Power Point presentation outlining the reason for IMAP in an Aesthetic office and how to use this 4 step model to up sell and cross sell by creating a long term treatment plan for patients/clients.

1. Welcome
to
The slides in this presentation are the intellectual proprietary property of AESTHETIC BUSINESS
SOLUTIONS and are copyrighted. Any attempt to promote, use or utilize the information contained
in this presentation, without permission of AESTHETIC BUSINESS SOLUTIONS will be held liable for
copyright infringement.

2. www.aestheticbusinesssolutions.info

3. ,
“ In the recent report (2011) from The American
Society of Plastic Surgeons (ASPS), minimally-invasive
procedures increased for the second year in a row by 5
percent in 2011, with nearly 13.8 million procedures
being performed, and "minimally-invasive procedures
increased 6 percent, with nearly 12.2 million
procedures in 2011."
International Association for Physicians in Aesthetic
Medicine (http://www.iapam.com)

4. In 2010, in 2011, the top five minimally-invasive
procedures were:
• Botulinum toxin type A (5.7 million procedures, up 5
percent)
• Soft tissue fillers (1.9 million procedures, up 7
percent)
• Chemical peel (1.1 million procedures, down 3
percent)
• Laser hair removal (1.1 million procedures, up 15
percent)
• Microdermabrasion (900,000 procedures, up 9
percent)

5. •According to Medical Insights, Inc. in their April 2010 Global
Aesthetics Market Study:
•Sales of aesthetic products to be $3.8 billion
•expansion of 12.3% per year
•Greatest growth/largest market development:
•Physician-dispensed eyelash products, neuromodulators
•Skin tightening/body shaping segments at 38.1%, 17.2% and
15.5%, respectively
Other quickly growing segments include:
• Physician-dispensed cosmeceuticals~13.8% annual growth
• Dermal fillers: 9.3%,
• Phototherapy systems: 8.5%
• Breast implants at 7.8%”.

6. Most Common questions from Staff:
So how do we position all these services for our
patients?
How do I know what my patients really understand
about our services so they could possibly ask for
multiple services?
How can I offer multiple services to my patient
without sounding like a sales person?

7.  Begin with Cosmetic Questionnaire
◦ Gather information
◦ Contain your services; BUT make it simple to understand:
SAMPLE:
Please check the following skin concerns: When looking at my face in
the mirror, I am concerned about:
Wrinkles_____
Hyperpigmentation____ Blemishes_____
Skin Texture__ __ Dryness____
Dark Circles/eyes_____
Lip lines___ Lines around mouth__
Other – Please
specifiy___________________________________________________________
________

8.  Initial Consultation:
• About 1 Hour
• Review the Cosmetic Questionnaire
• Why is this important?
• You get to understand their needs right away
• (patient loyalty)
• You can position MULTIPLE services to address ALL their
needs (better outcome from your practice)
• You keep them as a long term patient
• (Happy patients tell others)

9. Home care compliance
products and peels
work with Epidermal
layer

10. PATIENT SALES SOLUTION
MODEL
I Identify the Need
M Motivation – Why do they need this?
A Attempt – What’s been done before to fix ?
P Plan – Present your treatment Plan

11. I Identify the problem:
Possible conversations:
“What was your thought behind this appointment; what
information were you looking for?”
“I see you have checked off Wrinkles on your
questionnaire; If you had a magic wand and could
change anything about_(your skin, face)_____what
would that be?”
Clarify and repeat back what you have heard

12. M
•What is their motivation for doing this?
•How important is this to them?
Repeat back as clarification:
“So the reason you want to correct this is ….. (you feel
those spots make you look old, etc.)”
Get them into the emotion of why they want to do
this.

13. A
Attempt: What have they done previously to
fix this problem?
What Worked? Why?
What didn’t worked? Why? (must have not
worked or they would not be talking to you?)
Clarify: repeat back and summarize

14. Use their words from IMA steps
Proposal - Solution: As I see it:
“You told me the first thing that jumps out at you when you
look in the mirror is___________
So let’s start with_______________to address that first.
However, you will notice when that is corrected, you will start
to notice other areas you have itendified will become more
prominent, and as you told me, another area you would like to
address is_________, so we will work with that second…”
___________”
and so on, until you complete/schedule all the areas of
correction they have identified.
Then you schedule them for MAINTENANCE

15.  As you plan out their treatments, you will also
need to make recommendations for what
products they will need to further their
treatments at home.
 Retail Recommendations
◦ 1st Treatment – pre/post
◦ 2nd Treatment – pre/post etc.
◦ May need to change products for different treatments.

16. You will then need to schedule
them in a way that all Aesthetic
Staff can follow progression.

17. Personal Treatment Plan: Patient__________________________
Serv Jan Feb Mar April May June July Aug Sep Oct Nov Dec
Cons 1/4
Botox 1/11 4/12 7/19 10/18 12/13
Filler 1/25
Peel 2/8, 3/7 10/25 11/1
series 2/15, 3/14 11/8
11/15
2/22 3/21
11/22
11/29
Microd 4/26 7/26 12/22
erm
Derma
plane
LHR series
Skin 9/12
Tight
Body series
Sculp
Maint. Skin
TX

18. Give patient a copy of the Treatment
Plan and keep one in their file
Document Home Care Compliance
Instructions and products purchased vs.
recommended

19. •Keeps your patient coming back to YOU!
•Easily up sells and cross sells multiple
services
•Easily creates a platform for home care
compliance – Retail
IMAP
Your Sales Solution!

20. You all receive a 15 minute Coaching Call
FREE to help you implement IMAP

21. What if they tell me they can’t afford all the treatments on the
Treatment Plan?
1. Assure them this is only a recommendation based on what they
told you THEY want
2. You have Care Credit (assume all do?)
3. They can pay as they go
4. What is their budget?
• Propose low, medium and high packages
• ALWAYS DISCUSS IN TERMS OF FEATURES AND BENEFITS: What
the product does and how it is a solution to their problem.

22.  Please contact us if you would like a
FREE 20 minute consult call to discuss how to
implement the IMAP Sales model or to discuss
other areas of training for your aesthetic
business.
 For more information, please go to our
website at :
www.aestheticbusinesssolutions.info
 Or contact us at:
pheitz@aestheticbusinesssolutions.info
 Happy Imapping!