Sales training is essential for any business looking to achieve success, regardless of the industry. However, when it comes to med spas, the process of selling is unique and requires a different approach. Med spa sales training is tailored to the industry’s specific needs and considers the nuances of selling high-ticket products and services to a discerning clientele.
In this blog post, we will explore how med spa staff training differs from typical retail sales training and why it’s important for med spas to invest in specialized, hands-on training dedicated to a medical spa business.
Understanding the Industry
One of the significant differences between med spa sales training and product-based sales training is the focus on understanding the industry. Med spas are a unique blend of medical and beauty services that require a thorough understanding of both fields. Sales professionals must be knowledgeable about the latest aesthetic treatments, techniques, and products to sell them effectively. They must also be familiar with the industry regulations and compliance requirements to ensure they are following the proper protocols. It’s important to remember that at the end of the day, these are still medical procedures being offered.
Building Trust and Relationships
Medical practice sales require a larger emphasis on building trust and relationships with clients. The services offered by med spas are often personal and involve a level of vulnerability on the part of the client. Establishing trust with the clients and creating a safe and comfortable environment is among the most important aspects of a med spa for both business development and business performance. This involves active listening, empathy, and understanding of the client’s needs and desires.
Due to the nature of the services offered, the sales skills of the team must go beyond educating the patient by guiding them through an amazing experience that shows genuine care, from the first phone call to the time they check out after their treatment.
Prospective patients need to feel like the sales professional understands their concerns and is there to help them achieve their desired outcome. Be sure to avoid a high-pressure sales approach and instead focus on building rapport with the client. Building trust and relationships is crucial in ensuring that clients return to the med spa for more treatments.
Consultative Sales Approach
Medicine comes first. Selling in plastic surgery and med spa settings requires a consultative approach, which involves guiding the client through the process and giving recommendations based on their needs. The team must have a deep understanding of the client’s concerns and goals, as well as the products and services offered by the med spa. This is particularly important within an aesthetic practice as the services offered are both high ticket items and medical procedures, that potential customers are less willing to experiment with compared to retail products.
Each interaction from a team member should help in understanding the client’s unique concerns and desired outcome. Potential clients should feel valued, rather than simply being a sale. By providing recommendations based on the client’s needs, the sales professional can build trust and establish a long-term relationship with the client.
Upselling and Cross-Selling
Med spas offer a range of services, and team members must be skilled at upselling and cross-selling. Upselling involves selling higher-priced aesthetic services or products, while cross-selling involves selling complementary services or products. Sales professionals must have a deep understanding of the client’s needs and preferences to recommend the right upsell or cross-sell opportunities. In the aesthetic industry, it is particularly important to understand which treatments are complementary and the contraindications for both a positive outcome and the health of the patient.
Successful teams understand that it isn’t about selling the most expensive service or product but rather about providing the client with the best possible outcome. This requires knowing how to put the patient first while supporting the practice’s financial goals. By recommending the right upsell or cross-sell opportunities, the sales professional can increase revenue while boosting patient satisfaction.
Managing Objections
Med spa sales often involve managing objections from clients. Clients may have concerns about the safety, efficacy, or cost of the products or services offered. Create a comfortable environment when addressing these objections and ask questions to get to know the values of the patient.
Agreeing to a follow-up schedule helps to nurture the relationship between the practice and the potential patient. Often, they may be deciding on which practice to receive services from, and the impression and experience they have at a clinic will make or break the sale.
Do typical sales strategies work in med spas?
While many of the same principles of traditional customer service training apply to med spas, it’s important to become well-versed with expert sales training that is specifically targeted for a medical setting. While other industries often require an individual to be responsible for a sale, the process in a med spa differs, requiring each person on the team to contribute to creating a great patient experience with each contact– from the front desk team to the treatment provider.
Many med spa business owners make the critical mistake of overlooking additional training when it comes to cultivating their team. Understanding the unique processes and nuances of medical sales is guaranteed to help set your aesthetics practice apart from others, and have patients returning time, and time again.
Ready to take your team to the next level? Contact us today at SalesMD!
