Advanced Skin Analysis ASA Educa onal Resources

© 2020 Pas che Training 1

Advanced Skin AnalysisEduca onal Resources

The Pas che Method of Consulta on and Skin Analysis you are learning is a one-hourstand-alone chargeable service.

The objec ve of this unit of learning is to discuss the changes that need to be made whenintroducing a new methodology such as the Pas che Method into a clinical service.

Welcome back to an educa onal presenta on from Pas che Training.

The Pas che Method - Introducing this new service

ASA

M2-U2-CN

Introducing this new service

© 2020 Pas che Training2

It is not easy to go from a complimentary examina on of the skin that takes 15 min to a1 hour paid skin analysis, but it is not impossible either.

This class gives a prac cal insight into how to introduce this service to new and exis ng clientsand how to filter the clients into new categories of service that improves the clinic'sprofitability and income.

To begin, I wish to men on that it costs US$1.58 per minute for a therapist to be an averagesolo operator in today’s service industry.

This figure is what it may cost you to open the clinic door and turn the lights on, and does notinclude any profit margin, treatment product cost or tax.

This figure has been extrapolated as average opera ng expenses from informa on suppliedand gathered from clinics around the world. It is not an exact science, but I want to bring it toyour a en on by using a 15 minute brow dy service as an example. If you are charging lessthan 15 min x $1.58 ($23.70) for a 15 minute service, you are losing money.

Therefore, consider a 1-hour consulta on, and skin analysis service would have to be chargedout at minimum US$95.00.

Your class notes transcript “Se ng up the Diagnos c area and Diagnos c Equipment” isavailable from the course notes link situated prior to this presenta on, if you have not yetdownloaded them, we recommend you do so before con nuing this class.

Please check the addi onal references tab for the supplementary material listed on thescreen.

A copy of the consulta on le er.

A copy of the phone protocols.

A copy of client consulta on form.

ASA book.

Flow charts.


We have, for many years conducted skin analysis around the one-hour basic facial treatment,and as a result, the client is never given every op on and every choice to make an informeddecision about their skin.

Also, the me constraints around the facial treatment, never allow skin treatment therapiststo give themselves the opportunity to do skin analysis to the level of which they are capable.

The first contact with new and exis ng clients is usually with the phone, therefore, when acustomer phones for a facial appointment, the purpose of the visit needs to be determined.

The Pas che Method of skin analysis is a chargeable one-hour service that is a win, winsitua on, for all par cipants, clients and therapist.

To introduce this new one-hour service of skin analysis means changes in clinic protocolswhen taking a booking.


To gain informa on and to establish the client's purpose and expecta ons ask the ques on.

What would they like the facial for, relaxa on or do they have a problem with their skin thatconcerns them?

Experienced staff or those trained in correc ve skin treatment therapy are best suited in thePas che methodology of consulta on and skin analysis.

The answer to this inquiry gives the recep onist a pathway to follow.

One that creates efficiency, reduces staff exhaus on, and separates the client base, and staffexper se and experience in two modali es, relaxa on or skin treatment therapy.


Staff that are especially trained in massage or have a love of relaxa on modali es andaromatherapy are an asset to any company.

However, consider giving new employees, appren ces or graduates, the relaxa on therapies,where they have the opportunity in a stress free environment to learn about companyprotocols and new products.

Similarly, if a staff member is exhausted or recovering from illness, the relaxa on modali esare in a tranquil environment and aid healing.

If the appointment choice is for relaxa on, then the treatment should be targeted purelytowards relaxa on, not skin treatment therapy, and the therapist must fully focus on therelaxa on modality.

Be mindful the client may be very red wishing quiet and tranquility, this is not o enachieved during the appointment because the therapist is too busy talking about skin.

Clients come to an appointment with an expecta on that is very o en not fulfilled.

If the customer is inexperienced, then this first foray into a clinic can be daun ng.

Not always does the new client know about the services you have available.

Then again, not always does your regular client base know about all of the clinic's servicesavailable either.


Clients can become very irritated because this is not what they booked the appointment mefor.

However, a consulta on to determine contraindica ons before any relaxa on treatment isimpera ve.

Please note I have used the word consulta on, not skin analysis and once you havedetermined any contraindica ons to the ‘relaxa on modality’ chosen by the client thetreatment can proceed.

Alterna vely, if a client indicates having a skin problem and wishes to discuss this with a skindiagnos c technician, an appointment must first be offered for skin analysis.

If this offer is accepted, it shows how commi ed this client is, and how amenable they may beto sugges ons made by the skin diagnos c technician.

For example, a change in their working and play lifestyle, having treatments, followingprotocols and buying home care product.

Product sales for fragrant body creams and washes are easily made because the customer isin relaxa on mode and will wish to con nue the pleasant smells and sensa ons a ributed tothe relaxa on that they experienced.

Also, if during the relaxa on treatment any skin anomalies have been no ced by the therapistthat would require a further professional referral, then it is while the client is res ng a er thetreatment that it is men oned.

Res ng me is also the opportunity to talk about sales or any other service your offer.


Therefore, by establishing at the ini al inquiry what it is the customer hopes to achieve fromthe me spent in the clinic, expecta ons are met by the client, and the therapist has apathway to follow that ensures that the me is well spent.

Let us now talk about selling the skin analysis service.

If the client has indicated, they have a skin concern, the offer of a full consulta on anddiagnos c skin analysis program must be offered.

There is a considerable number of points that should be covered so that the client can fullyappreciate what it is they gain from their me with the skin diagnos c technician.

Please have the phone protocols and client le er to hand for the following discussion.

It is all about choice, or what is known as informed consent: giving the client every op on andevery choice to make an informed decision.


Use these numbered points when explaining to the customer personally or over the phoneabout what the skin diagnos c service covers.

I suggest they be put onto a laminated card and placed by the phone, this way all staff knowswhat to say when explaining what is achieved by having a one-hour skin diagnos cappointment.

These points of difference must also be personally given to the client a er making thebooking or in a wri en le er, by email, or post.

This document ensures that they have a full understanding of everything they have been toldand a le er to refer to if they forget.

4. Establish cause of the skin concern and relate that cause to the cells and systems that havebeen affected.

5. Ascertain the basic majority skin type and give the client the home care protocols necessaryto maintain it.

6. Determine the phototype of the skin; this enables the therapist to understand the skin'ssuscep bility to pigmenta on and trauma and establish burn me.

7. Verify the priority skin condi on and prepare a 6-week treatment program (or longer) toimprove it.

What will the client achieve from this valuable service?

1. A one-hour skin analysis and consulta on with a senior therapist experienced in thePas che Methodology of skin analysis.

2. During this hour the skin diagnos c technician gathers all data about the work play lifestyle,nutri onal, medical and cosme c history.

3. Give an accurate and detailed analysis of the skin using the Pas che Method ofconsulta on and by using modern skin diagnos c equipment for a professional assessment ofthe skin.


A er commitment has is made for the one-hour skin diagnos c service, there are a fewprotocols that must also be adhered to on the day of the appointment.

Ensure that these are included in the le er of confirma on.

The following protocols and instruc ons are the best prac ce procedure for the Pas cheMethod of skin analysis and consulta on.

The ra onale of each instruc on has been included.

4. No applica on of a moisturizer, sunblock or founda on to be applied on the day of theappointment. Ra onale: Any creams on the skin surface will interfere with black lightdiagnos c equipment including hydra on readings.

5. All skincare used must be brought to the appointment. Ra onale: Very o en the leadingcause of a skin problem can be incorrect skin care products or applica on methods.Therefore all skin care used by the client must be checked.

6. All colour make up used must be brought to the appointment. Ra onale: Makeup can becomedogenic and all colour cosme cs must be checked.

1. The skin may not be cleansed on the day of the appointment. Ra onale: All skin surfacesecre ons must be intact for skin diagnos c equipment to work efficiently.

2. Hair must not be washed on the day of the appointment. Ra onale: Shampoo mayaccidentally remove skin surface secre ons.

3. Avoid having a spray tan applied 3 weeks before the appointment. Ra onale: Spray tansinterfere with the phototype readings of skin diagnos c equipment.


7. All hair care products used must be brought to the appointment. Ra onale: Hair waxes canbe comedogenic and cause problems around the hairline. Shampoos may indicate otherscalp disorders such as psoriasis and many shampoos strip the acid mantle.

8. All medica on used must be brought to the appointment. Ra onale: Medica ons comewith side effects and other indica ons of general health and oxida ve stress.

9. All vitamin supplements used must be brought to the appointment. Ra onale: These areo en overused or misused, and it is advisable to know what the client is taking.

Points 1 through to 12 ensures the client knows how to arrive for the appointment.

Has no illusions about what the appointment entails, and knows how to prepare for theappointment.

It also establishes client commitment to you and your service.

10. Allow at least one hour of me for the appointment. Ra onale: This is the minimum methat skin analysis can take, perhaps allow more me if you believe the skin will be achallenge.

11. A photo of the skin must be taken, ask the client for their permission. Ra onale: Aphotograph is a point of reference that gives you the opportunity to revisit the skin for amore in-depth look at any me in the future.

12. A lengthy and thorough consulta on procedure takes place before analysis of the skin,ensure the client knows this, and that confiden ality is complete. Ra onale: It is importantthat the client signs off the consulta on as "all informa on given is accurate and correct.”


A generic example of this le er is available in the supplemental course notes that you wouldhave downloaded from the addi onal references tab.

Please feel free to use it as an example of how you could create your company le er.

We will now discuss ways of introducing this new service to your exis ng client base is to askthe same ques ons the next me they come in for their monthly facial.

A way of introducing this new service to your exis ng client base is to ask the same ques onsthe next me they come in for their monthly facial.

Instead of doing the same treatments and procedures offer them a choice.

This gives you the opportunity to inves gate what they are presently using at home and tosee if they are following home care procedures given to them in the past.

Very o en you will find they have purchased products elsewhere, and that you may haveneglected a need they had for change in their daily skin care.

A great opportunity for the skin treatment therapist to rec fy as well as a businessopportunity.

Ask the ques on, “We have one hour booked for you today, what would you like the facialfor: Relaxa on or do you have a skin problem you would like to discuss?"

The client will immediately be impressed by the interest shown in them and they will respondposi vely.

A pathway is opened for change.

Another way to offer a change and update the client file is to ask them to bring all skin careand makeup to the next facial treatment.


If you wish to include the Pas che Method of skin analysis to your treatment menu, this unitof learning is very important.

To introduce the service and get the best result, the protocols must be followed.

Remember to give the client the le er that explains the treatment and how they (the client)are to prepare for that appointment. (Protocols)

The objec ve of this evalua on is to ensure that you understand that The Pas che Method ofConsulta on and Skin Analysis is a chargeable service.

That you can see the business opportuni es to expand your skin treatment therapies intocourses of treatments.

That by offering the client every op on and every choice you give them be er service andchances to improve skin concerns or to access other services your company offers.

Learning to share the responsibili es between client and therapist of improving skin ensuresthat therapist burn out is reduced.

It is now me to review what we have learned by a short assessment.

When the presenta on is finished, go to the next module tab to access the assessment andcomplete the ques ons you will find there.


Once the assessment is successfully completed you may then move on to the next unit oflearning:

“Pas che Method: Se ng up the diagnos c area”

Prior reading for this module will be pages 176 through to 183 in the Advanced Skin AnalysisBook by Florence Barre -Hill.

Introducing This New Service - Index for this courseUse this index to help find all instances of these topics in this transcript

Acid Mantle Page 10Applica on Methods Page 9Appointment Protocols Page 9Aromatherapy Page 5Cells and Systems Pages 7, 8Cleanse Page 9Client Expecta on Pages 5, 6, 7Clinic Costs Page 2Clinical Referrals Page 7Clinical Services Page 7Comedogenic Pages 9, 10Consulta on Pages 2, 4, 6, 7, 8, 9, 10Establish Cause Page 8Establish Priority for Treatment Page 8Founda on Page 9Hair Page 9, 10Informed Consent Pages 7, 8Ini al Inquiry Page 7Intrinsic Skin Type, Phototype and Risk Pages 8, 9Introducing This Service to your Exis ng Client Base Pages 11, 12Le er Page 11Makeup Page 9, 11Medica ons Page 10Modern Skin Diagnos c Equipment Pages 7, 8, 9Moisturiser Page 9Nutri onal, Medical and Cosme c History Pages 7, 8Oxida ve Stress Page 10Phone Protocols Page 8Points of Difference Pages 8, 10Prepara on of the Client for the Appointment Page 10Protocols Pages 3, 5, 6, 7, 8, 9, 12Psoriasis Page 10Ra onale Page 10Relaxa on Pages 4, 5, 6, 7Retail Home Care Program / Protocols Pages 5, 6, 11Selling the Diagnos c Skin Analysis Appointment Pages 7, 8Skin Analysis Pages 1, 2, 3, 4, 6, 7, 8, 10Skincare Page 9, 11Skin Concern Pages 4, 5

Skin Surface Secre ons Page 9Spray Tan Page 9Summary Page 7Sunblock Page 9The Pas che Method of Consulta on Pages 1, 3, 4, 7, 8, 9, 12Treatment Choice Page 5Treatment Program / Protocols Page 6Treatment Strategy Page 6Work / Play Lifestyle Pages 6, 7, 8Vitamins Page 10

Documents

Advanced Skin Analysis ASA Educa onal Resources