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    4 ways to differentiate skincare products for patients

    Dermatologists who sell professional skincare solutions in their offices might not think it’s necessary to educate patients about how to differentiate between the products they dispense and those that consumers buy at the beauty counter at Saks Fifth Avenue or in the isles at their local pharmacies. But taking the time to educate consumers about key differences between professional and OTC skincare can increase a practice’s sales.

    READ: What are the goals of a cosmeceutical?

    It doesn’t have to be a lengthy explanation. In fact, there are simple differences that could turn savvy patients into regular clients.

    We’re going to make it easier by breaking down key talking points. We’ve asked a few dermatologists experienced in selling professional skincare lines, as well as licensed esthetician Rita Lee for expert advice. Ms. Lee has a degree in biochemistry and molecular biology from Harvard College, an M.B.A. from Harvard Business School, and she is founder and author of the skincare blog Just About Skin.

    Value of education

    For starters, professional skincare offers more powerful solutions at a much better value than retail or over-the-counter skincare, according to Ms. Lee.

    Rita Lee, licensed esthetician “The key differences between professional and retail are in the ingredients, and how they are put together. Higher amounts of key ingredients, more advanced ingredients and better delivery of those ingredients produce better and faster results,” Ms. Lee says.

    INTERESTING: My Top-selling cosmeceuticals

    Educating patients about these differences is a dermatologist’s responsibility, even if the doctor isn’t dispensing the products in his or her office, according to Joel Schlessinger M.D., president of LovelySkin.com.

    “Education is always a part of our job as dermatologists and, even though many dermatologists don't sell products in their offices, patients come in seeking advice. This advice is often a culmination of a series of purchases from department stores, pharmacies, television ads, multi-level sales schemes and friends — none of which worked out to their benefit,” Dr. Schlessinger says. “While many dermatologists choose to ignore these questions, they are valid for us to address and the act of not addressing these legitimate questions leaves patients open to more mistakes or misadventures in their quest for a good regimen.”

    NEXT: The big four advantages of professional skincare

    Lisette Hilton
    Lisette Hilton is president of Words Come Alive, based in Boca Raton, Florida.

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    • [email protected]
      Interesting blog..I agree that its high time for professional skincare companies to act responsible as most of them don't pay attention to the fact that they customer needs to know the product benefits & flaw till the bottom as most people have sensitive skin. I would always advise to go for some organic supplement ideas at imageskincare.com/by-concern/anti-aging to get rid the reason causing the skin aliment internally. I have been consuming some organic supplement like collagen drink, vitamin C & A supplement etc.

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