also designed a customer facing iPad Pro application that allows a physician to remote control the device offering an in-app camera for patient photos. Mr. Podowski later comments, "The response received at ASAPS The Aesthetic Meeting affirms that our vision and product meet a need and resuscitate a lost connection with the consumer."
    The management team is dedicated to further pioneering advancements in hologram, AI, and AR in the evolving medical practice of the 21st century. The company is finalizing a third-round capital raise and will begin placement of their technology throughout Plastic Surgery Offices in North America in July 2019. The technology will also be on display in direct to consumer retail kiosks throughout the United States later this year. To get a sneak peak of Aestheia, follow the team's development, or learn more about the technology, follow @aestheiaimaging or visit www.aestheiaimaging.com.
      www.aestheiaimaging.com

  • Micropigmentation Procedure October 2010
    By
    Micropigmentation Procedure October 2010

    Micropigmentation Procedure Helps Breast Cancer Survivors Regain Self-Esteem & Confidence!

    Cranberr facial mask

    Cranberr facial mask
    According to the American Cancer Society (ACS), it is estimated that in 2009 there were 192,370 new cases of invasive breast cancer diagnosed among women, and approximately 1,910 new cases in men. For the many men and women who have been, and will be diagnosed this year, the battle to get through treatment and surgery is only the beginning of the journey to survive. Although the feeling of survival is unsurpassed, the physical scars at times may leave some survivors anxious with their new appearance. Ruth Swissa has taken her passion and artistic expertise in the permanent makeup industry to provide areola pigmentation for breast cancer patients post reconstruction to help renew self-confidence and boost self-esteem.

    "Many of my patients have said that waking up every morning, and looking in the mirror is a constant reminder of their battle, which although comes with a sense of pride, it also at times causes insecurities because they don't feel like themselves," says Swissa.

    Micropigmentation is an alternative method of creating a realistic nipple and areola after a mastectomy, to achieve a more symmetrical shape and even coloring using artistic light and shade effects. Swissa works closely with her patients in order to achieve the desired coloring and size to create a natural looking effect. This procedure takes less than an hour and is usually painless.

    Ruth uses a customized medical tattooing technique for applying permanent makeup for areola pigmentation. This unique method proves to be more exact, very gentle, and less invasive than traditional cosmetic tattooing. The results look more natural and subtle in appearance.

  • Five Ways to Find Safe and Natural Relief from Osteoarthritis October 2010
    By
    Five Ways to Find Safe and Natural Relief from Osteoarthritis October 2010


    Five Ways to Find Safe and Natural Relief from Osteoarthritis

    by Deirdre Shevlin Bell

    Cranberr facial mask


    The search for safe and effective relief from osteoarthritis (OA), a condition that occurs when joint cartilage wears down over time, can feel like an uphill battle. Certain natural remedies can bring lasting relief from OA according to the Arthritis Research Council (ARC) study and other experts. That is good news, since the pain, stiffness, and loss of flexibility from arthritis makes it the nation's most common cause of disability.

    One massage, and call me in the morning
    Spa-lovers with osteoarthritis will be pleased to learn that all those massages that leave you feeling loose and limber are doing more than just helping you relax. According to a 2006 study published in the Archives of Internal Medicine, Swedish massage improves flexibility, decreases pain, and increases range of motion in individuals with osteoarthritis of the knee.

    Low-impact exercise
    "When people start to hurt, they tend to cut back on exercise," notes Michele Olson, Ph.D., professor of exercise physiology at Auburn University Montgomery and Fellow of the American College of Sports Medicine. But that is a mistake, as inactivity can make pain and stiffness even worse. Olson recommends Pilates and swimming or doing aqua-aerobics, but she emphasizes the importance of choosing gentle, weight-bearing exercise. Michael Murray, N.D. suggests that a person should find something they love, and find a way to continue doing it: If walking on concrete sidewalks is too hard on the joints, walk on the golf course.

    Spice rub
    Using a gel containing capsaicin, the active ingredient in chili, is very effective at providing temporary relief from osteoarthritis pain. Studies have found that capsaicin can deplete the substance that acts to transmit pain signals from nerve endings to the brain and cause inflammation in the joints.

    Healing herbs
    An ARC study evaluated several herbs and herbal combinations and found that one stood above the rest. Phytodolor, a branded combination of three herbs – aspen (Populus tremula), common ash bark (Franxinus excelsior), and golden rob herb (Solidago vigaurea) effectively manages the pain and inflammation associated with OA. Some studies have shown that aspen contains a substance that when ingested inhibits the production of certain prostaglandins in the nerves, resulting in pain relief. Common ash bark and golden rob herb also have pain-relieving properties, and common ash bark is an antioxidant – meaning it may reduce oxidative damage in the joint. The combination of the three herbs has been shown in animal studies to reduce inflammation. No major adverse effects have been reported, though some people do experience diarrhea, stomach upset, or skin reactions.

    The SAMe Game
    First discovered in 1952 and widely investigated for its usefulness in treating depression, S-adenosylmethionine (SAMe) is now showing promise as a treatment for OA. SAMe is a chemical compound that occurs naturally in the body, where it contributes to the synthesis of hormones and neurotransmitters. Studies suggest that when taken as a supplement, SAMe reduces pain and also stimulates the synthesis of collagen and proteoglycans, which are the major components of joint cartilage. Adverse effects are infrequent and mild, but can include nausea, restlessness, headache, dry mouth, and stomach upset. People with depression should consult with a healthcare provider before taking SAMe, as some incidences of anxiety and mania have been reported.

    Copyright© HealthyLifestyles.com

  • The Impact of Psoriasis on Personal Relationships October 2010
    By
    The Impact of Psoriasis on Personal Relationships October 2010


    The Impact of Psoriasis on Personal Relationships Survey Fact Sheet

    This survey was created in partnership with the National Psoriasis Foundation and Galderma Laboratories, L.P.

    Within this issue, as well as our November and December 2010 issues, we will be printing important findings revealed from the recent survey, "The Impact of Psoriasis on Personal Relationships." This survey, sponsored by Galderma Laboratories, was distributed to the National Psoriasis Foundation membership database via Survey Monkey. The survey was completed by approx 1,520 people; statistics below represent the percentage of people who answered a specific question (not always all 1,520 respondents). Statistics are rounded to nearest percentage point and percentages may not add up to 100 percent depending on the structure of the question. Not every respondent answered every question.i Below is a list of findings relating to psoriasis and its impact of social relationships.

    Nearly 80 percent (78.7%) of question respondents feel that psoriasis has had a negative impact on their personal relationships.ii

    Social Relationships

    • When having a psoriasis flare-up, 63.3 percent of respondents are less likely to go out socially iii and 53.6 percent have declined social invitations or cancelled plans because of a flare-up.iv Nearly 70 percent (69.6%) feel that psoriasis has impacted their social relationships.v
    • When meeting someone new, 74.3 percent of question respondents worry that the person will notice their psoriasis,vi and 72.1 percent of respondents are concerned that people that notice will think of them less favorably.vii
    • When going out for social occasions, 79.5 percent of respondents usually only wear outfits that cover up
      their psoriasis.viii
  • Pomegranate the Ancient Red Goddess October 2010
    By
    Pomegranate the Ancient Red Goddess October 2010


    Pomegranate the Ancient Red Goddess!

    by Natalie Pergar

    Cranberr facial mask

    Known not only as part of the elite group of super fruits, the all mighty pomegranate, English word comes from the Latin words for apple; "pomum" (apple) and "granatus" (seeded), has been dated as far back as 1,000 BC and was introduced to North America by Spanish settlers in 1769. This red beauty represents global symbolism and history ranging from righteousness, prosperity, and fertility.

    With over 760 varieties of pomegranate it is one of the oldest known medicines to man. Ancient Greek healers would use pomegranate juice to manage health problems similar to arthritis, circulation problems, digestive disorders, and infections. And to add to the wonders of the pomegranate, the fruit was also involved in ancient beauty concoctions. Today with our growing beauty culture and desire to turn back the clock, we find ourselves revisiting what our ancient friends already knew with the help of modern science and research.

    Pomegranates are packed with phytonutrients, vitamin B, and an abundance of vitamin C. They contain red arils, tiny edible seeds that are loaded with juice and provide valuable fiber. They are delicious and fantastic to eat - though I would not recommend eating the white membrane that surrounds the arils as it is quite bitter and the consensus is that it is not recommended. And for those of us that count calories, a 1/2 cup of raw pomegranate has 80 calories and 0 grams of fat!

    According to the American Association for Cancer Research (AACR), pomegranate fruit extract contains several polyphenols and anthocyanidins (pigment that gives certain fruits their dark red colors). Its antioxidant activity is higher than that of red wine and green tea and research suggests that pomegranate extract may have significant clinical benefits in decreasing risk for skin cancer.

    By taking pomegranate extract capsules, one could reduce or reverse the signs of aging by promoting cell turnover and creating new, healthy skin. But that is not all! Evidence shows that including it in your skin care regime can provide wonderful results too. Rich in ellagic acid to manage free radicals, pomegranate oil contains punicic acid, an omega 5 conjugated fatty acid effective in aiding cell regeneration and proliferation. Pomegranate also carries beneficial phytoestrogen and a rare plant-based source of conjugated linoleic acids (CLA), an anti-carcinogen.

    So I salute you, oh red goddess of history. Bring me health and wellness with all your super fruit power!

    Pomegranate, Almond Oil, and Honey Mask


    ½ pomegranate
    2 tsp almond oil
    ½ tbsp organic honey

    Warm up the honey until it becomes liquid (not too hot!) by putting it in a small glass or metal bowl which is immersed in hot water. Peel the pomegranate half, cut the fruit in pieces, and put these in a bowl or food processor. Add the honey and almond oil. Blend it all into a smooth and uniform paste. Spread this gently and equally with your fingertips on your clean face and neck: keep the eye area clear. Now lie down, relax, and leave the mask on for 20 minutes. Then, wash it off with lukewarm water and end with a splash of cold water; pat your skin dry with a clean towel. Finally, apply a moisturizer, this way you "seal" your skin to keep the water inside. (For all skin types). *This fruit mask recipe peels your skin and we do not recommend using it on acne skin.

    Copyright ® 2009-2010 Natural – Homeremedies-For-Life

    Pomegranate Oat Bran Scrub

    2 ounces pomegranate juice
    2 ounces orange juice
    2 tbsp honey
    2 tbsp sea salt
    3 to 4 ounces oat bran

    1. In a container large enough to hold two cups, combine pomegranate and orange juices. To this add the honey and mix together well.
    2. Now add sea salt and oat bran. Mix together and allow the oat bran to soak up the liquids, about 10 to 20 minutes.
    3. Make sure to apply to a clean face. Probably the easiest way is to apply in the shower after you clean your face and allow it to set while you do other things. The steam from the shower helps allow the ingredients to penetrate your skin. Then, gently scrub off as you shower.

    Copyright ® eHow.com

Login to post comments

More in Beauty

Featured Company

  • CBI Laboratories, Inc.CBI Laboratories, Inc.Description: Since 1982, CBI's Laboratories has been well known for its consumer market research which defines our client's custom product's personality. The professionalism of our entire research, production and management staff coupled with our strateg ...

Makeup Matters

Next-Level Learning

  • Aesthetic Science InstituteAesthetic Science InstituteDescription: All About Where You're Going! The mission of the Aesthetic Science Institute is to provide an exciting and challenging learning experience that stimulates professionalism, passion and motivation for future licensed estheticians. Prepare yourself for a ...