Educate Patients and Recommend Products
NPs and PAs often times feel
awkward retailing skin care products to patients in a medical spa setting. Various
factors contribute to lack of sales and patient guidance on skin care products
appropriate to their skin condition. The following are just a few:
feelings of violating medical ethics
- Lack of knowledge
of skin care products
- Fear of coming
across as "too salesy"
- Lack of
confidence in the products sold in the clinic.
- Fear of the
patient rejecting the product.
Surveys of patients visiting
a spa or medical spa revealed 90% of patients purchased an over-the-counter
skin care product when skincare products were not recommended by the clinic.
Clinics who perform a range of skin rejuvenation procedures from
microdermabrasion to CO2 laser resurfacing should have a plan to provide or
have specific recommendations for patients to use after the procedure.
It's not unusual for patients
to report that they purchased several items over-the-counter but found them to
be too irritating or were afraid to break out. In my experience, there are
quite a few patients who developed allergic contact dermatitis using
over-the-counter antibiotic ointments after chemical peels, permanent makeup or
Patients go to professional
skin care clinics to get the advice of experts. The following have been very
helpful in educating our patients on skin care:
- Computer analysis
of the patient's skin care condition: UV damage, brown spots, redness, texture,
pore size and porphyrins.
- Educate yourself
and staff on effective skin care products for the skin conditions that you see
in your clinic.
- If you choose not
to sell skin care products, have a list of your recommendations for your
patients to take home including guidance on sunscreen/block for protection.
appointments after skin care products sold or recommended and make adjustments
- Provide retail
sales product education as well as education on techniques of retailing.
- Keep patients'
expectations realistic. Explain that skin quality improvement with skin care is
usually not visible for 2-3 months.
- Have confidence
in your approach in "prescribing" skin care for your patients.
Patients seek your advice. Educate
and recommend products appropriate for their skin type and condition, and they
will respect your professionalism and guidance especially when they start to