If you have a client who’s nervous to up-grade to a high tech treatment, there are some things you can do. We talk to Marie Enna-Cocciolone, CEO and founder of Inskin Cosmedics about how to get your nervous client over the technology line.
#1 Baby steps
If you’re trying to encourage a client to take that next step into technology, such as skin needling, the key is to “start slow and build up”, says Marie Enna-Cocciolone, CEO and founder of Inskin Cosmedics.
“If a patient is looking at skin needling, start with a home needling device first,” adds Enna-Cocciolone. “Entry level peels, microdermabrasion and Photon Light Therapy are the perfect modalities to increase confidence and give visible results while allowing the patient to become more comfortable with their skin therapist, the products and the ultimate skin plan.”
#2 Find out why they’re afraid
If you feel a client would benefit from more results-based procedures but they’re frightened, it’s time to ask some questions. “Nerves come from fear,” says Enna-Cocciolone. “Ask the right questions to understand the patient’s fears and work through them together. If they are fearful of pain for example, take the time to explain the modality to them, the features that help minimise the pain and even offer to perform the treatment on the back of their hands first.”
#3 Enlist controllable modalities
A good way to introduce tech-based procedures to a fretful client is to start where the patient’s comfort can be controlled. “Modalities like an entry-level enzyme peel, light microdermabrasion, a Dermapen skin-needling treatment (where needle depth and penetration can be controlled), product infusion or LED Photon Therapy can be an effective stand-alone treatment or an exceptional Skin Workout when combined,” says Enna-Cocciolone.
#4 Make sure there are no surprises
For a client who is nervous pre-procedure, it’s best to keep them well informed about what’s ahead. “Talk the patient through the process and leave room for no surprises,” says Enna-Cocciolone who recommends you talk your client through the sensations they are likely to feel. “[Say things like] “As we begin the treatment today, you may feel a little warmth or tingling; this is perfectly normal. I will keep checking in with you throughout the treatment to ensure you are comfortable and if at any time you are not, please let me know so that we can adjust the treatment. There is absolutely no reason why this should hurt today”,” says Enna-Cocciolone. “The key is communication, and the patient feeling confident their skin therapist has their comfort as a top priority.”