A fair prospect

We asked practice manager and dermal aesthetician, LOURETTE DU TOIT, for tips on how to manage your client’s body contouring treatment expectations e are in an industry where the Golden Rule applies: under promise and over deliver. When it comes to body contouring and using non-invasive technology such as radiofrequency, infra-red, vacuum and rolling, it is very important to make sure you W are managing your client’s expectations. There are a lot of different devices and technologies on the market, competing against each other for the spotlight. It’s very easy even for us as the professionals to get confused or overwhelmed. Now just imagine how the consumer feels. This information is relevant to all other procedures or products we offer in our clinics, but I want to specifically highlight a few points to keep in mind when we do body contouring. I firmly believe in setting the expectation from the very start. This eliminates any disappointment during or after the journey with your client. In order to set the expectation, I recommend keeping the following list in mind:

1. Knowledge is key

Make sure you and your team are fully educated on the systems/ products that you offer at your clinic and also on the conditions you are treating. Body contouring includes conditions such as stubborn fat, cellulite, sagging skin and circumference. It’s important to be well educated on how these conditions form in the body, and what needs to happen to create an improvement in this condition.

2. Real results

Start managing expectations even before you meet your client. Marketing gets done on multiple platforms, of which social media is one of the biggest. I always make sure that when I advertise our services to our market, to show real results from real patients or clients, with the correct information.

3. • • • Consultation This is probably one of the most important points to remember. During consultation we do all our checks to identify a few things: The client’s concern The client’s expectation The best option of treatment, Body Contouring combination and or homecare products • The quotation During this consultation, educate your client on the concern they have and set the record. Discuss the severity of the condition, the chances of improvement and a general timeline. There are fantastic machines and ingredients available, but no result will last if the client goes back to unhealthy eating habits or a sedentary lifestyle.

4.Re-assess

By re-assessing your client’s concerns e.g. measuring, weighing or taking photos with every visit, it helps you as the specialist to determine whether you are still on the right track to get your client to his/ her desired results or to identify if your client is struggling to keep to their home care instructions, such as healthy eating, regular exercise and enough water intake. By continuously following up with your client during their body contouring journey, you maintain their trust and confidence in you. You are reminding them of the goal and constantly managing the expectation

5. Follow Up

It’s important to sit down with your client after their body contouring journey and discuss or summarise her results. This is when you will compare before and after photos, measurements or weight, maintenance plan and ultimately that their expectations were met or over delivered. By managing expectations from BEFORE you meet your client right through to the end, you are painting a clear and educated picture and eliminating disappointment or miscommunication.

Body contouring is an exciting journey to go on with your client, as you are working towards a goal together, not just her physical goal but often also emotionally by restoring selfconfidence and improving self-esteem.

I always say: our work is much deeper than skin deep. PB

Lourette Du Toit has over 14 years of experience in the skincare and medical aesthetic industry, having worked with multiple different brands, technologies and techniques and undergone additional specialist training. She is an Isa Carstens Alumni and has been running a big medical aesthetic practice in the heart of Sandton since 2014.