Reward Your Clients' Loyalty - Margarita Saian for SKIN DEEP Magazine March/April 2010 p.8

Look for this wonderful article by SAIAN founder Ms.Margarita Saian in this month's Skin Deep magazine on p8.

New Ways to Reward Clients 

Q. I used to send product samples home with my clients, but the economy has forced me to cut back. I’m not sure how to keep rewarding their loyalty. Ideas? 

A. Even in difficult times, you can make your clients happy on a small budget. First, try to work with companies that will supply you with promotional materials from time to time, such as brochures, DVDs, fliers, posters, and complimentary samples. Work with brands that will send representatives to your spa to do product demonstrations and presentations for your staff and clientele. Education is your best tool for retailing products and it builds brand confidence with your clients.

      A wonderful way to promote products without handing out complimentary samples is to have an event where your clients can sample products and bring their friends. To relax your guests, consider including free 15-minute massages by one of your spa’s therapists. The therapist can also invite his or her clientele to experience the skin care side of the event. Your invitations should mention coupons, drawings, massage, product testing, and snacks. Keep your budget in line by serving light veggie snacks, pastries, and tea.

      Set up a table with jars of product, and have the manufacturer’s representative take volunteers from among your guests for demonstrations. Pass test jars around so everyone can smell and feel the products.

Also consider changes to your routine for regular clients to keep them from getting bored. Integrate new products into treatments and give them paraffin hand dips and scalp massage (as allowed in your state). Do these without creating new expectations by mentioning it’s a special offering for that week or month.

      Building a good relationship with your clients is the most important way to succeed without spending a lot of money. Your integrity, intentions, and caring will keep clients coming back because of you, not the free goodies. 

A wonderful way to promote products without handing out complimentary samples is to have an event where your clients can sample products and bring their friends.

 

Margarita Saian, state-certified educator and ambassador of the Aesthetic International Association, has been in the skin care industry for more than 20 years. She has studied esthetics and mesotherapy in both the U.S. and France, and has been featured in KTLA5 News, as well as in trade magazines such as DERMASCOPE, Skin Inc, DAYSPA, Medesthetics and Les Nouvelles Esthetiques. Ms. Saian is a licensed esthetician, CMA/cardiac technician, national certified phlebotomy technician, certified ECG and the founder of SAIAN natural clinical skin care.