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“ In the recent report (2011) from The American Society of Plastic Surgeons (ASPS), minimally-invasive procedures increased for the second year in a row by 5 percent in 2011, with nearly 13.8 million procedures being performed, and "minimally-invasive procedures increased 6 percent, with nearly 12.2 million procedures in 2011." International Association for Physicians in Aesthetic Medicine (http://www.iapam.com)

In 2010, in 2011, the top five minimally-invasive procedures were: • Botulinum toxin type A (5.7 million procedures, up 5 percent) • Soft tissue fillers (1.9 million procedures, up 7 percent) • Chemical peel (1.1 million procedures, down 3 percent) • Laser hair removal (1.1 million procedures, up 15 percent) • Microdermabrasion (900,000 procedures, up 9 percent)

•According to Medical Insights, Inc. in their April 2010 Global Aesthetics Market Study: •Sales of aesthetic products to be $3.8 billion

•expansion of 12.3% per year •Greatest growth/largest market development:

•Physician-dispensed eyelash products, neuromodulators •Skin tightening/body shaping segments at 38.1%, 17.2% and 15.5%, respectively

Other quickly growing segments include: • Physician-dispensed cosmeceuticals~13.8% annual growth • Dermal fillers: 9.3%, • Phototherapy systems: 8.5% • Breast implants at 7.8%”.

So how do we position all these services for our patients? How do I know what my patients really understand about our services so they could possibly ask for multiple services? How can I offer multiple services to my patient without sounding like a sales person?

Most Common questions from Staff:

Begin with Cosmetic Questionnaire ◦ Gather information ◦ Contain your services; BUT make it simple to understand: SAMPLE:

Please check the following skin concerns: When looking at my face in the mirror, I am concerned about:

Wrinkles_____ Hyperpigmentation____ Blemishes_____ Skin Texture__ __ Dryness____

Dark Circles/eyes_____ Lip lines___ Lines around mouth__ Other – Please

specifiy___________________________________________________________________

Initial Consultation:

• About 1 Hour

• Review the Cosmetic Questionnaire

• Why is this important?

• You get to understand their needs right away

• (patient loyalty)

• You can position MULTIPLE services to address ALL their needs (better outcome from your practice)

• You keep them as a long term patient

• (Happy patients tell others)

Home care compliance products and peels work with Epidermal layer

PATIENT SALES SOLUTION MODEL

I Identify the Need M Motivation – Why do they need this? A Attempt – What’s been done before to fix ? P Plan – Present your treatment Plan

I Identify the problem:

Possible conversations: “What was your thought behind this appointment; what information were you looking for?” “I see you have checked off Wrinkles on your questionnaire; If you had a magic wand and could change anything about_(your skin, face)_____what would that be?” Clarify and repeat back what you have heard

M •What is their motivation for doing this? •How important is this to them? Repeat back as clarification: “So the reason you want to correct this is ….. (you feel those spots make you look old, etc.)” Get them into the emotion of why they want to do this.

A Attempt: What have they done previously to fix this problem? What Worked? Why? What didn’t worked? Why? (must have not worked or they would not be talking to you?) Clarify: repeat back and summarize

Use their words from IMA steps Proposal - Solution: As I see it: “You told me the first thing that jumps out at you when you

look in the mirror is___________ So let’s start with_______________to address that first. However, you will notice when that is corrected, you will start

to notice other areas you have itendified will become more prominent, and as you told me, another area you would like to address is_________, so we will work with that second…”

___________” and so on, until you complete/schedule all the areas of

correction they have identified. Then you schedule them for MAINTENANCE

As you plan out their treatments, you will also need to make recommendations for what products they will need to further their treatments at home.

Retail Recommendations ◦ 1st Treatment – pre/post

◦ 2nd Treatment – pre/post etc.

◦ May need to change products for different treatments.

You will then need to schedule them in a way that all Aesthetic Staff can follow progression.

Serv Jan Feb Mar April May June July Aug Sep Oct Nov Dec

Cons 1/4

Botox 1/11 4/12 7/19 10/18 12/13

Filler 1/25

Peel series

2/8, 2/15, 2/22

3/7 3/14 3/21

10/25

11/1 11/8 11/15 11/22 11/29

Microderm Dermaplane

4/26 7/26 12/22

LHR

series

Skin Tight

9/12

Body Sculp

series

Maint. Skin TX

Personal Treatment Plan: Patient__________________________

Give patient a copy of the Treatment Plan and keep one in their file

Document Home Care Compliance Instructions and products purchased vs. recommended

•Keeps your patient coming back to YOU! •Easily up sells and cross sells multiple services •Easily creates a platform for home care compliance – Retail

IMAP Your Sales Solution!

You all receive a 15 minute Coaching Call

FREE to help you implement IMAP

What if they tell me they can’t afford all the treatments on the Treatment Plan?

1. Assure them this is only a recommendation based on what they told you THEY want 2. You have Care Credit (assume all do?) 3. They can pay as they go 4. What is their budget?

• Propose low, medium and high packages

• ALWAYS DISCUSS IN TERMS OF FEATURES AND BENEFITS: What the product does and how it is a solution to their problem.

Please contact us if you would like a FREE 20 minute consult call to discuss how to implement the IMAP Sales model or to discuss other areas of training for your aesthetic business.

For more information, please go to our website at : www.aestheticbusinesssolutions.info

Or contact us at: pheitz@aestheticbusinesssolutions.info

Happy Imapping!