by Gary Jones, BeautiControl
Ok, I hope you all think this is as cool as I do. Last week, I began working on a training piece to use within the company for those who answer product questions. It is kind of an “If/Then” chart … IF your client has this problem, THEN you would recommend this product. The further along I got in working on this, the more I realized that this would make a fantastic blog topic. So, I look forward to hearing what you think about this and if you think this is something that can help you when working with your clients and developing a skin care regimen for them.
Before I get into it, I just want to make a few quick comments. Remember, our goal in building a successful skin care regimen – whether it is for ourselves or for our clients – is to establish a good foundation on which to build. MRP is our formula for optimal skin health. M = Maintenance (Skinlogics), R= Repair (Regeneration), P = Protection (Cell Block-C). A complete skin care regimen should contain each of these MRP products to address our skin care needs.
All too often, I think we forget that MRP are the basics and we try to throw more specialty related products into our regimen without first building a strong foundation. Specialty products, although effective on their own, are not addressing the total well being of the skin if they are not combined with a proper MRP regimen customized for the specific needs of the skin. Many times, we try to offer too many products to our clients in one sitting. While that works for some people, the majority of your clients will get the products home, feel overwhelmed with their variety of products and abandon their routine because they don’t remember “what does what”. Additionally, should your client have any type of negative reaction to one of the products, it is far more difficult to determine which product is the culprit and the client discontinues the use of all of them in frustration.
The key to creating a successful skin care routine for your clients, and an amazing repeat/re-order business for you, is targeting their needs and offering them an effective, concise skin care regimen that is appropriately customized JUST FOR THEM!
MRP products are our “bread and butter” products and the products that will guarantee that your clients come back again and again.
Ok, now back to business. The following is a very basic Skin Care Questionnaire that asks a series of simple questions. These questions will identify not only their basic MRP needs, but also identify “problems” that you can offer “solutions” for.
You will see that I have grouped the products into several categories:
• Basic MRP Regimen
• Advanced PM Regimen
• Specialty Solutions
You will have clients that want to purchase everything you recommend to them, although there will be others who only want a selection of the products that you have recommended. Above all, remember a solid regimen that consists of MRP products is the foundation on which you build your sales and your customer loyalty.
For those who have clients who want it all…congratulations to you - you just made a HUGE sale. WARNING: Follow-up with these clients is crucial. They have just purchased a lot of products and can become easily confused and overwhelmed with their choices. Be sure that you have given them an “order of application” chart as well as a detailed description of “what does what” so they continue to remember the reason that they are using the products that they purchased.
For those who only want a selection of products, I firmly believe that the best thing you can do for them is get them started on the “Basic MRP Regimen” as a starting point. Follow-up with these clients is equally as important, but for a different reason. Once they experience the dramatic improvements in their skin, they are going to be ready to try other products that you have to offer. This is your opportunity to come back to them and offer additional products to fit their needs, starting with the “Advanced PM Regimen”, then adding a selection of “Specialty Solutions”.
Skin Care Questionnaire
• What is your age?
o Under 20? 20-29? 30-39? 40-49? 50+
Ok, I hope you all think this is as cool as I do. Last week, I began working on a training piece to use within the company for those who answer product questions. It is kind of an “If/Then” chart … IF your client has this problem, THEN you would recommend this product. The further along I got in working on this, the more I realized that this would make a fantastic blog topic. So, I look forward to hearing what you think about this and if you think this is something that can help you when working with your clients and developing a skin care regimen for them.
Before I get into it, I just want to make a few quick comments. Remember, our goal in building a successful skin care regimen – whether it is for ourselves or for our clients – is to establish a good foundation on which to build. MRP is our formula for optimal skin health. M = Maintenance (Skinlogics), R= Repair (Regeneration), P = Protection (Cell Block-C). A complete skin care regimen should contain each of these MRP products to address our skin care needs.
All too often, I think we forget that MRP are the basics and we try to throw more specialty related products into our regimen without first building a strong foundation. Specialty products, although effective on their own, are not addressing the total well being of the skin if they are not combined with a proper MRP regimen customized for the specific needs of the skin. Many times, we try to offer too many products to our clients in one sitting. While that works for some people, the majority of your clients will get the products home, feel overwhelmed with their variety of products and abandon their routine because they don’t remember “what does what”. Additionally, should your client have any type of negative reaction to one of the products, it is far more difficult to determine which product is the culprit and the client discontinues the use of all of them in frustration.
The key to creating a successful skin care routine for your clients, and an amazing repeat/re-order business for you, is targeting their needs and offering them an effective, concise skin care regimen that is appropriately customized JUST FOR THEM!
MRP products are our “bread and butter” products and the products that will guarantee that your clients come back again and again.
Ok, now back to business. The following is a very basic Skin Care Questionnaire that asks a series of simple questions. These questions will identify not only their basic MRP needs, but also identify “problems” that you can offer “solutions” for.
You will see that I have grouped the products into several categories:
• Basic MRP Regimen
• Advanced PM Regimen
• Specialty Solutions
You will have clients that want to purchase everything you recommend to them, although there will be others who only want a selection of the products that you have recommended. Above all, remember a solid regimen that consists of MRP products is the foundation on which you build your sales and your customer loyalty.
For those who have clients who want it all…congratulations to you - you just made a HUGE sale. WARNING: Follow-up with these clients is crucial. They have just purchased a lot of products and can become easily confused and overwhelmed with their choices. Be sure that you have given them an “order of application” chart as well as a detailed description of “what does what” so they continue to remember the reason that they are using the products that they purchased.
For those who only want a selection of products, I firmly believe that the best thing you can do for them is get them started on the “Basic MRP Regimen” as a starting point. Follow-up with these clients is equally as important, but for a different reason. Once they experience the dramatic improvements in their skin, they are going to be ready to try other products that you have to offer. This is your opportunity to come back to them and offer additional products to fit their needs, starting with the “Advanced PM Regimen”, then adding a selection of “Specialty Solutions”.
Skin Care Questionnaire
• What is your age?
o Under 20? 20-29? 30-39? 40-49? 50+
• Would you describe your skin as:
o Very Dry? Dry? Normal? Oily? Very Oily?
• Do you experience redness, rashes or easily irritated skin or consider yourself to have sensitive skin?
o Mildly Sensitive? Moderately Sensitive? Severely Sensitive?
• Are you prone to acne breakouts?
o Mildly? Moderately? Severely?
• Are you prone to blackheads/clogged pores?
o Yes? No?
• Have you experienced loss of firmness and elasticity?
o Yes? No?
• Do you have more pronounced lines and wrinkles?
o Yes? No?
• Have you experienced age spots or other forms of hyper-pigmentation?
o Yes? No?
• Do you have concerns with facial puffiness?
o Yes? No?
• Do you have concerns with eye puffiness?
o Yes? No?
• Do you have concerns with dark circles under your eyes?
o Yes? No?
• Do you have an increased dullness or lack of clarity in your skin?
o Yes? No?
Basic MRP Regimen
• Cleanser - Gently removes impurities from the skin without stripping skin of essential moisture.
• Microderm Abrasion facial buffing crème - designed to physically remove dead surface skin cells, encouraging the development of new cell production.
Advanced PM Regimen
• Regeneration Time to Go (in place of Regeneration face and neck cream) - Contains retinol which helps kick-start the production of new skin cells, increasing the rate in which the skin renews itself.
• Time to Go Time Capsules (in ADDITION to your eye cream) - Contains retinol which helps kick-start the production of new skin cells, increasing the rate in which the skin renews itself. Contains Vitamin K which helps diminish the appearance of under-eye dark circles.
• Cell Block-C PM (in place of CBC AM) - Restores moisture and helps skin recover from daily environmental stress.
• Reprogram - Helps protect new cell development, encouraging the reproduction of healthier, younger acting skin cells
Customizing a Skin Care Regimen for Your Clients:
• If your client has “Dry”, “Normal, or “Oily” skin and is not prone to acne or skin sensitivity recommend the MRP skin care regimen specific for their age.
• If your client describes themselves as having “ very dry” skin with no acne or skin sensitivity, move to the next MRP regimen up from their recommended age specific regimen.
• If your client describes themselves as having “very oily” skin with no acne or skin sensitivity, move to the next MRP regimen down from their recommended age specific regimen.
• If your client describes themselves as having mildly sensitive skin, recommend the age specific MRP regimen for them as a starting point.
• If your clients describes themselves as having moderate to severely sensitive skin, recommend the Skinlogics Sensitive regimen. Do not recommend any repair and prevention products until the skin adjusts to the daily basic regimen, then add either Regeneration Gold or Platinum Regeneration products, as well as Cell Block-C-AM and PM for repair and prevention. Do not recommend the use of Microderm Abrasion products, Time to Go Products, Chemical Peel or any of the clay based masks for these clients.
• If your client describes themselves as having mild acne breakouts, recommend the MRP regimen for 20s skin.
• If your client describes themselves as having moderate acne breakouts, recommend the MRP regimen for 20s skin, with the substitution of the All Clear Tonic in place of the Skinlogics tonic.
• If your client describes themselves as having severe acne breakouts, recommend the complete All Clear system. Do not recommend the immediate use of Repair and Prevention products until the skin adjusts to the basic daily regimen, then add the Regeneration Gold, Time to Go and Cell Block-C AM products for repair and prevention.
It is best to get your clients adjusted to an effective MRP regimen before recommending the use of other products. Once your client has established an effective daily MRP regimen, other products can be added to help with specific skin concerns.
Specialty Solutions
Below you will find a variety of products listed under each “problem”. This does not mean that you necessarily need all of the products that are listed. This is a list of products that specifically address the problem at hand. While they can all be recommended, they can also be used individually based on your customer’s preference. Some of the products listed in the following categories my also be listed in the Basic MRP Regimen, but are specifically suited to address the skin condition listed.
• Oil Control
o Cell Block-C Multivitamin Capsules (used during the day) - Provides potent antioxidant protection by delivering concentrated levels of pure vitamin C and Vitamin E to the skin. Helps restore skin vibrancy and provides the perfect environment to help the skin naturally produce collagen and elastin
o Time to Go (used at night) - Contains retinol which helps kick-start the production of new skin cells, increasing the rate in which the skin renews itself.
o Secret Agent Natural Makeup Primer (used under foundation as a primer) - help to absorb oil in the skin and delay oil breakthrough.
o Hide the Shine (used as a blotting treatment during the day) - will help to absorb oil and reduce shine.
• Excessively Dry Skin
o Skinlogics Platinum Heavy Duty Moisturizer (in place of daily moisturizer) – oil rich moisturizer to help target very dry skin condtions
o Regeneration Extreme Repair Face and Body Cream (in place of daily moisturizer) – moisture rich cream that helps to increase cellular hydration, helping the skin to retain moisture more effectively
• Skin Sensitivity, Irritation or Allergic Response
o Skinlogics Sensitive Protective Services - For those with red, irritated skin or rosacea, this quick absorbing serum contains hydrocortisone, known for its anti-irritant properties, along with protective and restorative panthenol. *not available in Canada
• Black Heads/Clogged Pores
o Therma Del Sol Detoxifying Body Facial – Clay based mask that helps absorb excess oil, helping to pull impurities from the pores.
o Luxuries of the Sea Fango/Seaweed Mask - Clay based mask that helps absorb excess oil, helping to pull impurities from the pores as well as ground pumice to help exfoliate the skin when used as a scrub.
o All Clear Deep Cleansing Treatment – Self foaming cleansing treatment that deeply cleanses pores.
o Microderm Abrasion products - designed to physically remove dead surface skin cells, encouraging the development of new cell production.
• Loss of Firmness and Elasticity
o Regeneration Tight Firm and Fill - Offers both immediate and long term benefits – helping to relax the appearance of expression lines, instantly plump lines and wrinkles, instantly firm, and help strengthen the skin’s support system through moisturization.
o Sculptique Face and Neck Contour Creme - Improves facial contours by by helping to improve moisture balance of fluids in the skin and offering skin firming compounds to the lower layers of the epidermis
o Microderm Abrasion products - designed to physically remove dead surface skin cells, encouraging the development of new cell production.
• Lines and Wrinkles
o Regeneration Tight Firm and Fill - Offers both immediate and long term benefits – helping to relax the appearance of expression lines, instantly plump lines and wrinkles, instantly firm, and help strengthen the skin’s support system through moisturization.
o Regeneration Chemical Peel - designed to chemically loosen dead surface skin cells so they can be more easily removed to encourage the development of new cell production. Used 2 to 3 times per week.
o Microderm Abrasion products - designed to physically remove dead surface skin cells, encouraging the development of new cell production.
• Age Spots or other forms of hyper-pigmentation
o Cell Block-C Intensive Brightening Elixir - Helps fade the appearance of skin discolorations and uneven skin tone
o Reprogram - Helps protect new cell development, encouraging the reproduction of healthier, younger acting skin cells
• Facial puffiness
o Sculptique Face and Neck Contour Creme - Improves facial contours by helping restore moisture balance in the skin and offering skin firming compounds to the lower layers of the epidermis
• Dark, Under-Eye puffiness
o Time to Go Time Capsules - Contains retinol which helps kick-start the production of new skin cells, increasing the rate in which the skin renews itself. Contains Vitamin K which helps diminish the appearance of under-eye dark circles.
o Eye-X-Cel - help target line prone areas around the eyes. Firms, moisturizes, helps diminish the appearance of dark circles and under-eye puffiness
o Platinum Regeneration Rejuvenating Eye Treatment (eye patches) - Instantly minimizes the appearance of lines and wrinkles, and dark under-eye circles and puffiness
• Under-eye circles
o Platinum Regeneration Eye Crème - help target line prone areas around the eyes. Firms, moisturizes, helps diminish the appearance of dark circles and under-eye puffiness
o Time to Go Time Capsules - Contains retinol which helps kick-start the production of new skin cells, increasing the rate in which the skin renews itself. Contains Vitamin K which helps diminish the appearance of under-eye dark circles.
o Platinum Regeneration Rejuvenating Eye Treatment (eye patches) - Instantly minimizes the appearance of lines and wrinkles, and dark under-eye circles and puffiness
• Dull Skin Tone
o Cell Block-C Multivitamin Capsules (used during the day) - Provides potent antioxidant protection by delivering concentrated levels of pure vitamin C and Vitamin E to the skin. Helps restore skin vibrancy and provides the perfect environment to help the skin naturally produce collagen and elastin
o Spa Organic Enzyme Mask – contains enzymes that help dissolve dead skin build-up to reveal more radiant skin.
For a specific order of application chart, please see my blog dedicated to the topic of “Choosing a Skin Care Regimen and Order of Application”.
Ok, I know this is a lot to digest, but I really think this can help you feel more comfortable about customizing a regimen both for yourself and your clients. Please let me know what you think of this and if this is something that will benefit you as you build your client base and create “customers for life”.
Have a great week.
About the Author
Gary Jones is Vice President of Product Development R&D for BeautiControl. Gary has a blog and posts very helpful information for BeautiControl Consultants world wide. The information is information, education and product-driven for client satisfaction. BeautiContol is a perfect way to earn extra cash or work full time. To learn more about BeautiControl click here.
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