Do these computer generated ads ever result in an actual sale? Well, I guess they must if the computer dials enough phone numbers! Personally, I find them so disruptive that I find myself irritated with the company selling the product, the person running for office or my eligibility for some great credit offer. STOP INVADING MY OFFICE!

The good news is that there is a sales method that did increase my services and it didn't cost me a dime!

First, you need to have a digital camera.  If you aren't already using one, you can find great deals on new and refurbished models on-line.   My little Nikon came with a cable that can connect to my in-office television, allowing my clients to view their "before" and "after" looks before they leave my office.   Clients LOVE to see themselves on the screen.   It also gives them a better perspective during the consultation when they see themselves "in reverse."

Second, you need 3X5 cards or a simple note pad and a black marker.

In my office, I request that all clients arrive with their full makeup on. This not only allows me to see what their "hearts desired look" is, it also gives me a photo opportunity to compare their "improved" look against.

"before I touched you" photo

With each client, I take a "before I touched you" photo. The client's name, date and (most important) email address is printed in bold letters on the note pad which they hold under their chin while I take their first photo. At the end of their service, I take their "after" photo.

I inform my clients that I am creating a photo file of their work for my records, and I would be happy to email them their photos for their own use to monitor any color changes. This is one way that they can view their new look and have something they can print out in black and white, draw on any additional changes and bring it with them when they return for their follow-up appointment.

cont.  by Paula Pilmanis

Here is the sales part of this process .... they can't resist sending their emailed photos to their sister, friend, neighbor, co-worker, etc... They talk to each of these people telling them about how thorough, artistic and professional and "Hi-Tech" the appointment was. The best thing is that they all have an example of my work which they WILL go on to e-mail to someone whom they think would also be interested in my permanent makeup services!

With my client's permission, I also send their file photos to the doctor, salon or facialist who referred them to my office. This gives that office recognition for that referral as well as peace of mind viewing the result of their referral.

I also have the opportunity to generate additional services with my clients if, during their consultation, I sketch on lips, eyebrows or eyeliners. They usually have that example still in place in their "after" photos.

In with my clients' photo email (which I usually send within 48 hours), I also remind them of the other services they were interested in and list the cost of the additional service. Their file photo gives them a physical example of what the additional service would look like. If your client doesn't have an example of their possible "look," they may forget just how great the additional services can make them look and feel! By the time I see them for their follow-up appointment, the convenience of their permanent makeup service is obvious and additional work is scheduled!

One more tip: I always try to get their "photo email" to them during the work week.   This gives them the opportunily to share their photo while they are at work.   If you send it on the weekend, it may be opened once and never re-opened.   Clients always thank me for their photos. This little "extra touch" stays in the email airwaves forever!

Paula Pilmanis
Vice-President, American Academy of Micropigmentation
Dermagraphics Permanent Makeup Center
www.dermagraphicsinc.com