1. Who is the ÉNERGIE DE VIE CLIENT?
VALUES, AUTHENTICITY
Who is the ÉNERGIE DE VIE CLIENT?

2. Who is the ÉNERGIE DE VIE CLIENT?
VALUES, AUTHENTICITY
I. Authenticity: Most people prefer to engage with someone who is authentic: real or genuine; true & accurate. People can read authenticity pretty quickly. In fact, people determine whether or not they like you within 3-30 seconds of meeting you!
Millennials expect authenticity and often will not engage without it! They note an insincere greeting and refuse to interact with anyone asking banal questions delivered by memorization.
They want tips and advice that are relevant to them.
II. Values: Millennials are much less accepting of traditional sales methods, and can be more skeptical of “sales speech”. This gives you the challenge of communicating with her in a more “modern”, less “traditional” way. We need to share our knowledge as it relates to her reason for being at the counter.
She demands sincerity from the brands she buys from and is often quite eco-coconscious.
She identifies with a healthy lifestyle. She believes in holistic beauty (not just how she looks but also how she feels).
She is socially connected and seeks advice from her peers, and online (bloggers, vloggers, client reviews).
YOUR ASSIGNMENT: Create a profile of a Millennial client: Name, occupation, what she’s doing at the counter
Answer the following:
Where are you most likely to see this woman shopping at the Lancôme counter?
If she’s looking at makeup, how will you greet her authentically without giving a “sales speech”?
How could you utilize samples?
What would be a casual way to introduce Énergie De Vie in a way that’s relevant to her?
Create a 1 minute role play that shows your answers in action at the counter.

3. SKINCARE HABITS & SIMPLICITY
Who is the ÉNERGIE DE VIE CLIENT?

4. Who is the ÉNERGIE DE VIE CLIENT?
SKINCARE HABITS & SIMPLICITY
I. Skincare Habits: Millennial women are more attuned to skincare at an early age, and they are establishing beauty and skincare buying habits that will remain throughout their lifetime.
Her skincare habits are simple – cleanse + moisturize – and CLEANSING is important as it targets her current problems (blemishes, blackheads, clogged pores, dullness, flakiness).
When she describes her skin, she focuses on skin type: shine, oily feel, blemishes, acne, clogged pores, blackheads, flakiness, tight feel, etc.
While younger Millennials are often still dealing with acne, older Millennials are growing aware of “changes” in their skin.
Some will say “anti-ageing” is an important benefit they look for in a skincare product, but that means helps postpone first signs of aging. In other words, she is seeking antioxidant benefits.
II. Simplicity. For this client, the simplest routine for her is as “simple” as the one she has now! Once you know her current routine, use those steps as a basis for the routine you recommend.
Show and demonstrate the products she is looking for first, then choose one added product she could benefit from and share how to incorporate it into her routine.
YOUR ASSIGNMENT: Create a profile of a Millennial client: Name, occupation, what she’s doing at the counter
Answer the questions below:
What questions would you ask the client to understand how she defines a simple routine?
What will you say to introduce her to an Énergie De Vie routine?
Given that she likes simplicity, what’s a way to introduce her to additional products without overwhelming her?
Create a 1 minute role play to show your solutions for the group.

5. Who is the ÉNERGIE DE VIE CLIENT?
WHERE SHE SHOPS
Who is the ÉNERGIE DE VIE CLIENT?

6. Who is the ÉNERGIE DE VIE CLIENT?
WHERE SHE SHOPS
Millennials have a do-it-yourself approach to beauty that may be motivated by the fun they have experimenting with new products in-store.  
She shops at Sephora online, department stores. She is a “multi-channel” shopper.
She’s likes Lifestyle/Love Brands (Kiehl’s, Fresh, etc.) and Natural Brands (Yves Rocher, Innisfree)
She prefers to shop in an environment that has a different approach, authentic messages, assurance of goodness for her skin & the environment, no sales pressure, allowed to touch & play at her leisure, recommendations are straightforward (authentic) and not complicated.
When at Lancôme, she’s usually buying makeup and fragrance.
She’s researched a lot of information on her own so she’s now at your counter looking for advice and tips that she doesn’t already know.
She doesn’t really believe you have to use all one brand to get results…so don’t go there!
She isn’t really impressed by the science and research behind a product…….unless she specifically asks about it.
YOUR ASSIGNMENT: Create a profile of a Millennial client: Name, occupation, what she’s doing at the counter
Choose the newest star product and using items in the room, set up a perfect “play station” that would attract Millennials.
As a group, record 5 tips / tricks about this product you think the Millennial will know. Now, add one they may not know. Search the web if you need to!
Give 2 ways to bring skincare into the conversation that’s engaging in a “no pressure” way.
Create a 1 minute role play to show your solutions to the rest of the room.