It’s all about the Sale

Revenues in the cosmetic medical business are all about sales, sales of products and services, just like any business.  This is one part of the business that does not come naturally to most medical professionals.  Who thought we would ever be selling anything?  Professional selling of aesthetic medical services is best accomplished by having a strong knowledge of your products, understanding the aging face, and being able to present a treatment plan that fits into the clients needs, lifestyle and budget.

Ask the client to look in the mirror with you and identify exactly the improvements that she would like to make.  Then relate the tools (IPL, laser, injectables, skin care, peels  microdermabrasion, Slim Lipo, etc) that you have at your disposal and to her need.  Answer her questions one by one and close. Offer package or per procedure pricing and financing with Care Credit to make it fit into her budget.  If you are unable to close the consultation, you are educating not selling!  The cosmetic work up is no different that the medical work up that you do every day: Observe, Listen, Treatment Plan, Future treatment, it just involves cash instead of a 3rd party keeping you from your money for months!  The only way to get good at this consultation is by role playing.  Practice makes perfect!

For more information on how to improve your cosmetic selling skills and increase revenues in your business, give Cindy a call at 262.707.5313.
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Good Selling!
Cindy Graf

“Building a Successful Cosmetic Medical Business with Cindy Graf” DVD series

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