A 30-minute consultation is an effective tool in converting leads by helping potential clients see the personalized benefits they can expect from SharpLight. When done correctly, you will not only gain the client’s interest but also help them see the value of the services.

Also, a potential client who books a consultation is likely closer to choosing a service than one who has only opted into a newsletter or mailing list. Remembering this key detail about client consultations can help you to focus your 30-minute session on what will encourage that lead to take the final step of booking a service at your clinic. What do they come in seeking?

Here we will look at key elements of perfecting your 30-minute consultation to maximize the benefits of this conversion tool while building a relationship with potential clients. 

Establish What is Included in the Consultation 

Before a client books a consultation, they should know exactly what is included in clear language. Establishing exactly what a consultation includes before a client comes into the clinic reduces any chance of confusion and disappointment. List what is included in the consultation along with key benefits on your site, in an email, in a pamphlet, or anywhere else you are advertising. 

It is also good to share with the client who will be conducting the consultation. Providing a short bio of yourself or the technician who will be meeting with the client will help to build a relationship and make the experience more personal. 

Help Clients See They are Investing in Themselves 

One important aspect of services like noninvasive cosmetic treatments is that many clients may be interested but not feel they can justify the cost. Your consultation, therefore, should focus on what the client wants to achieve and how SharpLight can help them reach those goals. This encourages a client to see beyond the initial price tag to the physical and mental benefits of aesthetic treatments. 

For example, many clients will experience increased confidence with services like wrinkle or scar treatments. Laser hair removal clients will save time by not needing to wax or shave on a daily basis. 

Find the Client’s Pain Point

To find your client’s pain point, aka the problem they are trying to solve, ask them what they want to get out of medaesthetic treatments. While some clients may offer up that they want to feel more confident or youthful, others may simply say something along the lines of “to have hair removed from my legs.”

For clients who give this second type of answer, you will want to discover why this is important to them. For example, do they want hair removal because they are often too busy to shave? If this is the case, you would point out how hair removal can simplify a morning routine and helps clients to enjoy their lives more while still looking great. 

Depending on the client’s answer you should customize how you approach the benefits of your services. At this point you can also address how your services are uniquely beneficial to their problem compared to other services on the market. For example, SharpLight’s range of applications could allow the client to receive several treatments at once which may not be possible from competitors. 

Other Key Questions and Considerations 

How Did You Hear About Our Clinic? There are several key questions you should ask a client during the consultation including “how did you hear about SharpLight/our clinic?” This question will not only give you background information about the client but also about what marketing efforts have been successful.  

Emphasize Flexibility:  While it might seem counterintuitive, you do not want to make it mandatory for a client to commit to a certain number of treatment sessions or a particular contract. Instead, emphasize the ease with which a client can come in for as many or as few sessions as they want. This lowers the barrier of entry and often makes a client feel more comfortable trying your services. When you offer the client value, clients will give you repeat business without the burden of a long contract. At the same time, be honest using your professional judgment about how many treatments you think the client will need to achieve their desired results. This will help avoid potential confusion and disappointment. 

Suggest Services: Some clients may already know the exact treatment they want but most will only know what problem they are trying to solve, not which service would  help them achieve their desired results. Listen to your clients’ issues and be ready to suggest which services would suit them best. You should also be aware of which services work best together and can be performed at the same time. This will allow you to give your client a more accurate idea of the timeline to achieve results.  

Establish Scarcity: Another way to encourage clients to commit is to establish that appointments are filling quickly. Should a client seem to be on the fence about whether or not they want the service, let them know that waiting to book an appointment could mean they will not be able to get the treatment when they need it. 

Personalize the Experience: Don’t underestimate the power of making a client feel welcome. It is often the case that if a client likes the person giving them a consultation, they are more likely to not focus on other potential negatives. One simple but powerful way to do this is to remember and use the client’s name. This helps make the client feel important and acknowledged.

Become a SharpLight Provider 

One of the most important elements of perfecting your consultation is ensuring you have the best technology and services available. When your services are effective and reliable, it will not only be easier to attract clients but also to keep them as customers.

At SharpLight, our medaesthetic technology is developed to be compatible with a wide range of skin and hair types to ensure you can offer your clients the best personalized solutions. Additionally, our partners are provided with quality clinical training to assure they conduct a comprehensive consultation that creates a solid base for both safety and efficacy, benefiting their business and their clients.  If you are interested in partnering with SharpLight to offer our treatments and products in your medical spa, please visit our Partner Portal or call 1-(866)-513-7797.