The aesthetic consultation is an extremely vital aspect of your practice. It is where you come in contact with potential patients, get to know their requirements and formulate a treatment plan. To make sure that both the patient and aesthetic practitioner are confident to begin their journey, a lot of things need to be addressed during a consultation.

This initial interaction dictates the tone of a long-term relationship that is based on expertise, trust,  and tailored care. When the consultation is well-executed, it  allows the practitioner to go beyond a single targeted solution, to design a more wholesome, phased treatment plan that makes for long-term patient engagement.

How can the aesthetic practitioner leverage on the consultation to achieve this? In order to do so, there are key attributes of the consultation process and they include the following:

 

Obtain a comprehensive Aesthetic History

 

Many patients will often schedule a consultation on account of a chief cosmetic need. However, they are rarely just concerned about an isolated complaint and this is why it is essential to get detailed aesthetic history before their consultation.

It is vital to have an understanding of your patient’s aesthetic history for several reasons; firstly, to allow you treat their current concern, but also to provide you with a complete knowledge of their aesthetic involvement, taking into account details like how many treatments they’ve had in the past, how they responded to them as well as their degree of satisfaction with the outcome.

Finally, it is necessary to know your patient’s present skincare regimen as this will be beneficial in ensuring that your treatment plan is in accordance with the patient’s expectations and needs. Before meeting your patient, your medical assistant or nurse can give you a briefing or you can look through the history documentation in order to maximise the consultation time.

Have an Understanding of The Patient Profile

 

Asides getting to know the patient’s aesthetic history, you should equally understand their profile to allow you tailor your recommended treatment plan to suit their budget, lifestyle and habits. Firstly, assess the patient’s present aesthetic involvement. Whether the patient has a history of moderate or limited exposure to aesthetic treatments.

In the case of the latter, it is recommended to gradually ease the patient into the new world of in-office aesthetic procedures. For such patients, a phased treatment approach, followed by a gradual build-up will be more beneficial and effective as it generates more  comfort and trust.

Also, during consultation, endeavour to read in between the lines to gain insight into the motivating factor behind your patient’s request for a consultation. Watch out for red flags such as signs of a body dysmorphic disorder.

Finally, it helps to have a sense of what your patient can afford. Treatment recommendations that take the patient’s budget into account are more accessible and have a greater patient retention rate.

 

Map Out A detailed treatment Strategy

 

Oftentimes, patients don’t have a full understanding of the details of the procedure, mechanism and benefits. In order to successfully enlist them, it helps to provide them with a comprehensive strategy that includes timing,  treatments and appropriate at-home care. The essence of this is to allow your patient fully grasp everything concerning the decision and treatment, including a refusal to carry out treatment where applicable.

Take some time to  expound on the treatment process, aftercare, and possible side effects or complications. Where possible, include before and after photos of previous treatments. The more your patient knows and understands about the procedure, the more capable they are of making an informed decision which will equally aid in averting   regrets after the procedure.

End With A persuasive Call To Action

Having gained a good understanding of their concern, history and treatment solutions, you should then move to convert your patients by getting them enlisted. The way in which the appointment ends determines whether or not the patient eventually books an appointment.

It is beneficial to have a staff member do a recap of your treatment recommendations especially in the form of a written patient treatment plan. This helps with knowledge retention as a lot of information is shared during the consultation. The patient takes away the standardised treatment plan which captures the procedure recommendation including timing.

It is advisable not to rush the patient into making a decision on the same day as the consultation. For the patients who require some more time to consider, it is vital to implement a follow-up plan that involves subtle reminders or enquiries to see if they may have further questions.

 

The field of aesthetics is expected to remain on an upwardly competitive trend, making it essential that the aesthetic consultation provides the practitioner and patient with the requisite knowledge and tools to achieve the desired results. Mastering the art of aesthetic procedures is crucial, but the initial presentation defines your excellence and success in the field. With more practical experience, this art of consultation can be perfected, with the result being attracting more potential patients, as well as increased patient retention.