Ahh, yes, the appointment book has long been an essential key performance indicator to the success of every aesthetician. How full is it? How far in advance is it booked up?
You want to hit the right percentages or fear a hit in the pocketbook.
When I interviewed aestheticians about what their ideal appointment books look like versus what they actually look like I was admittedly saddened. For me, maintaining control of my appointment book has always been a huge factor in success. The reality is that if you don’t manage your appointment book, it will manage you. It is additionally vital because otherwise it will also impose an income ceiling because you get fixated on ‘filling the gaps,’ which we will talk more about shortly.
I am sure you have scratched your head with thoughts on how you can expand the hours in your day without exhausting yourself—to fit one more person in and bank just a hundred or two more.
I’m here to tell you that is precisely what you should not do. Learn to say no. Instead, master the art of carving out more time for yourself. This is the path to get beyond the appointment book income ceiling.
Here are my five viewpoints on the appointment book. Especially if you are a clinic owner. If you are not, read these anyway because you will want to wire your brain this way to manage your schedule better.
Once you set these tips in motion stick to it. Don’t offer ‘mask’ times for waxing if you masked it for facials. I also don’t believe that your perfect client will push you to do things that are a real inconvenience with no return! You know the client that insists you come in early to squeeze her in? She ends up not showing anyway—really look at the dollar value of that client, she is not in your top 10 either. So, if you say yes, do so because you want to, not because you feel you should.
I hear you saying; how can you say that? Are we not in this industry to serve? Yes! People who work in service of others typically find it hard to say no even at their own detriment. I will challenge this statement and say that you are not serving the REST of your beautiful clients at the highest level either when you allow one to take ‘advantage.’ So, if you are saying yes to such a request, make sure it is a full-hearted yes, not one that will leave you slightly p****d off.
So, here is what my ‘perfect day replica’ looks like: (I will preface that I LOVE and I guard my Advanced Skin Analysis appointments, and they are masked as described in step 4 above. I know that when I accomplish this perfect day I generate business for an entire team for 12 months with those analyses).
8:30 AM – REVIEW and PREP time
9:00 AM – Advanced Skin Analysis
10:30 AM – Medi-Facial
12:00 PM – LUNCH
12:30 PM – Advanced Skin Analysis
2:00 PM – Collagen Induction Therapy
3:30 PM – Medi-Facial
5:00 PM – HOME TIME
I hope this inspires you to move your appointment book in the direction you desire. If you are a clinic owner, you are likely to have one or two fewer appointments and have business development tasks in its place.
To your incredible success in this world!