Encouraging clients to invest in body care

Q: How can I encourage my clients to dedicate more time to body care?

Although the face is the most visible part of our anatomy, it’s equally important to take good care of the skin on our bodies by exfoliating to remove dead skin cells and moisturising to keep the skin looking young. Clients need to do this all year round to combat aggressors such as central heating and sun exposure.

One of the main benefits of body care treatments is a feeling of relaxation and wellbeing, but they also help maximise the results of other treatments and sessions, including facials, tanning and gym programmes. Tell your customers about this.

Encourage clients to view body treatments as an important element of their overall beauty regime in the same way that sports massages are recommended as part of an athlete’s training programme.

Your therapists also need to make sure they recommend the most appropriate products for moisturising, exfoliating, toning and anti-cellulite; working in harmony with the treatments on offer to give the most effective results for the client. If your clients see it working, they’re more likely to keep using the products and return for more body treatments.

A good way to retail body products is to include them in a package; either offer a treatment plus product at a discounted price or give a discount on the product following treatment.

Marian Harvey is managing director of professional skincare brand Thalgo and also oversees waxing brand Perron Rigot, which is part of the Thalgo group. Harvey joined Thalgo UK in 1984.