Top 3 Tips From Aesthetic Practice Consultant
If you want better outcomes, happier clients, and a more profitable business, let’s talk about your consultations!
A well-done consultation builds trust and sets clear expectations. It also lays the foundation for successful treatment planning. According to the American Society of Plastic Surgeons (ASPS), nearly 70% of cosmetic procedure decisions are made during the initial consultation. That’s a number worth paying attention to!
1. First Impressions Matter
The consultation doesn’t start when the provider walks into the room. It starts the moment the client calls, visits your website, or walks through the door.
Ask yourself:
- Was the front desk warm and helpful?
- Was your team able to answer basic questions?
- Does your office have clear internal marketing material (brochures, signage, video loop) addressing the clients skin concerns?
All of these things shape a client’s perception before they even meet you. If the space is chaotic or unwelcoming, your client may already feel unsure. The time you spend with the client should be spent building trust, not fixing a shaky first impression.
2. Listen With Intention
Your client may say, “I think I need Botox,” but what they could be feeling is: “I don’t feel like myself anymore.”
It’s easy to launch into education mode and start expressing what YOU think they want based on what you see. Take a minute to pause and truly listen. Ask thoughtful questions. Hand them a mirror, have them show you what they see. Let them tell you what bothers them most, emotionally and physically. You may find the best treatment plan is completely different than what they originally asked for.
Listening builds trust. It also helps you recommend the right treatment, one they’ll be happiest with.
3. Always Offer Next Steps
A lot of missed bookings happen because no one simply asked. It’s not pushy to offer the next step, it’s helpful!
Try saying something like this when you are wrapping up your consultation:
- “Would you like me to check my schedule and see if we can get started today?”
- Or, walk them to the front and say, “Let’s go ahead and get your first appointment booked!”
Be confident in offering the solution. They came to you with a concern, now give them a plan to solve it.
Why Your Consultation Process Matters
A well-structured consultation benefits everyone. Clients feel heard, providers build better plans, which ultimately increases the practice’s revenue.
How We Can Help
At Aesthetic Circle Consulting, our team has over 60+ years of combined experience providing consultations and helping medical practices improve theirs.
Our Consultation Bootcamp is designed to transform your process from start to finish.
We offer:
- A walkthrough of your current consultation structure
- Mock consultations and training for your team
- Staff scripting for handling objections and setting appointments
- Training for sales, first impressions, and client communication
- Our proven Consultation Workbook and Treatment Plan Templates
Want to make your consultations more successful and your clients happier?
Let’s talk! Send us a message: Lindsey@aesthetic-circle.com
With a Bachelor’s Degree in Business Management and a heavy emphasis on Marketing and Social Media, Halle brings years of experience to Aesthetic Circle Consulting. Her extensive background in aesthetics include: front desk executive, social media/marketing lead, and special event support. She has worked with countless salon/spas, medical spas and a wellness boutique. Halle’s admiration & enthusiasm for the aesthetic industry continues to grow while working with new spa owners and physicians to market and grow their business.