The Real Difference Between Good and Great Estheticians
Here at Ontario Beauty College, we pride ourselves on training the most skilled estheticians and licensed medical aesthetic professionals in the GTA. You’ve mastered the most advanced facial protocols and the most effective laser treatments. But in today’s competitive skincare industry, technical skill alone isn’t enough to build a thriving, long-term career.
What's the secret weapon? Consultative client care skills.
We know the word "sales" can make some creatives cringe. It might conjure images of pushy, commission-hungry associates, but we’re here to reframe that. In the modern aesthetics industry, this skillset is about solving problems, building trust, and most importantly, becoming a reliable advisor to your clients.
Why the Shift? The Modern Client Has Changed.
Today's clients are informed. They’ve researched ingredients, read clinical studies, and watched countless reviews. They want a solution and an experience. They come to you with specific goals:
"I want to achieve clear, flawless skin."
"I want to restore my skin's confidence and health."
"I need an effective at-home routine I can actually maintain."
Your role has evolved from service provider to Skin Health Authority and Expert Consultant. Your technical skills deliver the treatment, but your consultative approach delivers the transformation.
What Exactly Are Consultative Client Care Skills?
This approach flips the traditional script. Instead of focusing on the sale, you focus on partnership. The guiding question becomes, “How can I help you achieve your skin health goals?”
It’s a process built on a foundation of trust:
The Discovery Conversation: This is the most critical step. Before anything else, ask open-ended questions to conduct a thorough needs analysis.
"What are your primary concerns with your skin right now?"
"What do you love about your current skincare routine, and what frustrations are you having?"
"What does your ideal at-home maintenance look like in terms of time and commitment?"
Listen more than you talk. This is where you uncover the real need behind the initial request.
The Expert Recommendation: Based on your clinical assessment and what you’ve learned, you provide a personalized treatment plan.
"Based on our conversation and my analysis of your skin, today’s treatment will focus on [specific concern]. To maintain these results at home, I recommend this serum because it contains [active ingredients], which target your concern of [hydration, hyperpigmentation, etc.]."
You want to prescribe a complete skin health solution rather than just pushing a product.
The Value-Added Education: Teach your client why you’re making these recommendations. Explain how at-home care extends the benefits of the treatment. Demonstrate proper product use. When clients understand the why, they see value, not just a price.
The Choice, Not the Pressure: Empower your clients with options.
"To maintain these results, we have a few options that align with your goals and lifestyle. Which of these feels like the best fit for you?"
This approach builds respect and a long-term relationship.
The Tangible Benefits for Your Career
Mastering this consultative approach will both highly benefit your clinic’s success and transform your own career at the same time.
Builds Lasting Client Loyalty: Clients return not only for great treatments but for the expert who listens and educates.
Increases Earnings: Higher retention and thoughtful product recommendations naturally lead to higher income.
Elevates Professionalism: You’re seen as a trusted Skin Health Advisor, not just an esthetician.
Brings Deeper Fulfillment: Watching your clients achieve their skin goals and newfound confidence is the most rewarding part of the work.
We Integrate This Mindset at Ontario Beauty College
From day one, our programs combine communication and business skills with hands-on technical training. Students practice consultations, product knowledge, and role-play real scenarios to build confidence.
We believe success in aesthetics comes from mastering both: your craft and the art of client connection.
Your hands perform the treatment. Your consultative skills build the career.
Ready to build a career that lasts?
Explore our programs at Ontario Beauty College, where we train the complete skincare professional.
📞 +1 (855) 622-2299
📩 info@ontariobeautycollege.ca
📍 4141 Yonge St, Unit 304, Toronto, ON M2P 2A6