NSHB LEVEL 2 BEAUTY THERAPY DIPLOMA | PROJECT 2

Beauty Therapy Project 2

Please use your course textbook and Google to help answer the questions.

UG21G18 Promote additional services or products to clients

Promoting services and products

As beauty therapists we are in a high service orientated business. We are involved in one of the most personal services, yet most do not use this to its full potential!

You may feel your client is interested in chatting but ultimately, they want you to deliver a treatment beyond their expectations. They often want you to talk to them about how they

can get the best results from their beauty treatment – for example tips to use at home, the best products for their skin type etc.

Promoting services and products to clients is called retailing.

Ask yourself the following and make notes:

 How well do you sell? Can you give an example?

 Why would you advise clients on products for use between salon visits?

 How would you promote an additional service?

 If you do not sell additional products or services, why not?

Reasons for not promoting additional products and services to clients

Make a list here of why you would not promote additional services and products:

1.

2.

3.

4.

UG21G18 Promote additional services or products to clients

Learning outcome 4 a/b/c/d: Products and services

A feature means:

A feature is a description of the product or service, how long it will last, method of application, cost.

A benefit is:

A benefit is how the service or product will promote relaxation, for example a regular facial provides many benefits including noticeable improvements to your skin tone, texture, and

appearance.

Complete the boxes below - one has been done for you as an example.

Skin care - products, differences, uses and examples

NSHB LEVEL 2 BEAUTY THERAPY DIPLOMA | PROJECT 2

Benefits for client to use at home Benefits for business

A facial treatment

Cleanser,

toner and moisturiser set

Manicure treatment

Hand cream Heals dry and cracked skin Extra income

Did you know: Hands Age faster than
other parts of your body because they
are always open to the elements. The
skin on the top of our hands has fewer
sebaceous glands and hence dries
faster.
Do not forget to moisturise nails
SPF in day hand cream – will help stop aid spots
Helps aid growth in nails
If the client uses regularly (because you have explained the benefits) then this could be a product
that they have to buy frequently.
Shows that you have an interest in the client as they might not have thought how much damage
their hands are susceptible to i.e., sun damage etc.

Will help with premature ageing

Hand cream is different to body cream

Pedicure

Waxing treatment

UG21G18 Promote additional services or products to clients

Learning outcome 4 E: Communication techniques when advising clients

Good selling techniques

 Listening, asking questions, showing interest

 Using the client’s name

 Empathising (putting yourself in the client’s place); establishing a bond

 Recognising non-verbal cues – body language

 Identifying needs; helping clients reach buying decisions

 Know your products and services

 Highlight the results, or user benefits; demonstrating these where possible

 Thinking positively, talking truthfully in a persuasive manor, projecting confidence and enthusiasm.

Bad selling techniques

NSHB LEVEL 2 BEAUTY THERAPY DIPLOMA | PROJECT 2

 Doing all the talking

 Not listening; not hearing unspoken thoughts, arguing

 Interrupting – but never letting the client interrupt you, thus losing an open opportunity for giving extra information

 Hard selling (sales spiel, working to a script)

 Threatening ‘you won’t get it cheaper anywhere else’; knocking the opposition

 Knowing nothing about the product

 Treating no thanks as a personal rejection

 Blinding clients with science

If the client is interested in a product or a service, how would you move the discussion forward?

UG21G18 Advise and consult with clients

Outcome 4 F: Communication techniques for client consultation

During the consultation process it is important to obtain as much information from the client as possible to help assist the therapist to determine the best outcome requirements. The

therapist and the client need to agree on the treatment to be given and the products that will be used. To ensure this, it is important the client understands and agrees with you; other-

wise, the client may end up dissatisfied with the treatment given. This would lead to an unhappy client and would damage the reputation of the salon.

Remember communication during consultation is a two-way process!

List below under each heading how you would carry out communication with the client in a professional manor. Use page 10 in your beauty book to help you.

Verbal communication

1.

2.

3.

4.

5.

Non-verbal communication

1.

2.

3.

4.

5.