What is the easiest way to describe your post-procedural skincare recommendations to patients? In two words: investment protection. Proper post-procedural skincare regimens can support faster recovery and lock-in results.
In this article, we’ll discuss three ways to communicate with patients about the importance of post-treatment skincare.
1. It starts during the consult:
During patient consults, always include skincare as part of the conversation. Provide your staff with training and open-ended questions that they can ask during a patient consultation:
· What are your goals?
· How does your skin feel?
· Is there anything you’d like to improve about the appearance or feeling of your skin?
· What other concerns do you have about your skin?
During the consultation, your staff should discuss the entire procedure from start to finish. This conversation should include pre-procedure skincare recommendations to condition the patient, and the post-procedural “investment protection” skincare regimen to optimize outcomes.
2. Use the products you recommend & provide samples:
The easiest way to retail skincare products is to use what you sell during procedures. Ask the patient questions about how their skin feels to get buy-in on the products and provide samples after the procedure. Discuss the ongoing maintenance required and share any information you can about how to extend results with proper skincare maintenance.
3. Train the front desk:
During check-out, have the recommended skincare products waiting and train your front desk staff to talk about skincare as “investment protection”. Language matters when having these conversations and introducing the idea that skincare will extend the results that they’ve just paid for can be a powerful motivator.
Educating patients on the importance of investing in their skincare is a win for everyone. Patients see extended outcomes, and practices see increased revenue. To take your skincare retail efforts to the next level, ask our team about new opportunities to sell skincare online through a customized microsite website.
