The Consultation That Builds a Client for Life
The best skin results rarely come from a single treatment. They come from a relationship, and that relationship is built with intention from the very first conversation. For Blais Michelle, Advanced Esthetician and Sorella Educator, that means taking a holistic approach to the consultation, learning about a client's habits and lifestyle rather than focusing on their skincare routine alone.
With over 10 years of experience across cosmetics, results-driven spas, med spas, and plastic surgery settings, Blais has learned that understanding the person behind the skin often matters as much as the treatment plan that follows. Below, she shares how she reads a client's goals, sets expectations they can keep, and builds the kind of trust that turns a single appointment into a client for life.
What Do You Really Try to Learn in the First Few Minutes With a New Client?
Blais: I like to learn about a client's lifestyle, how much time they have to dedicate to skincare and treatments, whether they have children, spend a lot of time outdoors, travel frequently, and other factors that may impact consistency. This gives me a clearer picture of their goals, habits, and level of commitment, while helping us create a treatment plan that fits their lifestyle. These questions also allow us to set realistic expectations and define what success will look like for both of us throughout their skin journey.
How Do You Read What a Client's Skin Needs Versus What They Came in Wanting?
Blais: I start by asking about their skin goals and why they chose a particular treatment. I let them know I'll be analyzing their skin and will provide three recommendations: good, better, and best. I like to take my time and explain why I'm recommending something so clients understand their skin's needs. If a client is interested in a treatment that isn't the best fit for them that day, we create a plan to help them get there safely and effectively.
How Do You Set Honest Expectations Without Dampening a Client's Excitement?
Blais: Clients often expect fast results, so I like to set expectations early by being honest and educational while keeping the conversation positive. I explain what improvements they can expect, how long those changes typically take, and what factors may influence their progress. My goal is to keep them excited about the journey while making sure they have realistic expectations and understand that lasting results take time.
How Do You Explain the Long Game So a Client Stays Committed Past the First Visit or Two?
Blais: During the consultation, when we discuss goals, I let clients know that the best results come from a combination of professional treatments and consistent home care. I explain that this is a partnership, and we're both working toward the same outcome, so consistency is key. I also like to map out the journey from the beginning by booking the next 2 to 3 appointments so we have a plan in place for the next 8 to 12 weeks. This helps clients understand that results take time while giving them something to look forward to and keeping them excited about their progress.
What Turns a Single Appointment Into a Lasting Relationship?
Blais: Trust is the foundation of a lasting client relationship, and it goes both ways. I need to trust that clients will stay consistent with our discussed treatment plan and be honest when they can't. In return, I build trust through honesty, communication, and understanding. Since treatments are an investment of time and money, I focus on teaching clients how to protect that investment at home. Product recommendation cards are helpful for the "not right now" client or someone who wants to finish what they already have. I explain the benefits of professional skincare and how Sorella products often address multiple concerns. I like to present a dream routine for their skin that they can build into over time, and the cards make it easier to remember when and how to use each product.
Where Trust Takes You
A strong consultation does more than launch a treatment plan. It lays the groundwork for trust, consistency, and results clients can see over time. As Blais puts it, treatments are an investment of both time and money, and the best estheticians teach clients how to protect that investment at home.
Whether it's mapping out the next few appointments or handing a client a dream routine to build into over the weeks ahead, the goal stays the same: turn one consultation into a lasting partnership. For estheticians looking to grow retention and deepen client relationships, the first few minutes on the treatment bed set the tone for everything that follows.