Our company centers around One-to-One Marketing, distinguishing us from many mass-market brands. We aim to offer our clients as much personal attention as possible, particularly through one-on-one consultations. You don’t have to be an expert; just keep it simple and focus on your client.

Here are a few tips for hosting productive consultations: 

Create relationship 

· Express excitement and thank your client for coming. 

· Connect with them. It’s all about how we make them feel. Clients may feel nervous or crave attention, so we can compliment them to help them feel at ease. 

· Ask, “What are you expecting today?” 

Identify problems 

· Ask open-ended questions. What is one thing they’ve struggled with? What issues do they have? What is one thing they’ve always wondered? What would they like to learn? 

· Listen attentively, maintain good eye contact and let the conversation guide you. 

· Prompt them with, “Walk me through your skincare and makeup routines.” 

Provide solutions 

· Recommend products that address their specific concerns. 

· Feature products they don’t already have. 

Educate them 

· Explain why you’ve chosen certain products and highlight their key features. 

· Teach the client how to use products by applying them themselves. As they handle the products, they will gain confidence that they can re-create the look at home, potentially leading to more sales

-Demo when possible. Seeing sells. 

· Keep the products out in front of them. 

Close the sale 

· Always proceed as if the sale is confirmed! Ask, “What would you like to start with today?” · Use your favorite tools to help you close the sale. For example, using the Motives Retail Receipt or Price List, you can start circling what they are ordering. As you do this, pull the products out and place them to the side so they visualize what they have selected — and what they haven’t. If they aren’t choosing something you know will address one of their concerns, point it out. 

· Kits: Talk about which ones are available.

· Face Chart and MyList: Tell them you’ll record everything you used that day and create a MyList and customer account for them. 

· Ask for permission to use their picture. 

Continue to build the relationship 

· Ask permission to connect on social media and add them to your private group. 

· Let them know when to expect follow-ups from you, such as when their MyList is created with customer login info, when the product arrives, after they start using it, etc. 

· Ask how they would like to communicate. 

· Offer an additional session once their product arrives, if needed. 

· Ask for referrals; suggest an event to either host or attend. 

· Create fans who rave about the products. 

· Send thank-you cards (this is also an opportunity for cross-promotion). 

· Post pictures to social media and tag them. 

These tips can help you maximize sales during your one-on-one consultations. And don’t forget to use your participation in the Best Me in '23 contest as an opportunity to invite your contacts to book a makeup or skincare consultation!