Chapter 2- Professional Development Flashcards
Statistics
Population statistics are very promising for skin care industry, the babies born in the late 1940s and early 1960s are entering their forties and fifties and today they represent largest segment of the population. Clients will have common signs of aging. (Wrinkles, fine line)
Stay Informed
Skin care profession is a thriving industry that is growing faster than many other service industries. Stay informed about new products, services and technologies.
Goal
Desired objective that helps you focus and helps define what path your career will take.
How can you establish a long-range goal?
- Write down your long-range goal.
- Find someone who has accomplished similar goal and discuss obstacles.
- Make commitment to yourself to dedicate your actions.
How can you establish a long-range goal?
- Write down your long-range goal.
- Find someone who has accomplished similar goal and discuss obstacles.
- Make commitment to yourself to dedicate your actions.
Short-range goal
Immediate activities undertake within a year.
Create a plan
Specific objectives and tasks, Budget, alternate plan.
Review goals
Revise or change goals if no longer reflecting on personal or professional life.
Successful business strategies
Define goals, Plan ahead, Keep an open mind, Continue to learn.
Resume
1-2 pages that outline and list your educational history, work experience, additional skills and achievements.
Resume Components
Personal data, educational background, additional training, previous employment, special skills or areas, awards, references, interests, objectives in seeking position.
Cover Letters
Personality piece introducing you, summary of why, description of skills and qualities, necessary companion to resume.
When interviewing…
Make eye contact, smile, shake hands, be positive, listen and ask questions.
Personal Appearance
Professional attire, Closed toed shoes, simple jewelry, neutral colors, conservative make up and simple hair style.
Application process includes?
Name, address, phone number, school information, career related trainings, languages and references.
Punctuality
Allow extra time for any delays, arrive on time and confirm appointment a day ahead of time.
Personal Qualities
Sincerity, honesty, enthusiastic, loyal, good worker and team spirit, flexibility and punctuality, organization and efficency.
Work environment
Physical surroundings, “vibe” of workplace, type of clientele and responsibilities.
Job Benefits
Salary/ commission, sales commission, paid holidays and vacations, Paid sick days, insurance benefits, retirement plan, opportunities for travel, advancement, promotions, educational seminars/ events and guest speaking.
Performance review
Occur at predetermined intervals, capitalize on strengths, offer constructive feedback on ways to improve.
Networking
Developing relationships with individuals who can put you in contact with potential customers or employers.
Client relationships
Customer service, personal attention to the needs of the client.
Staff relationships
Depend on strong “team” approach.
Communication
Express ideas, thoughts and feeling.
Sharing knowledge
Getting input from someone you trust, advice.
Common goals
Personal goals for day, month or year within each team member.
Helping others
Sense of togetherness and friendship that creates a bond within a team.
Marketing
Creating awareness of a product or service, usually striking an emotional chord in the buyer.
Word-of-mouth advertising/ referrals
Most effective way to build clientele.
Business Cards
Company logo, name, address, phone number. Hand out to clients.
Rebooking
Taking initiative to assist clients in maintaining regular appointments and to secure time for their scheduled needs.
Promotional Literature
Flyers, newsletters, postcards, itemized service costs, accurate description of services., and describe benefits and recommended maintenance.
Guest Appearances
Speaking before and audience, groups, clubs, associations.
Correspondence
- Send thank you cards after first appointment
- Call for follow up
- Call / mail out appointment reminders
- Send cards to past clients
Steps for successful selling
>Ask questions >Observe and Identify >Create need >Communicate while performing >Educate >Demonstrate >Recommend products
Retailing
Recommending and providing the best products for client purchase.
Retailing- Knowledge & Confidence
Self-confidence is the foundation of good salesmanship.
Features of a product
Include characteristics, such as size of container, aroma or specific ingredients.
Benefits of a product
What it does to enhance appearance or improve the condition of the skin.
Cross-selling
Build on sale by recommending product that complements another product client has purchased.
Closing the sale
Can help increase earnings and strengthen relationship with clients.
Record keeping
Good for evaluating clients reactions to a product, treatments performed and products sold.
The ready buyer
Open mind, tends to take chances on new products without hesitation.
The logical buyer
Wants to know all the facts about a product and thinks carefully about buying without regard for who else or uses product.
The emotional buyer
Bases more on personal reasons that facts, impulsive and spontaneous.
The bargain buyer
Wants to save money, concentrates more on price than quality.
The stubborn buyer
Struggle and enjoys debating. Likes all facts and wants to know about results.
Sales Promotions
Cost effective, attract new clients, help reduce overstock, announce new services or products.
Gift-with-purchase
When a purchase is made at full price a free gift is given or discount product or service.
Holiday and Seasonal promotions
Important to maximize sales throughout the year.
Referral Promotions
Refer friend who purchases product will receive a free gift or discount.
CO-OP Promotions
Combining promotion with a local non-competitive shop in town.
Monthly Promotions
Show casing certain services and products every month, frequent shopper will always have reason to check it out.
Effective displays
Valuable visual sales tool that lets you be creative with display shelves.
Selling
“art of persuasion” “technique of recommendation”.
Stock
Total merchandise kept on hand for future use by merchant.
Stock inventory
Detailed itemized list, report or record of items.
What are the retail display guidelines?
Organize stock, ensure quality control, create promotional displays, maintain inventory control, learn from display experts, and price the merchandise.
Why is it important to stay current?
Growing trends, continuing education classes are vital for your career, competition and credibility.
Trade shows
Encounter wide array of products, services and resources that you need to know about in your daily business.
Current periodicals
Business section in local paper, current fashion and beauty magazines, professional periodicals.
Professional
Someone who commits to higher standards of performance and continually seeks to improve.
Long-range goal
Identifies where you want your career to be in five years.
Resume
One- or two page outline that lists your educational history, work experience, additional skills and achievements.
Cover Letter
The “personality piece” that introduces you to your prospective employer.
Application process
Involves filling out forms for employment before the interview process begins.
Punctuality
Arriving on time for an interview.
Personal qualities
Sincerity and honesty, enthusiasm and charisma, dependability and loyalty, good work ethics and punctuality, flexibility and team spirit, organization and efficiency.
Work environment
The physical surroundings and emotional “vibe” from employees currently employed.
Job benefits
The amount of money earned, insurance, paid sick or vacation time and educational reimbursement.
Performance review
An opportunity to discuss your job performance with your manager.
what helps you focus and define what path your career take?
Market trends
What is the opportunity to discuss job performance?
Performance review
Creating awareness of a product or service, usually striking emotional chord is?
Marketing
Building on a sale by recommending a product that complements another product purchased is?
Cross-selling
Essential for evaluating client’s reaction to a product and progression through a treatment is?
Effective displays
What percentage of purchases stem from impulse buying?
45-65%
Which buyer type has an open mind and takes chances?
Ready buyer
What is a sales promotion that offers a free gift or service when client purchases a treatment or product at full price?
Gift-with-purchase
What sales promotion offers existing clientele a discount if they refer a friend?
Referral program
What is the practicing of visiting competitors to compare business practices?
Comparison shopping
