The closing process begins upon completion of the consultation script & presentation.

By this point, you should have established 2 things:

1. The client has a problem they want solved now.

2. You are confident you can solve the problem with what you have available.

At this stage, you are ready to recommend a solution and close!

Here are the steps:

Step 1: UNSELL What They Don't Need

This is where you literally cross out treatments the client doesn't need.

It sounds backwards, but it builds trust. People aren't used to salespeople unselling services. Saying what they don't need gives more power to your other recommendations.

Whatever format you're using to present the treatments to the client, make sure you visually highlight the treatments they don't need.

The Tailored Treatment Plan

The Tailored Treatment Plan (TTP) is a powerful tool for building packages and then customizing them to the individual needs of a client.

The TTP comes in two forms: digital & physical.

The digital version is best for building intro offers, planning out packages, and calculating margins.

The physical version is best for constructing packages, live in person with a client in the consultation room.

Whether you're using the physical or digital version, start out by crossing out the treatments the client does not need.

As you're crossing out services, explain what you're doing.

"Based on what you've told me about wanting to look refreshed for your daughter's wedding in 3 months, you *won't* need treatments XYZ that cost $12,000 total. Those are better for different concerns."

💡PRO TIP: Saying the total price of the treatments you crossed out takes advantage of price anchoring - a psychological effect that makes your recommended option feel much more affordable compared to the higher total you just mentioned.

Step 2: PRESCRIBE What They DO Need

During the consultation, you will discover what the client needs to solve their problem.

• Maybe they need a series of 3 IPLs for their pigmentation.

• Maybe they need 40 units of tox and a few syringes of filler.

• Maybe they need skin care.

• Maybe they need all of the above.

Recommend everything necessary to achieve the patient's desired results, regardless of cost.

Don't Prejudge: It’s easy to assume someone can’t afford treatment just by how they look or act.

The truth is you never really know. A client once told me he had a school bus driver pull $5000 cash out of her pocket to pay on the spot.

Everyone deserves an equal chance to buy. Don’t short-change people based on looks.

You can use the Tailored Treatment Plan to build out the recommendation. Simply enter or write out the number of each treatment the client needs.

As you're doing this, explain the reasoning behind each recommendation:

“Since you mentioned wanting smoother skin and to look great in lower-cut tops, I recommend three laser facials with HydraFacials, plus the décolleté area so it blends. We’ll finish with dermaplaning for an even, glowing look."

You should NOT feel like you're being pushy when you do this.

Assuming you have done a proper discovery and know what the client needs, you're simply prescribing a plan.

You are the expert here. Prescribe with the authority of a well-respected family doctor.

Step 3: Value Stack & Discount For Pay-In-Full Today

Lastly, add up the total value of the treatments and then give a 20% discount if the client pays in full TODAY.

"Based on what you told me, here’s what we’re going to do: [brief plan]. You’ll get [X treatments], [Y visits], [Z aftercare]. The total value is $[Value]. If you take care of it today, it’s 20% off at $[Full Price x .8]. Does that work for you?”

Pause. Shut Up. Let them answer. (VERY IMPORTANT TO LET THEM ANSWER FIRST).

💡Tips To Close More

1) Take advantage of A/B closes

A/B closes give the choice of how they would like to move forward, while NUDGING one choice as the popular option.

This gives people the satisfaction of choice without the overwhelm.

You can turn almost anything into a choice. Test a few, then go with what works best for you.

"Do you want to get started today or Monday?"

"Do you want to do it with or without the dermaplane? Most people do the dermaplane so their makeup goes on better."

"Do you want to do it with or without the exosomes? Most people do the exosomes so they can heal faster."

"Do you want to do it with or without skincare? Most people do the skincare because the products are matched to the treatments."

IMPORTANT: Do not introduce a third choice for this step. Two options only.

2) Make it EASY to pay

Assume the sale. "Perfect - want to use the card we have on file or a different one?"

People don’t realize that there is a second microdecision after someone decides they want to buy, where they need to retrieve their purse and decide which card to pay with.

Don’t let people drop off during this step. Using the card on file is a way

💉 Injectable Closing Strategies

Get People To Show For Injectables Follow-ups

Offer a free treatment to incentivize clients to show up for injectable follow-ups.

Implement the following conditions to prevent tire kickers from wasting your time:

Condition 1: The free treatment should only be offered if they book their second appointment THAT SAME DAY while in the clinic.

Condition 2: The client can only reschedule their second appointment ONCE. If they need to reschedule more than once, their free treatment will be lost.

Cross-Selling Between Injectables & Skincare

Have one of your aestheticians step in during injectables prep. This is a perfect opportunity to discover their skin needs and book a skincare consultation. You can also have your injector introduce themselves before/during/after a skincare treatment to expose the patient to injectable treatments.

Visit the Injectable Sales Masterclass training for further instructions.