Mastering in-clinic retail and product sales

Most aesthetic clinicians are confident recommending treatments. Recommending what patients use at home is often a different story. Many worry about seeming “salesy,” feel uneasy asking patients to spend more, or simply leave retail to someone else.

In this episode of The Aesthetic Shift, NP Kelly Beasy talks with Iola Ciavarra, director of aesthetics wholesaler Reveal and a 30-year industry veteran. Iola makes the case that recommending skincare is part of your duty of care. Your patients are already buying products, she points out. They’re just not buying them from you, and they’re often following influencer advice.

The conversation covers:

• why a sale is really just a prescription with a transaction attached

• when to raise home care during a consultation

• the core products every clinic can start with

• common mistakes in choosing and displaying stock

• what a small retail range can do for your cash flow

Iola’s advice is practical and easy to apply, whether you run a skin-focused clinic or an injectables-only practice.

This is part one of a two-part mini-series with Iola. Look out for part two soon.

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Listen to all episodes in The Aesthetic Shift series.

This podcast is also available on the HealthCert YouTube channel.

The Aesthetic Shift series

 The Aesthetic Shift podcast is for cosmetic practitioners looking to evolve, diversify, and future-proof their aesthetic practice. Each episode explores core cosmetic topics to help you broaden your offering and build a more resilient practice!

Host Kelly Beasy is a Nurse Practitioner, clinic owner, and cosmetic medicine trainer at KB Aesthetix with 20 years of nursing experience and 10+ years’ experience in the aesthetic industry. She also offers a 1:1 mentorship program for clinicians.

Guest: Iola Ciavarra

Iola Ciavarra is a respected leader in the beauty and medical aesthetics industry, bringing over 30 years of experience to her role as Director and Owner of REVEAL, a leading aesthetics wholesaler. Her enduring passion lies in empowering individuals to feel confident and comfortable in their own skin. From her early career as a skin therapist to holding senior national positions in medical aesthetics, Iola has been committed to bringing innovation and growth to her industry partners. She champions a modern, client-focused approach designed to support clinicians and elevate the standard of care across the industry.

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You can self-record CPD for this podcast. If you consume educational content on this blog, you can Quick Log CPD hours with the RACGP/ACRRM via the usual self-submission process. You will be asked to reflect on what you have learned, and you will require supporting evidence such as a screenshot. For more information, view the: RACGP CPD guide | ACRRM CPD guide