The potential retail holds for med spas

Retail Sales Hold Immense Potential To Boost Revenue And Post Treatment Client Satisfaction. When most people think about revenue generating opportunities in medical aesthetics, the tendency is to think injectables, fillers, skin rejuvenation, body contouring, etc. However, retail products may be the low hanging fruit that not only generates significant revenue but can also have a major impact when it comes to ensuring client post treatment expectations are met.

Medical grade retail skincare products are an important part of a client’s at home skin care regimen and over time can enhance the treatments provided at the practice.  With regular use, medical grade skincare has been shown to make marked improvements to skin texture, skin elasticity, and overall appearance.

Furthermore, when a client views their before and after treatment photos at a follow up visit, they will not only be amazed to see improvements from their treatments, but also be pleased to see the improvements to the appearance of their skin from the recommended skincare regimen.  This type of affirmation underscores the validity of the treatment and skincare recommendations and enhances the credibility of the practice.

Aside from client satisfaction, retail skincare product sales can be a great source for expanding profit margins and adding significant revenue to the bottom-line. Retail skincare typically carries a 50% margin. This margin comes with little additional expense other than the cost to carry the product.  As such, a practice can offer a small incentive to their team members for the sale of skincare products. Not only will this incentive help grow the bottom-line, but it will also help grow client satisfaction.

Those reluctant to recommend retail skincare products usually view this in much the same way some argue against making treatment recommendations. They tend to view it as “sales”. While it could technically be viewed this way, “sales” is not a dirty word in this instance. As such, we need to coach our teams to stop looking at sales this way and view it as giving the client what they need and ultimately want, which is a solution to their skin and age-related concerns.

In most cases, people visit a medical aesthetics practice because they are looking for professional advice and a solution to an ongoing concern.  For example, they may come to us with a concern they have about forehead wrinkles. However, when you dig deeper with the client, what you typically find out is that they are concerned about aging, but they only know how to express that concern to us is by saying they don’t like the wrinkles on their forehead.

Knowing this, if we take them at their literal “word” and only treat the forehead wrinkles, we are doing them a disservice by failing to meet their real needs. As such, they may leave marginally satisfied with the forehead wrinkle treatment, but when they look in the mirror they will still be dissatisfied with their overall appearance.

As you see, treatment and product recommendations go way beyond sales and is more about meeting client needs than selling products.

💌 Are you ready to take on an investment partner to help you grow your medical aesthetics practice? If so, we are here to partner with you every step of the way. Fill out the contact form or send us an email at info@baraesthetics.com and we will schedule a call to discuss the possibilities.

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