MODULE 4 WORKBOOK PURSUE YOUR PASSION. Exclusively from

Transcription

1 Love BEAUTY? MODULE 4 WORKBOOK PURSUE YOUR PASSION Exclusively from ACTRESS ARTISTRY TERESA STARTUP PALMER - MODULE 4 1

2 TOPICS Finding your customers Introducing the ARTISTRY Signature Solutions program to your customers Introducing the ARTISTRY Skin Analyzer to your customers Signature Solutions consultation Signature Solutions facial Closing the sale Referrals Homework for module 4 2

3 MODULE 4 CONTENT FINDING YOUR CUSTOMERS Who is your customer? Where are you going to find customers? Family and friends are a good starting point. You are comfortable with them and they will be supportive and allow you to practice with them. Ask, I am starting up my own business with ARTISTRY beauty products, can you please help me out by allowing me to practice my presentation and application skills. They are beautiful products and I m sure you would love the pampering. No obligation to purchase. If you want to invite a friend, that would be great as I can do with as much feedback as possible. Mums from school, acquaintances from sports club, gym. Mary, I have noticed that your makeup always looks so beautiful, what do you use? A compliment always goes a long way and will give you the opportunity of mentioning that you have a gorgeous makeup range that she might be interested in looking at. Mary, you ve got beautiful skin, do you use any particular products? I m not sure if I have told you that I have just started my own skincare business and our products specialise in the latest anti-ageing technology, I d love to show you the range I would really value your opinion. Work Colleagues Still can t think of any potential customers? Who do you know that has skin? In module 3, you learnt all about the ARTISTRY products, you now know that we have a range of products to suit all age groups, and almost every skin type and skin concern. Therefore everyone we meet is potentially an ARTISTRY customer. INTRODUCING SIGNATURE SOLUTIONS Getting the appointment Here are some tips on getting appointments. You will find the Skin Consultation script and the Signature Solutions facial script on the Signature Solutions training page. If you could improve the condition of your skin, and how your skin looked and felt, would you be interested? Would you be interested in achieving a more youthful looking skin? I work with a skin transformation program to assist my customers in improving the condition of their skin with excellent results. Would this be something you would be interested in? If I could show you a skin transformation program that has the potential to dramatically change the condition of your skin and how your skin looks and feels, would you be interested? 3

4 As you can see there are many ways you can introduce the Signature Solutions Skin Transformation Program. Practice so that it sounds natural and unrehearsed, the more you say it the more comfortable you will feel. Try a compliment. Isn t it nice when we receive a compliment? Lauren, you have lovely skin, you obviously look after it well I have a skincare business and have just introduced a skin analyser that is the latest in skin diagnostic equipment. I m sure you would be interested to know the current condition of your skin. It is truly amazing and conducts 9 different skin tests to determine your skin s current condition. I am offering exclusive complimentary skin analysis sessions to launch this service. When would be the best day to book you in next week for your free session? Offer an exclusive session. Mary, I have just introduced a professional skin diagnostic device into my business. The ARTISTRY Skin Analyzer conducts 9 different skin tests to determine your current skin condition. As an introduction, I am offering a complimentary exclusive skin analysis. When would you be available to take advantage of this offer? Ask open-ended questions. One of the best techniques to discover information is to ask openended questions to identify customer needs. An open-ended question is a question that requires more than a yes or no answer. Common open-ended questions begin with: Who? Who do you know that would love a complimentary skin analysis? What? What concerns you the most about your current skin condition? When? When is the best time for you to make an appointment? Where? Where do you normally purchase your skincare products? Why? You know, I am curious why do you think your current product is not working out for you? How? How often do you have a professional skincare treatment? How do you feel about inviting a friend to also share this appointment? Start a conversation based around skin concerns. Hasn t the weather been unpredictable? My skin is feeling really dry, what about you? How was your weekend? Mine was really busy. I had a group of friends over to have their skin analysed using my new ARTISTRY Skin Analyzer. They were all complaining about how their skin was looking and I was able to do an analysis to determine what was happening with their skin and offer some solutions. 4

5 Conversation around skin concerns can relate to age, pigmentation, dehydration, spots and pimples, tired looking eyes. Ask for help. Mary I have just invested in a professional skin analyser for my beauty business. The ARTISTRY Skin Analyzer is the latest in skin diagnostic equipment and conducts 9 different skin tests to determine the current condition of your skin and then makes recommended solutions to help correct concerns. I need to practice on as many faces as possible. Can you be a model for me? The plus side is you will get a complimentary skin analysis with the latest diagnostic equipment and find out the current condition of your skin. It even provides recommended product solutions and I will finish the session with a facial to demonstrate the recommended products. When can I book you in? Why not just ask? Mary, I have just invested in an amazing professional skin analyser for my beauty business. It professionally conducts 9 different skin tests to determine the current condition of the skin. It provides comparative data that compares your results with a 30,000 database from all over the world. And, after the analysis is complete it will provide you with a summary highlighting the key concerns and recommends a range of products to treat these concerns. It is heaps of fun and my customers are loving it. I never realised that my skin was a little low on hydration so I have taken the right steps to correct that and my skin feels so much better now. You could also ask: Would you be interested in having your skin professionally analysed? Would you know of anyone who might like to find out about the condition of their skin? Have you ever had your skin professionally analysed? Why don t we organise a few ladies over and have a play? INTRODUCING THE ARTISTRY SIGNATURE SOLUTIONS SKIN TRANSFORMATION PROGRAM Remember, we covered introducing the ARTISTRY Signature Solutions Skin Transformation Program in Module 1. I hope you have all been practicing this script because now is the time to start introducing Signature Solutions to everyone you know. The ARTISTRY Skin Transformation Program is a holistic program to transform your skin. We tailor a program that is individual, based on your unique skin, your skincare concerns and your personal lifestyle and will recommend a solution that will improve the condition of your skin. Analysing your skin with our unique ARTISTRY Skin Analyzer, the latest skin diagnostic technology, you will receive a professional diagnostic report on the current condition of your skin. It is such a great experience and my customers love it! I am available on (e.g. Tuesdays and Thursdays 10am to 2pm or Saturday 10am to 3pm), what day and time would suit you best? Just a tip, don t be too available as you are a very busy consultant with a lot of bookings! 5

6 MAKING APPOINTMENTS The goal of this first contact is not to sell product. The purpose of this conversation is to: Determine what the client wants Determine why the client wants it Set up an appointment to meet Pre determine the time-frame YOU HAVE YOUR SET DAYS AND TIMES YOU HAVE PLANNED TO WORK YOUR ARTISTRY BUSINESS. Take out your diary, ipad or organiser on your smart phone. Don t be too accessible. You don t want to appear desperate for an appointment and give the impression that you don t have any appointments. Mary, I am available on Thursday morning at 10am or Wednesday afternoon at 1pm. Which would suit you the best? When at a consultation with other women, you will want to do either a follow up appointment or booking with them. Take out your diary. Pre mark the days you aren t working and together look at the diary to discuss a day and time within your schedule. PREPARATION Confirm You have discussed with your customer that you have an exclusive and professional skin diagnostic device (The ARTISTRY Skin Analyzer). She was interested so you made a time for her to view the range. You have also given permission for her to invite a friend (always advisable). If the appointment was made a few weeks earlier, always ring the week prior to confirm. It is always advisable not to make an appointment too far in advance as people tend to forget or lose momentum. If the appointment was made 1-2 weeks earlier, call at least 3 days prior to confirm the consultation. If you are not using the ARTISTRY Skin Analyzer, advise that you have a range of products for different skin concerns and as you value Mary s time, you would like to make the appointment specific to her skin concerns. What targeted solutions are her main focus? For example, we have now confirmed that your customer is focused on prevention she is in her 30s and looks after her skin. You are going to demonstrate the Youth Xtend, Supreme LX and the Intensives range. Ask your customer if she has invited anyone to attend. E.g. she has invited her Mum. Therefore you are going to include the ARTISTRY Youth Xtend Ultra. Always have the Special Care Collection, Hydra-V and the Ideal Radiance on hand but in this case you won t need to display these products unless the need occurs. E.g. your customer s Mum might mention that she is very concerned about age spots. 6

7 Ask Mary to cleanse her skin at least an hour before you arrive. E.g. your appointment is at 10am, ask Mary to cleanse her skin in the morning and not apply any toner, moisturiser or makeup. This way you will get a good reading with the ARTISTRY Skin Analyzer. If Mary has invited a friend or friends to also attend, ask her to give them this information as well. Prepare Check that you have all of your products that you want to show your customer Are the products full size, good quantity and clean? No dirty rims or finger prints avoid using samples Do you have enough disposables (wipes, spatulas etc)? Clean headbands as you will be doing a facial demonstration Cape or towel Hand towels, tissues, cotton pads, cotton buds Store and carry product in a clean ARTISTRY case or carry bag not too many pieces of luggage Personal Presentation Do you have an outfit that is comfortable and smart? Dress for Success What do the cosmetic counter consultant s wear? Is it clean and freshly laundered and pressed? No low necklines No denim or shorts No dangly necklaces or earrings, distracting bracelets, minimal rings remember you are going to be applying product to the face or backs of hands. Comfortable and clean shoes no thongs or casual sandals. If wearing open shoes, the toe nails must be painted, with no chips, so well-manicured toes and feet. Nail Polish to be well maintained not chipped. Is your hair clean and well presented? AT THE APPOINTMENT Be prepared for cancellations this happens. Sometimes life gets in the way of the best laid plans make another appointment. If an appointment date has not been set, advise that you will be following up. Your customer has called to say that her friends can t attend, should you reschedule to another time when they can both attend or can she arrange a couple of more ladies? The answer would be NO, you are happy to just show her as she is the reason for the demo in the first place. Be on time Greet your customer and ask where she would like you to set up. 7

8 Create Rapport Developing a relationship with your customer is essential to a successful consultation and ongoing clientele. Build rapport and create comfortable communication between you and your customer this could be discussing the home how long have you lived here, area, children, common connectors such as friends, acquaintances etc. Remember, your customer is only expecting for you to be in her home for hours max so too much chit chat can be annoying for some customers. Make a mental note of some of the personal things you have discussed e.g. going on holiday, daughter s wedding etc., As these are the subjects you can bring up next time you see her. E.g. Mary, how was your daughter s wedding, how was your holiday? We all love to feel special and remembered. One on One Confirm with your customer the ARTISTRY Skin Analyzer consultation or products you will be showing and demonstrating today which will meet the skin concerns you previously discussed. Ask her if she would like you to demonstrate these products on her face or on the back of her hands. E.g., Mary, most of my customers like to have the products demonstrated on their face but if you would prefer me to demonstrate on your hand, that would be also effective Group Consultation Prior to the consultation, confirm with your host if she would like you to demonstrate on her or if she would like the others to participate. If this is the case, then you will need to give your customer instructions that each guest will need to attend with clean skin. Have cleanser available if they need to cleanse when they arrive. Thank the host for inviting you and the reason to discuss the ARTISTRY Signature Solutions program. Once again, introduce to your group the ARTISTRY Signature Solutions Program. Do you know what to say have you practiced so it sounds natural? THE SIGNATURE SOLUTIONS CONSULTATION To get started turn on the ARTISTRY Skin Analyzer. Make sure your ARTISTRY Skin Analyzer is linked to your ASA number on your Wi-Fi. Open the App icon on your ipad, laptop or mobile device. Introduce ARTISTRY and the Signature Solutions program. Make it short and sharp, remember your customer doesn t want you there all day. Welcome to the world of ARTISTRY and congratulations on taking the first step to achieving a more radiant and healthier looking skin. ARTISTRY is a leading direct-selling skincare and cosmetics brand holding recognition in the premium beauty category. ARTISTRY invest millions of dollars in research to develop innovative products that meet the needs and diversity of women and men s skin worldwide. Today I am going to introduce you to the ARTISTRY Skin Transformation Program our holistic program to transform your skin. We tailor a program that is individual, based on your unique skin, your skincare concerns and your personal lifestyle and then recommend a solution that will improve the condition of your skin. 8

9 I have asked you to have cleansed skin for this consultation because I am going to do a thorough skin analysis using the unique and technologically advanced ARTISTRY Skin Analyzer. The ARTISTRY Skin Analyzer is a professional, portable skin diagnostic device and I m going to play this short introduction video. Click on video from the home screen. Play your client the video. So, you can see, it analyses 9 different skin conditions and provides personalised product recommendations that will address your personal skincare needs. The analysis is measured against a data base of 30,000 segmented by age, sex and skin tone so the comparisons are relevant to you. For example, if you are in your 40s, female and have light to medium skin, your results are measured against the data base of women in their 40 s with your skin tone. Are you ready to have your skin analysed? (This script is on the Training website - THE SIGNATURE SOLUTIONS CONSULTATION) COMMENCE WITH THE CONSULTATION USING THE ARTISTRY SKIN ANALYZER. To set up a new customer, click on New Customer. For a repeat customer - the Skin Analyzer app stores and saves the details of all your customers so if it is a repeat visit you just need to click on their name. You can delete the customer at any time by ticking the box next to their name and click delete. To set up a new group, click on Edit Group. Click on Edit Group / then New Group. Type in the name of your new group and then press done on the keyboard. When the disclaimer pops up, explain to your customer that this is necessary to receive their permission to collect and store the information. Explain that this information is only used for the ARTISTRY Skin Analysis and not used for telemarketing purposes. They also have the option of deleting their results after the consultation in front of them but keep in mind that you won t be able to do a follow up using their original consulting diagnosis as it would have been deleted. Answer yes to the disclaimer. Press OK Fill out the Customer Registration - make sure you put in accurate information such as age range, gender and skin tone Light to Medium or Medium to Dark as the data base is measured on this information. You can also put in added information in the memo notes. If you want to assign this customer to a group, choose the group pre-set up. Groups need to be set up BEFORE starting the Customer Registration. Press Find the name on the Customer List, click on the name and open. Press Start Analysis. Complete the Questionnaire. Normally you would go through each question. These questions are for conversation only. It will give you an introduction to her skincare routine and lifestyle. The questionnaire will save automatically. To save a copy manually, you can also download this questionnaire from Module 2 Startup Program in elearning. At the end of the questionnaire, confirm again with your Customer Your main skin concern is NOTE: Test on right side of the face for all 9 skin tests. 9

10 COMPLETE EACH SKIN TEST. See instructions from Module 2. Hydration Conversations. The Hydration test will show the current hydration in your skin. Hydration is the water content and is extremely important to maintain healthy well-balanced skin. There are many reasons why the skin shows as dehydrated. Some reasons include: Not using toner Your cleanser is too drying on the skin There might be a build-up of dead skin cells Health can be a factor cold, illness Air travel Air conditioning Stress Medication This is your result based on your current skin condition. The data base is the white line. Your result is shown as a gold dot. A good result would be above the white line. The white line represents the average value by age and skin tone and the gold dot is where your result sits compared to that data base. You will also see a grey bar graph which shows the average data base and the gold bar represents your result. Immediately the customer can see how their skin compares in hydration for their age group, skin tone and gender. We will visit the final result that will show on the summary when we complete all 9 tests. Sebum Conversations. Let s visit the next test, Sebum. This tests oil in the skin and diagnoses your skin type. I am going to do this test using 2 sebum papers. The first test is on the U Zone this is the outside area of the face. Normally the outside of the face is the driest area. Do the test and show the customer that you are disposing the sebum paper. I am just going to put this paper aside for the rubbish as it can t be used again. The next test will be on the T Zone. Take a new sebum paper and test the T Zone once again show the customer that you are disposing the 2nd sebum paper. You can see on the left and right side of the screen that oil shows as red spots or patches. Your results show.. Often you might see on the left side slide, the U Zone, there is little evidence of oil. On the right side slide, the T Zone, there might be more oil present. I am just going to click on Show All Results to find out your skin type. As you can see in the summary, your skin type is Close the Summary page and go back to the skin tests. Note: Some oily/combination customers might show a result as dry. This might be the result of surface dryness and dead skin cells. Make sure you are pressing firmly on the skin and leave for a few seconds. 10

11 Pore Conversations The next step is Pore. This test shows the size of the pores on your skin. Most of us are looking for more refined skin. You will see an image with red circles. This represents the largest pores on that area of skin. Your results are shown on the bar graph. The data base is the grey bar and your result is the gold bar. You can see your result is (under/on average or above) the data base. Let s compare your results against other results of Good, Precaution and Care Needed. Pigmentation Conversations The next step is Pigmentation. This test will show any pigmentation or excess melanin within the skin. Melanin gives our skin its colour but excess melanin can show up as brown spots and uneven skin tone. If this is a concern for you, it is essential to keep your skin protected from the sun and always use an SPF when outdoors. Keep in mind that pigmentation can develop long before it shows up on the skin so early prevention is essential. You can see here on the screen that the dark grey bar is the data base result. Your result is the gold bar. You can see your result is (under/on average or above) the data base. If there is a high reading, the pigmentation will show in the image discuss the image. Let s compare your results against other results of Good, Precaution and Care Needed. Note: If the customer has pigmentation on the other side of the face or on an area that you haven t placed the Analyzer, you can do the test on that pigmented area even though it is not on the right hand side of the face. Just make sure you make a note of this on your customer records. Radiance Conversations: The next step is Radiance. This test will show the brightness and clarity of the skin. Often a build up of dead skin cells and a lack of hydration can affect the radiance in the skin. You can see here on the screen that the dark grey bar is the data base result. Your result is the gold bar. You can see your result is (under/on average or above) the data base. The lower the number of the graph (gold bar), the more radiant your skin is. Your results is also seen on the analysis image with the red line. Radiance mode gives a calculated value based on the pigmentation value and skin evenness value. Therefore the lower melanin you have and the more even/smooth (less rough) your skin is, therefore the result will be less than the red bar. Elasticity Conversations: The next step is Elasticity. This test is done similarly to the Hydration test. Often we find that when the hydration levels are low, there is a low reading for Elasticity. This is because hydration affects our elasticity. One of the fastest way to prematurely age our skin is to dehydrate it. The skin needs hydration to help keep it plump. You can see on the screen your result is the gold dot on the graph. The white line is the comparable data base. You can also see that your result is the gold bar and the data base is the dark grey bar. What we are looking for is a result that sits higher than the white bar on the graph and equal or higher than the grey bar. Therefore your result is showing. (higher/lower/ around average) but we will get the final result when we open the summary. 11

12 Wrinkle Conversations: The next step is Wrinkle. This test will show the depth of wrinkle and premature ageing. Your result is showing against the data base. Your result is the gold bar and the data base is the dark grey bar. As you can see your result is showing (higher/lower/ around average) but we will get the final result when we open the summary. We can compare your result to images of Good, Precaution and Care Needed. Note: Sometimes you will see black pigment like dots showing up on the skin. This is not pigmentation, they are ridges in the skin even though the skin might appear smooth and wrinkle free. Make sure there is no hair under the camera as this could show as a fine line. Customers can sometimes show no signs of wrinkles but have a higher reading. This is a good conversation starter to address using an eye cream or to take the eye cream around to the outside of the eye, not just under the eye. Congestion Conversations: The next step is Congestion. This test will show inflammation, bacteria and congestion within the skin. It can also show up as a build-up of dead skin cells. Note: Make sure you put the sensor closer to the nose area than the cheek area as sometimes fine hair can show up as congestion. A low reading is good. We are looking for a result where your reading, the gold bar, is lower than the data base, the dark grey bar. Your result is.. (higher/lower/ around average). We can compare your result to images for results of Good, Precaution and Care Needed. Note: You might see on the screen some yellow streaks. These could represent congestion, fine hair on the face, oil on the surface of the skin or any debris on the surface of the skin. You might have a customer who has apparent breakouts on her face, yet she gets a reading that shows low congestion and queries why would she get this result when her skin is breaking out. There are different reasons why the skin might break out and they are not all acne related bacteria. Breakouts can be hormonal or even product related not removing foundation properly, too rich for the skin. A high congestion reading image can show as red and yellow areas. Sensitivity Conversations: The last step is Sensitivity. Sensitivity will show on the screen as red patches. Note: If the skin shows sensitivity or if testing at different times of the day to the previous test, always ask: What activities have you been doing or have you just been out in the sun? (E.g. just been for a 30 minute brisk walk in full sunlight.) Do you use anything abrasive on your skin? Are you taking any medications? A low sensitivity reading is good. Your result is.. (higher/lower/around average). We can compare your result to images for results of Good, Precaution and Care Needed. 12

13 SHOW ALL RESULTS Discuss the results Now we have finished each of the 9 tests, let s go through each of the results. Click Show all results We will start with Congestion. Your result shows.. (Good, Precaution, Care Needed. Read her the summary of Congestion) Note: If the reading is good and there are breakouts present, have a conversation about general health, hormones, does she break out at certain times of the month, is she removing her foundation properly? If using an oil based cleanser, is she double cleansing with a foam cleanser to remove any further residue, does she use a toner? If breakouts are a concern for your customer, you would put the cursor over the Congestion circle and click to get the products recommended for an acne prone skin. As you can see from the Sebum result, your skin type is.there is no good or bad result. This result is telling us what your skin type is in order to recommend the right skin care to suit your skin. Note: If oily skin is a concern for your customer, you would put the cursor over the Sebum Circle, you will get the product recommendations for an oily skin. As you can see from the Sensitivity reading, your result shows. (Good, Precaution, Care Needed). Note: If their skin shows sensitivity, this will start a conversation about sensitivity within their skin. How do they treat their skin? Do they use harsh exfoliants and if using exfoliants, do they rub too hard? Do they spend a lot of time out in the environment sun, wind or extreme cold conditions? Is sensitivity hereditary? Is their skin also dehydrated? Hydration is vital for capillary health. What do they use to protect their skin? Do they have any skin conditions such as Rosacea? If sensitive skin is a concern for your customer, you would put the cursor over the Sensitivity Circle, you will get the product recommendations for a sensitive skin. As you can see from the Pore reading, your result shows... (Good, Precaution, Care Needed). Note: If their Pore reading is showing Precaution or Care Needed and this is a concern for your customer, discuss the need for regular exfoliation and hydration. Excess dead skin cells can clog the pores and weaken the pore walls. Dehydration can often cause oil glands to produce excess oil to compensate for the dryness on the skin s surface. Open pores can be a concern at any age. You might also suggest the Intensive Advanced Skin Refinisher, ARTISTRY s Smart Pore Eraser. Pentagon Conversation: Now let s have a look at your final results on the Pentagon. The White Area shows a good final result reading. There are no apparent concerns with the areas shown. However, this is not a message to say that skincare is not needed or that their skin will always appear good. A regular skincare routine is essential to maintain a good result. 13

14 The Light Grey area shows no problems presently but you need to maintain good skin health to prevent deterioration. It is important to keep the hydration levels higher in the skin as dehydrated skin can lead to wrinkles. Taking precaution to help prevent the premature signs of ageing is an insurance policy for younger looking skin, longer. (How old is this customer is this a concern for her?) The Dark Grey final reading shows that the skin needs immediate attention in these areas. You will find that any areas that are in the dark grey area that display a high Care Needed reading, a red exclamation sign will be displayed. Note: If the result is on the border of Care Needed and Precaution, an exclamation mark might not be highlighted. In some cases, you might have 3 areas highlighted. What area do you focus on? Always go back to the customer s skin concern listed on the Lifestyle Questionnaire. e.g. Jane there are 3 areas of concern here, Elasticity, Pigmentation and Hydration. I would recommend that you start with one area of concern and then we can introduce other products to your Skin Transformation program to target each of these skin concerns. Jane you stated in your Lifestyle Questionnaire that you were concerned with ageing skin and the firmness in your skin, so how about we focus on this area today? Note: You can also suggest addressing these concerns with the Signature Select Base Serum and up to 3 Select serums to address these concerns. e.g. You might have a lady 40+ who has a Care Needed result for Wrinkle, Hydration & Pigmentation. She is concerned with lines and wrinkles so you would recommend her the Youth Xtend Regime Pack with the Power Bundle including Signature Select Base Serum Signature Select Hydration Amplifier Signature Select Anti-Wrinkle Amplifier and Signature Select Brightening Amplifier. Supreme LX will target many of the concerns for ageing lines & wrinkles, elasticity and pigmentation and brightness. If you put the cursor over the area of concern, e.g. Elasticity and click, you will get the product recommendations for an Elasticity skin concern. 14

15 PRODUCT RECOMMENDATION At this stage you are going to show your customer the products you are recommending. Use those products with a mini facial. Script example: Mary, this is the product recommendation based on your ARTISTRY Skin Analyzer results. You commented on your Lifestyle Questionnaire and confirmed with the analysis that you are the most concerned with ageing skin and the lack of firmness in your skin. Therefore I am recommending the ARTISTRY product bundles for Elasticity. You will notice that there are 4 different areas with product recommendations so let me explain what they mean. In the first section is the Skin Renewal Kit. This includes the Intensive Skincare Renewing Peel and Vitamin C + HA Treatment. Both are intensive treatments that improve the skin cell renewal cycle and provide antioxidant support. This step will prepare the skin for all of the other products. It is like a kick start to your skin program. Exfoliation is the first step to any skincare regime. The second area is your Daily Skincare Regime. The Daily Regime Packs include the daily cleanser, toner and moisturiser. These are everyday basic skincare products to meet the customer s specific skin types and concerns. The third area is our Power Systems. This includes serums and Intensive treatments intensive treatments that target your specific needs and skin concerns. Serums are formulated to deliver results at a deeper level of the skin. They support the effectiveness of your moisturiser. We have recommended a personalized serum based on your results and your skin concerns. The Additional Products listed here are products that you can add to your recommendations, such as your night cream and eye cream. So before I go into more detail about each of the products, let s demonstrate each product on your face with a mini facial. How does that sound? Note: some customers might want to have the products demonstrated on their hand instead of the face. Follow the ARTISTRY Facial Script. You will find a copy of the script in the downloads Signature Solutions Facial pdf. Doing a mini facial will give you an opportunity of introducing your customer to each of the recommended products. e.g. Mary, the ARTISTRY Skin Analyzer has recommended the Youth Xtend Regime Pack. Youth Xtend is formulated with LifeSirt to reprogram the future of skin and to visibly repair and protect the skin. You have said that you are concerned with premature ageing so the Youth Xtend range will be a perfect addition to your skincare regime. 15

16 THE ARTISTRY SKIN ENHANCER The ARTISTRY Skin Enhancer is a professional beauty device that uses dual-technologies, Derma ion Galvanic current as well as 3D vibration, to enhance skincare absorption. The use of currents has proven to be an effective way to increase the absorption of skincare ingredients into the skin and the ARTISTRY Skin Enhancer uses 2 types of current to enhance product absorption, Direct current and pulsed current. Not only does the ARTISTRY Skin Enhancer use the dual technology of current and vibration to help product get absorbed into the skin BUT the technology is advanced enough to provide the optimum current and vibration for each individual product, so each serum has a unique mode where the pattern frequency and current has been specifically created to get the optimal penetration and best results. This professional device, coupled with our high-performance Signature Select serums and our great training program, provide all the tools and resources you need to be able to confidently provide your customers with full facial treatments to rival beauty salons. Spending the time to upgrade your consultation to include a full facial treatment using the ARTISTRY Skin Enhancer could be a great way to generate more business and give you more opportunities to connect with your customers. USING THE ARTISTRY SKIN ENHANCER IN YOUR FACIAL You can introduce the ARTISTRY Skin Enhancer to suit your customer s purchasing preferences. If the customer is not interested in the ARTISTRY Signature Select Serums, you can just offer her the mini facial focusing on the products that she has chosen or feels are a benefit for her to start her Signature Solutions journey. Scenario 1. The customer has been recommended the Signature Select serums but has not committed to purchase today. Have a generic Signature Select Serum ready to use. This might be the Select Serum Base with a Hydration amplifier. Use this serum with the ARTISTRY Skin Enhancer. The ARTISTRY Skin Enhancer takes the step of the massage. Introduce to your customer the possibility of having a follow up complimentary facial with the ARTISTRY Skin Enhancer when she/he purchases their recommended serum base and amplifiers. This way you will be able to mix her serums and show her how they are used. Scenario 2. The customer is interested in the Signature Select Serums and has made the decision to purchase today. If you have the Signature Select Personalized Serum Base and Amplifiers on hand, show your customer how they are mixed together. You will now be able to use their Personalized Serum in the facial using the ARTISTRY Skin Enhancer. The ARTISTRY Skin Enhancer takes the step of the massage. 16

17 Some suggestions for upgrading from a free mini facial to a full facial treatment using the ARTISTRY Skin Enhancer: Use the full facial treatment service as a way to reward customers who purchase regularly e.g. offer a full 1-hour facial, free with every 6th product purchase. Reward new customers who provide more than 10 referrals with a free 1-hour facial. Offer customers who spend more than $150 on products at the end of the consultation an invitation to receive a full facial within the next 8 weeks (also gives you the opportunity to connect again). A follow up facial, using the ARTISTRY Skin Enhancer could include a full facial treatment using exfoliating with the Ultrasonic Blade. Offer a free facial to customers on their birthday, for Christmas etc. - another opportunity to connect with them and introduce ARTISTRY products Charge a reasonable fee for a 1 hour full facial so you can earn extra cash and get the opportunity to engage with potential ARTISTRY customers regularly. * Make the fee redeemable for product purchase to encourage customers to purchase products*. The ARTISTRY Skin Enhancer can also be on-sold to customers to give them the opportunity to benefit from the technology of the ARTISTRY Skin Enhancer every day, in the comfort of their own homes. This option is ideal for regular customers who are passionate about their skincare and willing to invest in getting the best possible results. *Amway rules of conduct should be followed to ensure aspects of the transaction such as costs, quality, representation of brand etc. is appropriate and reasonable. In summary, the ARTISTRY Skin Enhancer is an exciting business building device that gives you another tool and service to use as an incentive to purchase; a way to generate more referrals; a reward for higher spend; to extend your time with the customer; or to reconnect with them. THE ARTISTRY SKIN ENHANCER ULTRASONIC BLADE This is referred to as the CLEAN UP mode. The action effectively removes black heads, surface debris and dead skin cells. The Ultrasonic Blade produces ultrasonic vibrations that create bubble jet effects when met with water. The bubble jets penetrate deep into the skin s pores to cleanse blackheads and debris. The ultrasonic motor vibrates the blade 30,000 times per a second so its like gently beating the skin then washing off skin s debris and sebum. And, it enables to cleanse both old dead skin cells and old sebum in the pores. The Ultrasonic Blade is not a replacement for the ARTISTRY Intensive Skincare Renewing Peel. They work effectively when used in conjunction but not on the same day. The natural enzyme in the ARTISTRY Intensive Skincare Renewing Peel removes dead skin cells and replenishes with new, clean cells by accelerating the turnover rate. The bubble jets created by ultrasonic waves cleanse the skin deep within the pores. Use the Renewing Peel twice a week for 6 weeks and then have a break for 4-6 weeks. Use the Ultrasonic Blade twice a week, but not on the same day, when using with the Intensives Renewing Peel. Use the Ultrasonic Blade every other day, two or three days a week if using alone. 17

18 CLOSING THE SALE Script. Here are some options below: Now we have completed the ARTISTRY Signature Solutions Transformation Program. What products do you think are the most important to start your journey with today? Based on your skin concerns and personalised ARTISTRY recommendations, what products would be a priority for you to start with today? Looking at your personalised ARTISTRY product recommendations, what can you see that is missing from your skincare routine? Based on what you have learnt about your skin today, what do you think your skin needs? Do you mind if I make a suggestion? What I would get you started on today is What products do you feel are best to start your Skin Transformation Journey with today? PLACE AN ORDER Step 1: When your customer has decided on the product, click on the SHOPING TROLLY Shop Now function button. You will need to be connected to the internet. Step 2: Select the products to order and ADD TO CART. You are not logged onto the Amway website. As you are not logged onto the Amway website, the prices will show Retail Price. Step 3. The website will ask you to log in. If you want to place the order under your own name, when you are not with the customer, you can follow through with the normal order procedures. The customer won t see this ordering process and you can separately charge the customer the retail amount. 18

19 Step 4: If you want to place the order with the customer, you can set the customer up as a VIP. On the LOGIN page of the website, click on Don t have an account? Find out more. Step 5: Click on REGISTER NOW Step 6: Fill out the NEW CLIENT INFORMATION When confirmed you can proceed with the order showing the Retail Price. RESULTS Advise your customer that you will her the results after the consultation. To send an click on Send . The will open. You will need to reconnect to Wi-Fi to send the . A summary of the consultation will automatically attach if you are using an ipad. If you are using a laptop, you will need to save the analysis to your desktop and manually attach to your . NOTE: You will need to manually attach a copy of the product bundle to her . I would suggest that you save the product bundles onto your device. You can find the individual product bundles in downloads / Signature Solutions on the Amway website. Insert the customer s address, insert subject (ARTISTRY Skin Analyzer consultation) and include a short message thanking them for the appointment, any further instruction, product delivery and confirmation of next appointment. If you want to keep a folder of your s sent and save a copy of this , you can put your address in the Cc or Bcc area. REFERRALS Referrals are an important factor in the success of the ARTISTRY Signature Solutions Program. Referrals ensure ongoing appointments and a strong ongoing client base. Asking for referrals has never been so easy now you have the ARTISTRY Skin Analyzer. The Signature Solutions Consultation is a new and exciting experience for your customer so they will often be willing to share this experience. The more you ask for referrals, the more successful you will be. Script: (Name), I know you have enjoyed learning more about your skin and how the ARTISTRY Skin Transformation program can meet your skin concerns. What family or friends would you like to share this experience? While I pack up my products, just make a list of names you would like to have a complimentary skin analysis and experience the ARTISTRY Skin Transformation Program to improve their skin. 19

20 (Name), apart from individual skin consultations, I can do group sessions to introduce the ARTISTRY Skin Transformation Program. You can suggest: Work group sessions, friend s get togethers, hen s events, social club/school/ fundraising events. INSURANCE If you are using the ARTISTRY Skin Analyzer or Skin Enhancer, recommending ARTISTRY product or conducting ARTISTRY facials and makeups, it is advisable to have Public Liability insurance. IBOs can purchase public liability insurance for approximately $60 per year. It covers those who are engaged in the demonstration/sale of ARTISTRY products and who may enter homes/ businesses of the purchasers. See 20

21 HOMEWORK FOR MODULE 4 TO SAVE YOUR ANSWERS, PLEASE SAVE THE WORKBOOK TO YOUR DESKTOP OR A FOLDER BEFORE CLOSING. ACTIVITY 1: Make a contact list of people you know who you can introduce to the ARTISTRY Signature Solutions Program and the ARTISTRY Skin Analyzer. ACTIVITY 2: Review the Introduction script for the Signature Solutions Program. (This script is on the ARTISTRY Startup Training page and in Downloads - Script for Consultation). ACTIVITY 3: Review the script for the mini facial. (This script is on the Startup Program Training page and also in Downloads - Signature Solutions Facial Script) ACTIVITY 4: Practice introducing and discussing the bundles. The Skin Renewal Kit, Daily Regime Bundles and Power Systems. ACTIVITY 5: Review the script for asking for Referrals. (This script is on the Startup Program Training page and also in Downloads - Consultation Referrals). Save a copy into a folder. ACTIVITY 6: Find 2 models and complete a full Signature Solutions consultation using the ARTISTRY Skin Analyzer. Introduce ARTISTRY Introduce the Skin Transformation Program Introduce the ARTISTRY Skin Analyzer Complete a full skin analysis using the ARTISTRY Skin Analyzer Discuss and explain the results of the analysis Discuss the ARTISTRY bundle recommendations. Discuss why these ARTISTRY products are recommended for your customer and the benefits. Ask your customer for referrals using the referrals list Make a report on each customer. What would you do differently? What areas do you need to improve on? 21

22 ACTIVITY 7: Reflection In your own words, what have you learned from Module 4? How will this module benefit your business? What actions do you need to take? TO EXPAND YOUR LEARNING, PLEASE COMPLETE BELOW To attain and maintain a healthy, balanced skin, ARTISTRY recommend 3 steps, Prep, Infuse and Nourish. In your own words describe each step and what products fit into each of these steps. Getting the appointment Complete the following scripts If you could improve would you be interested? Would you be interested in achieving? I work with a skin transformation to If I could show you a skin transformation program would this be something you would be interested in? would you be interested? 22

23 (Name), I have just introduced a professional skin diagnostic device into my business. Would you be interested in Would you know Have you Why don t we???? My set working days and times for ARTISTRY are ARTISTRY product I need to add to my consultation kit are The Hydration reading might be low. Some causes for low hydration include Some customers with an oilier skin might show a Sebum reading as dry. This might be the result of When testing the Pores, the result often shows an image with red circles. This represents 23

24 If the customer has pigmentation on the other side of the face or on an area that you haven t placed the Analyzer, you can do the test on that pigmented area. Yes No Hydration will often affect the skin s elasticity. Why? Yes No Customers often show no signs of wrinkles but have a higher reading. Give some reasons why. The Congestion result is average but there are yellow streaks on the image. This could be The skin is showing a high Sensitivity reading. Questions you could ask would be The white area of the Pentagon result shows The light grey area of the Pentagon result shows The dark grey area of the Pentagon result shows Congratulations, you have completed Module 4! Copyright Amway

25 ARTISTRY LIVING BEAUTY YOUR BEAUTY IS ALIVE, ENERGISING, UPLIFTING. Breathing in the joy of living a healthy, balanced life with a deep-down sense of well-being. That s why we bring together the best of science and nature, to create personalised beauty solutions, just right for each woman s individual needs. INFUSED WITH NATURE From our organic Nutrilite farms to the ends of the earth, we curate some of the most effective, powerful and pure ingredients from nature with proven benefits to drive amazing results. PERFECTED BY SCIENCE Our scientists combine the right ingredients in the precise amounts, with exclusive technologies and formulations that raise the bar for effectiveness. All backed with clinical proof and intensive safety testing. PERSONALISED FOR YOU Always putting you first, we ve analysed over 32,000 women s faces from all around the world so we can create the personalised beauty solutions just right for you, and each woman s unique, one-of-a-kind beauty. Together, we can encourage and empower one another to live our lives fulfilled with balance and beauty, harmony and health. FORWARD BEAUTY HOW BEAUTIFUL IS THAT? Exclusively from To find an Amway distributor call or (NZ) or visit amway.com.au or amway.co.nz Exclusively from Visit amway.com.au / amway.co.nz or call AU NZ 0800 Copyright