The latest question I have been asked is, How do I get over feeling uncomfortable about suggesting products to my clients. I feel like I am taking advantage of them when I think about doing that?

To start with ask yourself these questions: “Do I think of myself as a Business Professional or volunteer?” “Am I “Healer” or just a “Helper.” Believe you are a top professional in your career then you know providing services is merely one part of your demanding professionalism. Recommending product is making an important statement to your clients. You are saying they are partaking of more than a treatment, they are investing themselves in a wholistic process.

Being a healer is not “selling” products, it is giving them a way of life. People who come for treatment have discretionary income to invest in their physical appearance and feeling better about themselves. Your clients value the input about how to enhance their treatment.

Pay attention to any negative self-talk like, “I shouldn’t have to “sell.” Understand you are not just delivering a service -- you are providing a benefit. There is a big difference between consulting and selling. Take time to gather information about client preferences, wants, desires and needs and you give them the maximum in customer care. Maintain an expert professional demeanor, and you won’t be seen as trying to hoodwink them into spending any more than they can afford. Act professionally and ethically. Don’t talk them into buying something to make a commission.

There is nothing wrong with educating the client about what is ultimately best for them. As a matter of fact, you owe it to your client to keep them updated about what is in their greatest interest. Don’t assume you alone know what is best for your client. Let the decision to purchase additional skin care be the clients. However, it is vital that they make an informed choice. Give your client your expertise honestly, sincerely, and helpfully. In doing this you are being the most professional you can be.