Fielding Questions about Drugstore Skin Care
I would like to know how you handle questions about these lines from clients? I spent alot of time today talking to a lady about Olay ProX and really don't know what is in these lines (Loreal Youth Code, Neutrogena, etc). Some of these products cost as much as, if not more than the professional lines we sell. I normally tell people the pro lines have higher amounts of active ingredients and will produce results faster. Does anyone have other advice on how to talk to clients about the differences in pro lines, vs these lines they see advertised everywhere?
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Replies to This Discussion
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Permalink Reply by Robin A Townsend on
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As a Skin Care Specialist I personally pride myself in learning and knowing as much as I can about virtually all skin care lines and products. Especially the more popular lines (including those found in drugstores, as well as department stores). So, when clients come to me with questions regarding products found in drug stores or department stores, I can give them honest answers to their questions. Ah, but when there is a product that is brought to my attention that I may not be familiar with, I am honest enough to say that I am not familiar, and that I will research the product thoroughly, find out any information requested, and I let the client know what I find. By doing so, I learn about a new product/product line, the client's inquiry is satisfied and I continue to earn her trust of being a knowledgable, honest and informed Skin Care Specialist.
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Permalink Reply by Jodi on
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Robin, thanks, all good advice. The problem I have is that the environment I work in sells all these lines (minus the dept store lines) and people want instant answers. I did have a conversation with a lady last week about Olay, Loreal and my professional lines, and discussed treatments with her as well. She got a mini treatment, and bought the professional product, which I thought was best for what she wanted. The nice thing about that was, I was able to use the professional products on her in the treatment and she could feel them for herself. I have read the ingredients on alot of the drugstore lines, and alot are similiar to our professional lines, and actually are starting to rival them in price. But I would think the professional lines have higher concentrations of active ingredients. The problem is, alot of lines (both drugstore and pro) don't give percentages of things like Lactic Acid, Vitamin C and Retinol. So it's hard for me to prove what would be more effective for someone. With so much out there, I sometimes feel as confused as the consumer. I'm new to this field, so I hope time and experience will help me with this.
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Permalink Reply by Patricia Preuss on
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I found that some over the counter products are very effective and affordable. I am in a very conservative area and people here really watch their money. (the economy does not help) So I offer advise about effective yet affordable products that I learned about when I worked in a dermatology office. Even tho drug reps brought their products in to give away, our doctor did advise Aveno products. They are soy based and affordable. This is for my clients who have average/normal skin and are used to careless skin care habits. They find it is easy to change their routine when they saw how much better their skin looked an felt with just regular cleansing, toning & moisturizing. At least it was a start and I could build from there. I agree with you Robin, being honest with your clients is the best way to establish trust and since I am still building my clientelle I find I learn something new everyday
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Permalink Reply by Terra Dolce on
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Hi Jodi,
I came across these questions quite a lot when we initially started selling our products. We tested sales performance by starting to sell directly to consumers at public events such as Earth Day festivals about 2 years ago.
Most comments I often received were related to costs and reliability of performance. As an Esthetician, my wife spent a lot of time researching the mass-produced drug store brands, some of which are really good. However, the common theme found is that some of them have chemicals which create substitutes allowing for your skin to appear clear as an effective solution. However, once you go off of them, your skin will revert to its natural state due to the lack of the substitutes of the product and will often worse. For instance, this is something we have found to occur with the use of proactive.
This is often the case when certain synthetics are involved. Then there is also the discussion related to the level and effects of certain preservatives, etc. For example, skin-drying effects and rashes...which can be the result of ethels, parabens, etc. Generally, I feel there is a lot more money spent on R & D when it comes to the professional lines you probably sell. They are often targeting specific skin conditions rather than being formulated for mass-marketing potential, but a consumer isn't probably going to listen to that kind of a statement.
Maybe the optimal way of phrasing it is to consider drug-store brands as a "deterrent" for skincare problems and some professional brands as a "solution."
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I have definitely taken my clients to the drugstore lines isle when it was obvious they would do nothing if I didn't. I am honest about everything I tell them. The main thing I don't see the difference in is the acne spot treatments. My products, and Clean and Clear are all 5% Benzoyl Peroxide, so why spend $43 when you can spend $5? I have them buy our skin wash, and send them over there for the spot treatment. I have also recommended Aveeno for people with very senstitive skin, and they have come back and thanked me. The anti-aging products rival the pro products in cost, so I usually try to steer them to the pro products for better results there. Thanks everyone for the feedback!
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