your Clients trust your advice when you tell them about their skin-hair-body?
They could buy the same or similar products for their own use elsewhere
without your advice. Why then do they value your advice? How is
it that you know more about their own skin-hair-body than they know?
Are you more knowledgeable than they are, or are you more knowledgeable
than they are on this particular subject?
guess is that the Clients that listen to you are very discerning,
because they know that you have expertise that they themselves do
not. They may be Doctors, Lawyers, or Housewives, they may have
far more education than you may, yet even though they have spent
their whole life with their own skin they trust you opinions, work
and expertise. They understand the value of a good Skin Care
a smart Spa/Salon Owner or Potential Owner seeks, finds, and listens
to good advice from Consultants that have expertise that they themselves
I consult, I am often in awe of the wealth of knowledge my Clients
(Spa/Salon Owners/Operators) have in their field. I also find that
some of the best know their Clients needs better than their own.
This is what makes them the best at what they do; they can anticipate
the needs and offer a solution that works. They are completely focused
on their being the best at what they do, and often not focused on
one or more of the other aspects of their business. This is not
an insult, quite the contrary, how could any one of us know all
that we need to know to make a successful business.
no different, while I know that I am the best at analyzing business/payroll
aspects of Spas/Salons, I know that there is much knowledge that
I do not possess. When I do not have the answer to a particular
problem, I feel good about myself if I merely know who to ask, and
whos advice to respect.
a Consultant is very much like hiring an employee, many of the same
criteria should be used, the big difference is that you are only
hiring them for a limited amount of time.
in any other business there are Consultants out there that have
no business being in this business, unfortunately many of them have
the better sales skills than the ones with the skills that you may
need. But I prefer to look at the pool of "Experts" as
ones that fit your need and ones that do not.
of mouth, with other Spa/Salon Owners is of course one way to find
Consultants, however this does not insure that:
A. They have specialized knowledge in the area that you may
B. You will have the rapport with them that you need.
a seminar offered by a particular Consultant or reading what they
have published may be the best way of helping to make your decision.
Decide if what you hear and read makes sense to you, do you like
the way they think, do you think they will work with you and respect
we first realize where we may need help in our business and never
assume that one Consultant fits all, we can then split the pool
Consultants into areas of expertise. From this smaller pool of qualified
Consultants we can then look to find the one that we feel we can
best work with.
we feel that "we know it all" or that it would be a sign
of weakness to have to admit that we need outside help. To which
I am reminded of the quotes:
brighter you are, the more you have to learn."
important thing is not to stop questioning."
find that the more I learn the more I realize how little I know"
companies have a huge pool of experts on marketing, accounting,
human resources, training, management, sales, etc. on their payroll
yet they still find they need Consultants from time to time. Why
then should we expect ourselves to be experts on every subject?
objections and benefits are similar to your own Client Expert
relationship, while the roles are clearly reversed. See if they
sound vaguely familiar.
like the Skin Care Consultant, there is a temptation for a Client
to think that "the more they charge, the better they must be".
Thinking like this could be a very costly mistake. Like your Client,
we need to find the Consultant that best fits our needs and our
that has the expertise that we may be lacking
that is the best fit for our situation
that can see our vision, and help us to make it better (as opposed
to one that wants to change everything about us that makes us
that we can work with
must realize that the Consultant must offset his/her marketing and
overhead costs over a small amount of hours. The Consultant also
understands that we can benefit from their advice for years to come,
and the return on only one of his/her ideas incorporated could add
up to hundreds of times greater savings than the amount of their
they have not been in the industry as long as we have!
like that Clients skin, they may have lived with it longer,
but you have seen dozens if not hundreds of similar cases and know
just what to do.
sees businesses that are doing things right and businesses that
are doing things wrong, and they analyze them both and know the
causes and reasons, and have more "expertise" to offer
can do it myself!
your Clients can do much of what you do for them at home too. However
they often do not have the discipline, or the expertise to find
the solution or alternative solutions to their problems. They may
be able to have good skin or average skin but to get the very best
skin they need the services and advice of an expert Skin Care "Consultant"
can all get a business license, rent a space, hire employees, and
go into business, and our success will vary depending on many things.
A Consultant can help us fine-tune those things we do well, and
help us change the things we have difficulty with.
am doing just fine without them!
had a bad experience with one!
know what I am doing!
like many of your Clients see objections, you know that the discerning
ones see the benefits. You also know that the Clients taking advantage
of those benefits will clearly be way ahead of those who do not!
are a "Consultant", an expert; you see the benefits that
you provide, be sure that you see the benefits that other Consultants
and experts have to offer you.