Here are a few ways to get skincare conversations started:
- What are you using for soap in the shower?
- What are you using to moisturize your skin?
- What are you using for the lines around your eyes?
- What are you using to exfoliate your skin?
- On a scale of one to 10, with 10 being absolutely fantastic, how would you rate the results from your current products? (Unless they say 10, you have room to talk. And, with whatever number they choose, a good response is: “How would you like to improve that number? Can I recommend a few products?”)
Here are two of my favorite closing questions, which are designed to help the customer make a decision. Let them think and wait for their answer.
- How does that sound to you?
- What would you like to start with today?
Kathe Ray is a salon owner and independent consultant/regional vice president for Arbonne International LLC, a Swiss-formulated, U.S.-manufactured skincare line with a company mission to offer a product that is pure, beneficial and safe. Ray is also a moderator on TanToday.com. To learn more about Arbonne skincare or about how you can partner with her by offering Arbonne, call 734.464.1401 or e-mail arbonnekathe@msn.com.
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