hey everybody it's Freddy from blueair I'm here with one of my favorite clients Toria the owner of bon voyage aesthetic she made $21,000 cash collected from us in the first 30 days and I really like the way she run her clinics she's really good at sales she and consultations she was able to sell a lot of packages for2 to $4,000 so I really wanted to jump on a call with her and interview her about her sales process her consultation and what she does to really again sell like big packages for $2 to $4,000 hey Toria how you doing today hi how are you Freddy I'm doing good um I'm excited I'm excited about working with you thank you so much I appreciate it and I really love your background with all of the certifications in the back it looks very professional thank you awesome I'm so to get started Toria can you tell everybody kind of like about your story what got you to the MedSpa business what got you into the body contouring business how it all started well it started for me after Co um I'm a federal auditor so I audit I'm I'm an accountant so I went to Atlanta to visit some people there and I got they were talking about body contouring because it was big in Atlanta not so much in DC and I tried a few services and the lady she was like well why don't you start your own business doing this since you don't have many options there and so I came back and started my business like three months later and it took off to the point where it's just it blew up up and I've been working this business since 2021 so I'm going into my third fourth year of business it's been booming the whole entire time and I got cryos skin added to my business and it's been a big help and my clients love cryos skin and I enjoy providing those services to them and that's how I so my biggest packages is with cryo skin nice awesome I'm happy to hear it and like you said like one of the things that like um really surprised me or I find like very impressive that you're able to sell like really big packages for like two to $4,000 can you maybe um share with us kind of like your sales process or your consultation process okay so pretty much when they come in I do share with them um using this service I share with them um all at first I go over how they can benefit from the cryo scan so whatever areas they needed to work on that's what we discuss first then after we discuss those things then I share with them the packages that would be best for them and I share the pricing and all those things and with those clients that I have had I've just worked to give them additional treatments free for purchasing the same day and that has worked really well for my business because when you give them something they're tending to purchase the same day opposed to you just showing them the prices and just showing them the exact prices that it cost so a lot of people jump on the deals within the next week and then I offer other things such as skinny shots the laser um like laser lipo Services the fat dissolvers even if they're not purchasing cryo skin they come in and purchase other things so a lot of them have come back for other services outside of doing cryos skin nice I love it um something we kind of discussed about earlier that told me that works well for you is that that you offer kind like a promotion that if if they buy for example like a package of 10 sessions they get 10 sessions free yes so if they buy a package whatever package they buy I've given them the option to get those additional treatments the same amount free so if they buy five they get five and that's how they've been you know that's really gotten them excited and wanting them to purchase those treatments so a lot of them have bought packages because of that and if they've had a lot of areas to work on like some of people that have cellulite or ar you know they want to work on their arms or multiple parts of their body they tend to purchase because they see the value in getting the larger packages because they have more things that they need to you know address so that's how I've gotten so many people to buy the bigger packages I even had a husband and wife come in they both wanted it um Wanted the treatments so they bought a package of 15 they got 15 so they can split it they can share the package you know so it's a good way to upsell your clients and get them to buy larger packages when you're you know giving them when they have a lot more to work on yeah nice I love it and also I think it's better that way because I think other clinics what they do for packages they just give a discount and if instead of a discount instead of lowering the price you keep the package price the same you just give more treatments for free I feel like the perceived value of the patient it's higher because they get more value and it's more exciting where they get for and they come back and buy other things that's what happens they come back and they'll say oh I want to try the skinny shots the fat dissolvers I want to try this or that and you get them in and then they get excited and they buy more things and you have clients and they they come for a long enough time they develop the trust and relationship and you end up having a client for Life most of my clients have been with me for three four years now they've been fun you know when they get ready for vacations and trips things like that they come back and say you know I kind of want to work on my stomach a little bit before I go on my vacation and things like that so you know it it builds that Rapport where they see they're going to get the results and they can see it immediate because people want surgery results without surgery yeah nice it sounds like your clients really like you if they been with you for three to four years that's awesome that's nice and um one thing you said I was curious do you offer them the promotion only if they buy on the same day yes how do you because I feel like it's I feel like it's really good to have like kind like an incentive um for people to take action right away how do you do it like in a way that doesn't come AC that come across like as genuine or nice without being like too much salesy or pushy how like how do you do it like in a nice way I just pull out my price sheet and I just go over the sheet and say these are the prices if you purchase today you can get you know additional treatments you can get double this amount so it comes in 3 5 10 15 you see the prices and if you purchase today you can get these um treatments plus an additional five or 10 ni your package I don't really push anything off on them I share with them about other services I offer I just try to go over all of those things while things that'll benefit them like if they have fat or their stomachs are you know hard or something I'll recommend the um skinny shots to them so they can the F so and I'll tell them you know the fat dissolvers will work perfect for you because you have hard fat and it needs to be broken down and that'll make your treatments work better with cryos skin because your fat is softer at that point so just going over things like that Shing sharing how the services can benefit them not even sharing with them the pricing and stuff and sharing with them okay so you have say like to be honest it's going to take 15 treatments it's going to have to be the front and the back so if you buy 15 you get 15 you can use 15 on the front 15 on the back or if they're working on their stomach I say you know you need 10 treatments on your stomach these 10 treatments on your stomach that you need you need to make sure that you um tighten your skin so not only are you freezing the fat but you can also use R toning to tighten your skin so that way I'll tell them okay so you need 10 of these treatments to freeze it and 10 of these treatments to tone it so if you buy this 10 pack you can tighten your skin as the fat so I just go through and explain in detail to them exactly how these treatments going to help improve their skin laicity and get rid of the fat so that's what we go through I love it and I love that you give like the the free bonus if they take action today there's one Clinic I know like of a friend of mine um they do like a few Millions every year and what they do they do something similar whenever people buy on the same day they just give them like free scan C product for that worth a few hundred like a big bundle so I found that to works well that's very interesting and how do you I'm curious how do you deal with the objection if you get I'm wondering if you get it sometimes H if the patient wants to do it but she tells you oh I need to speak with my husband first before buying a package uh I had actually one of the clients that bought a um $4,000 package she came back she she said I got to go home and and check my husband and see what he says cuz he's always watching and this that and the other and then she went home she she came back like a week later and you know she used her Care Credit Card a lot of people have Care Credit and they use their cards for to purchase packages so she was like yeah he won't say much because it's 0% interest and you know they don't have to pay anything upfront so that's been a big help I think I sold a lot more packages because of Care Credit really yes a people using it and it's become a very handy tool to have because a lot of these clients they do have that and they have the cards so they just come in and put the card in and then they just pay and they're done and they get their treatments and they have 24 months no interest on $4,000 pay a couple of hundred dollars a month and they're happy they may pay it off early but at least they have that option to do so nice so the Care Credit has been very helpful for you very interesting and then I do talk to them about payment plans because I do offer a firm after pay PayPal credit I do um they can use Clara I do try to provide as many opportunities for them to purchase as much as I can and that's pretty much how I get around a lot of objections because when people know you got afterpay or this or that they T to make purchases because oh they see that they can make it up break it up into small payments nice nice I love it and when when people like the client you said that she came back do you do you follow up with them after the appointment or did she get back to you that lady um actually she bought multiple things she bought skinny shots she bought two or three rounds of different stuff before she even got back to me with the package so she came maybe two other times before she that so she bought other things she probably bought at least overall $5,000 worth worth of stuff over stuff and different because she bought the skinny shots I think she bought two rounds of that she just buying stuff just by she just come in buy things so you know it's been a big help having Care Credit because that's something that a lot of them are excited about the 0% interest nice and for those who don't buy do you follow up with them afterward because I know I think like yeah I do follow up with them a lot of them do end up um coming back at some point for something they may not have the money right then but they'll come back a lot of them have come back for this they're coming back for the um light bul dissolve shots the skinny shots so they come back for that more so than anything because those are not as expensive and they dissolve fat fairly quickly within a two three week period so that's something a lot of them like to come and do so that's another way that I've made income without selling packages that's the only really purchased that's the only thing outside of the cryos skin that they've been purchasing a lot of I see nice and um it seems like they really like you like you be like really like strong like relationships and friendships with them what else do you do like during the consultation if you can um kind of like share more details about your consultation process they make them like you and trust you so much what I do with my clients is when when they're getting their treatments we discuss pretty much all of the type of services that I offer I showed them my Instagram I talk to them about different types of um treatments I offer I share with them things that are coming to my business so they'll kind of have a buzz out about what we're doing I share with them um videos of different Services we offer being performed I share with them just you know a lot of different things that I'm doing that they won't get to see so I always keep like you know if they want to do the skinny shots they have questions we have an actual video that um one of my business partners made we have a videos that she's put on YouTube so I'll pull the video up and show them on my iPad and show them the video of how it works and what happens and how it you know how it can help them so that's what I do mostly just educating my clients on my the services I have what's the impact showing them other people's results showing them how other people you know know are you know what they're doing how many sessions it took to get to a certain okay that's good you know so those are the things that I share with them while I'm doing their treatments for the most part nice sounds really good and um I also like you mentioned your Instagram something that I saw like because I I looked at your Instagram and I like for the business Instagram and I saw that you post a lot of like you're very active with all of your clients all of your before and afters I think it's a really really good tool that more medas I need to focus on also like have that connection with your clients because if somebody sees like your post six months later they might come back do you utilize Instagram a lot for getting clients um yes I do use Instagram a lot because one thing I noticed is that people want to know how long is it going to take they're impatient they want to do something quick fast and get the results they want a a body with no marks no dents no nothing you know they just want everything perfect with no surgery so I I I'm realistic with my clients in posting because I try to put how long it took to get to those results because if you have them come in there they think oh it's gonna be one time and my stomach gonna be flat they don't understand that it takes two weeks for cryo skin to break down the fat they don't understand that it takes this stuff weeks to work whereas you know you may lose three or four inches in a couple of weeks you wouldn't have lost that going to to the gym but at the same time I try to be realistic with them and talk to them about eating I talk to them about working out I talk to them about things like that also nice nice awesome and when you first started like where most of your clients from like social media world of mouth or I think when no when I first started I put a ad out for a model call this was right after Co people had gained weight they were trying to get it off and I put a out and I started doing like model calls and that's how I built my business and it just took off now it's like family friends pretty much everybody in the community comes here you know because they've you know heard about my business heard about my services you know some of people they've been on my Instagram for years and they're like been watching you for about two years and I'm just getting here you know so it's just a matter of people making their mind up to come and try things to get started okay get them started and once they try things they become a Believer yeah and you've been doing this for three years right yes I feel like a really good question would be um what are things that you know now that you wish you knew when you just got started um getting started it's kind of one of those things where I think it's trial and error when you first start being I think it's more trying to figure out your pricing with your services and stuff your time how much you're going to charge for your time things like that because you know Services is time it's all about the amount of time that we have to spend doing these things so trying to make sure you have time and don't don't over schedu clients because I can have 10 people in a back to back to back to back and it can run from 7 in the morning till 7 at night so trying to make sure you have your time schedule just right so each client can get the full benefit and feel like they're having a luxury experience that you're not rushing or trying to rush into somebody else things like that you know what I mean like you're just not going from one person to the next person and just all you know frantic but you give them a chance to relax give them an opportunity so I start building in time for those things you know so that it felt more relaxing for them it wasn't you know rushed or anything like that that's good those things they do that's what they tell me they like they like when I come here it's like I come in I don't have to wait and I'm in and I'm out it's not like going to you know other place you got to sit out in the lobby and wait and wait until the next person it like all your stuff is organized and strategic and done in a manner where we just in and out in and out in and out and they like that they don't have to wait so they really like like the personal experience like it's very relaxing it doesn't feel like you know like you go to the dentist you wait like it's very quick you know it's not like going to the dentist it's more like very personal relax more like luxury experience yeah it's awesome it's awesome do you also do you also try to like focus on building a lot of Report with them asking about their life really getting to know them becoming their friends I mean pretty much I've become a friend with a lot of these women cuz I was new here I moved from Atlanta when I first came here so I didn't really know anything about DC area but since I've been here I mean I've developed all kinds of I've taken vacations with these ladies they come up here some one lady brought all her friends she spent $10,000 she got all of them facials her husband her friends she paid Straight Cash for everybody wow and she bought all of her friends packages three of her girlfriends wow and they all came and you know she bought her husband a package and she comes all the time and she supports everything I do so some of my clients whatever I have going on they support it 100% so it's just been a a good thing to have clients like that some of them count this as a monthly routine for themselves they come up here and get massages from me they come and get you know um body contouring treatments every month every month I have something going on they buying something and you know I I was making about maybe $155,000 just off of my monthly clients that come anyway you know so I was making a lot of money just just with them but then adding you to the mix is just kind of double that so you know yeah it's it's been a good experience but most of my clients we've done dinners they've gone to events with me they've supported me at the wedding Expos they come and talk to people about my services at the wedding Expos and get them signed up and registered they've helped me a lot they they really have been tremendous help for a lot of things that I have going on that's nice having such great client I feel like it's really like I feel like every every business can focus on like becoming like friends like with their client you know because they're going to come back they're going to bring their friends to you I it's something I always tell like my clients like if you want if you want people to buy from you try to become try to become their best friend try to make them like you so much they're going to invite you to the to the weddings you know like like they're going to trust you um so I feel like that's very helpful anything else you do during the consultation process you want to share like some um golden nuggets or tips just you know always talk to them I just tell people talk to your clients about all the services you offer because while they may not want those things at that moment you don't know where down the road they'll come back and remember that you provided those Services just share with educate them educate them on all of your services as much as you can because even if they can't do anything about it they may know somebody else that yeah you know yeah I think yeah I think actually one of the first clients we got you um she didn't buy herself but she wanted it for her sister right and her sister spent like a 00 package her sister spent so far 1,500 and she G to buy another package I think this week so she'll be spent almost $2,000 with me she had her um she had lipo suction done lipo 360 on her stomach back and arm no stomach back and her sides so she came for the massages and she also got some cryo facials so she's been buying other stuff too that's why I said you need and now her sister we're starting doing the um liquid bbls I have a RN on staff that's going to be doing that her sister the that came the one that came she wants to come and do that now oh so that's why I say educating your clients is very imperative because now that she knows that we have that service coming she's like I want to get that service so you know it may bring money back in way so you know just share share share share everything you do I love it that's really that's a really good tip I appreciate it I'm definitely going to share with more clinics one of my other clinics it happens to them too people come for one treatment the promotion we run for them but they're actually buying packages for something else and it's only because like they educate about them and they know what they have to offer and what other problems we can solve for them that's very interesting um thank you so much story I really appreciate it I think on the first 30 days you made around $21,000 and then now we are like five weeks in I saw yesterday we we closed another package for $4,000 so I'm happy to see everything is running well how's been your experience with blue so far I've enjoyed it I'm happy that I met I've tried other companies but you're the only one that actually came through and really really blew it out the water so I'm excited to have you on board thank you so much Tori I'm really appreciate and I'm looking forward to keep growing the business and see to what other H milestones we can achieve and what would you say to somebody who's like maybe watching it and kind of like on the fence about walking with blue and trying it I would say give it a chance give it a chance I did I gave it a chance I I'm happy I did because I saw it on Facebook and I was like I'm gonna give this guy a chance and I did see him online give him a chance I even called one of the people that made a video just like this out in California asked him about it and he was like yeah he's been doing good work for me and I said well okay if he's doing good work for you I'm gonna try it out and I'm glad I did I'm glad I did thank you so much Tor again thank you so much for the kind words I really really really appreciate it thank you for putting in the trust and and working with us and thank you so much for the time for this interview and sharing your knowledge with other clinics I'm shared a lot of other clinics I'm going to like watch this interview and get a lot of value from it from all of the tips and the things you do so hopefully it will benefit them as well again thank you so much sorry I really appreciate it all right thank you