17 Mar THE ART OF THE CONSULTATION TM

The’Art of the Consultation’™ is simply being on the same page with your client, and even the same book!  Just like your technical skills to deliver a service is paramount to your career, communication allows you to take it all to a whole different level all together.  Perfecting the art of this, will make your skill set invaluable.

One of the best tools in ‘Our toolbox’ is a photo guide of healed procedures. We use this ‘Finished Procedure Book’ during the client’s consultation. It takes the guess work out of what the client is requesting. Do they want a powder eyebrow but do not know how to explain it to you? Do they tell you they want a pink lip colour but in their head they are picturing a Coral Pink? Sometimes it is difficult for the client to articulate exactly what they want… and sometimes they have a colour in their head but are vocally telling you for  totally different colour because their verbal skills are lacking. If we did not have this book to show to the client we would not have a definite photo gallery of what they would like their end result to look like.
The ‘Finished Procedure Book’ shows over 120 different results for clients who underwent eyelash enhancement, thin to thick eyeliner, Powder Brows, Eyebrow Hair Simulation, Lipliner and Full Lip Colour. During the consultation, the client can sit in the waiting area and thumb through the book at their leisure and decided what procedure and colour they would like to have. There is a page of ‘Cool’ lip colours and ‘Warm’ lip colours.  The client will point to the colour family they would like their lip colour to be. It could be Pale Peach, Orange, Coral

, or a Brown tone for warm undertoned clients. For ‘Cool’ undertoned clients they can pick a colour from Pale Pink, Mauve to a Darker Cognac lip colour. Ensure your client’s satisfaction by allowing them to pick  the exact look they want for themselves. This will take the guesswork out of your procedure application. Now you are on the same page as your client.  After the client has picked out their requested procedure and colour family it is time to get onto their consent and release forms.

During this time the client should disclose any contraindications or medical conditions that could hinder their procedure.  It is up to you the practitioner to ask the appropriate questions that will help to facilitate this.  If you are weak in this area, have the proper paperwork that is written for your specific industry and let it be your prompt to cue you into the right Q and A.  If you are really into perfecting this (art of the consultation™), try a great role playing trial run to get your confidence in peak form to adjust your approach towards the client in a more pleasing manner.

Remember when qualifying the client, not everyone that comes to you will be a good candidate for your services.  As you recognize that through your selective questions, this will be the starting point, or gateway to your relationship with the client.  Not everyone who comes to you for a service is someone you may want to actually work on. Sometimes the problems they could cause is simply not worth your time. If a person is a perfectionist or never happy with work that is done on them, then consider the risks in working on them! We actually turn down more client work than we accept. Again, this is because of unrealistic client expectations.

PRACTICE WILL MAKE YOU PERFECT

Take great care of your manner of speech, body language, dress and tone.  These all come into play in the 360○ degrees of your professionalism.  The truth is, many clients fell more comfortable in a professional setting. Remember just being in a professional office does and will help you, but that will not ‘make’ you a professional. It takes a huge effort on your part.  We all could tell stories about this….and you may have a few experiences of your own.  It is all about presentation (just like food!). Being a professional has a lot to do with your ability to deliver a high quality service and the manner in which you do so.

Consulting and being able to decipher the client’s needs and their goals is the key to the perfect marriage with your professionalism and skills.  You at this time become an unstoppable force for your career and industry.  When you succeed, we all succeed, as you are the ambassador for our industry.

Using your wisdom and comfort level will help in these matters, never work on someone you are hesitant about. These clients are considered ‘High Risk Clients’.

As you are growing in your career, please keep being proactive to keep your confidence high, as this will keep problems at bay.  It should never be about ‘just taking the clients’ money’, money is and will always be the reward for a job well done, the ‘excellent job’ should be the motivation to keep your personal ethics in line and in order.

Knowing and practicing the ART OF THE CONSULTATION™ will propel your personal business to a whole new level in understanding, a fine reputation that is respectfully recognized and well earned.

BY: Pamela CCPC, CPDA and Susan Church CCPC, CPDA