Issue link: https://www.ascpskindeepdigital.com/i/1509423
28 ASCP Skin Deep Student Edition WHILE CERTAINLY NOT YOUR TOP PRIORITY, selling retail can help you succeed as an esthetician. Retailing can account for up to 30 percent of a spa's revenue, sometimes more. 1 The same can be said for a solo esthetician's revenue too. But the idea of selling can be downright scary; your client just spent a lot of money on the service you provided and they're relaxed and happy. It might feel pushy to sell them a line of products as they're walking out the door. This is the wrong way to think about selling retail. You are the expert, and it's time to develop the mindset and environment to ask your clients the right questions and recommend the best products. Opening that dialogue is all you need to see your profit margins grow! TAKE THE FEAR OUT OF RETAILING The importance of retailing is a message estheticians hear again and again from their distributors, manufacturers, and other industry sources. It's a reality of the business: A spa can only be truly successful if its retail sales equal or exceed the service sales. However, many professionals fail to recommend products for their clients to purchase. Some fear their clients might not return as often if they are using professional products at home, but the opposite is true. Research shows clients who buy retail build a connection with the skin Recommending Retail Use your expertise to master selling retail by Lydia Sarfati