#esties

For all the Estie’s that attended the Vegas show, I would love to hear from you! I so wanted to go! Yet, San Jose and Long Beach will be my opportunity next. So, what was that one thing that really got you excited about your business? Was it a product? A machine? A program? I REALLY want to know! Right now, I have committed to buying a Micro Current machine. I am pretty sure that I am going with the Bio Therapeutic Platinum Model. I would love any feedback that’s out there!

So, here’s my big tip of the week (I hope it helps). I was sharing with you a little technique I use when I’m looking at making an addition and an investment in my business. First, I start talking it up with my clients prior to purchasing it. I start to give them results and benefits of it and ask them for their questions/concerns and I take most interest in if this is something they would consider investing in. As you can tell, I am pre-selling. I am vague and I give them possible price points. With the Micro Current, I am sharing that it will only be offered in a series. Keep in mind I am intentional…not unethical. Mostly, I want to know if my regulars, my committed clients, are interested. They determine if this is a fit for my business. So, once I get it in a dozen ears or so, I now know if this is an investment I want to make at this time.

Now, here is the end result. I have paid for the machine before I have even bought it. My clients are excited and trust me that I have already started scheduling their series’. Note: I also only marketed to a few clients just enough to pay and profit to utilize the machine without overwhelming my practice. After all, this is a modality that takes some time up on the books and we know that our time is money! Now, I can send out a mass marketing promotion to my client base…yet, can I really fulfill the response? After all, Micro Current is nothing new, it’s been around forever…it’s not the latest and greatest if we’re really paying attention. Yet, my concern is at this stage of my career, do I want to kill myself by over selling a series?

Food For Thought! Pre-sell…yet, stay focused on what you can and can’t do. If my response is better than anticipated then I can look at bringing in another Estie to do some of the treatments. There are always solutions! If you want help selling a modality or a series, let me know! Best to you and Happy Pre-Selling!

Serving and Supporting You in the Business of Skin,

Well Esties, July marks for us entering the second half of the year. Yes, with marketing it’s a great month to start looking at the coming months of Holiday Promotions. Yet, it’s a great time to also look inward and re-evaluate our goals both personal and professional. We all had goals for the new year, yet how many of us take a closer look at how things are rolling? What goals fell to the side? What got started and didn’t quite turn out how we planned? What never even got started? How have things changed, what challenges came up and caught you off guard?

In my past Jenells Journey blog, I wrote about signs of our future self. Things that show up or pull at our choices that are somehow guiding us in a direction we are not quite sure of. I believe that as we approach this half of the year, we can take time out to set new goals and look for ways to strategize. Mostly, it’s a great time to measure how things are working. What and how do we set goals and prioritize them? Strategy defined by Brene Brown in her book Daring Greatly is describe as “ The Game Plan” the detailed answer to the question “What do we want to achieve and how are going to get there?” This recently helped me with my own struggle to clearly define some goals for the Business. Sometimes I get a little lost in the process of just working the business that I neglect working on it. Example: I want to work less hours and maximize my client/service/product ratio. Meaning to make as much per client as I can so I am able to see fewer clients yet make more, or at least keep my income steady. I want more time for my own self care as well as my family. So for starters, what I want is to maintain or increase income seeing only 5 clients per day. Step 1: only allow 5 clients on my daily books. Step 2: Schedule self care time, making a list of self care behavior that I want to implement. Step 3: Continue with a plan to implement both. The self care is the hardest (because work is always so easy) yet the strategy to increase client income ratio requires a few more steps.

As I said, it’s a start. So getting back to signs of our future self, a great way to track and measure is to write things down and frequently have them visible. Another fun thing is to record or write a letter to that future self of yours at futureme.org - it allows you to record and document anything to your future self and it will email it to you at a chosen date. You can record goals for a year, month, or decade. It will deliver a blast from your past! So, have some fun, enjoy the process, and know that it’s a great time to reassess and re-evaluate and to just get a game plan started.

PS: If you are interested in improving your client/income ratio feel free to contact me by email at [email protected]!

Serving and Supporting You in the Business of Skin,

Are you using the products that you are selling?

Okay Esties…numbers never lie. We are just not selling retail and the numbers don’t lie!

So, here’s the low down.

How can we serve our clients to the fullest if we don’t send them home with product? This is not about pushing products, it’s not about feeling forced or fake or really even selling.

Oh by the way, sell is not a four letter word! (I know it feels that way sometimes).

As Esties, selling retail can feel awkward. It doesn’t have to be that way. There is actually a way to approach each client authentically and with ease…planting seeds along the way and for future sales.

3 tips to think about, along with a challenge:

Never sell just to sell. It has to come from your heart because anything else will come off as just a sell and what is that saying? They will forget what you say but never forget how you made them feel. Educate and empower them to make a good purchase and they will feel good about spending their money.

Ask questions. Are you currently using a Vitamin A in your nightly routine? How are you doing on products? Are you happy with your home care? Really listen and engage. Oh by the way, this requires time. So look at how you are currently booking and add 15-20 minutes to educate and provide home care. Write down clear instructions and follow-up with a call to ensure they’re clear, happy and using the product. This is a great way to trouble shoot that they’re actually using it.

Know your products! Really stay current, keep attending classes, read trade magazines, and always challenge and question your sales reps. Look at the 50/50 rule. 50% of your income/services to 50% in retail.