Watch Now
Imagine having a cream applied to your arms after an epilation treatment.
If the cream felt really soothing, you’ll probably mention it to the technician and expect a response like: “Glad to hear it! We have it for sale if you’re interested!”
If she’d said that, you’d probably buy the cream on the spot.
If she didn’t — what a HUGE missed opportunity.
Retail sales are an often-overlooked revenue stream for med spa businesses.
Plus, even if you offer products, many med spa owners struggle with inventory selection, staff training, and effectively persuading clients to make purchases.
To help you overcome these obstacles, we’ve compiled ten strategies for maximizing retail sales at your med spa.
1. Understand your target audience
A deep understanding of your clientele is the foundation of successful retail sales. Knowing their demographics, skincare concerns, treatment history, and purchasing behaviors allows you to:
- Curate a product selection that meets clients’ needs
- Determine whether they prefer high-end or budget-friendly options
- Tailor your marketing and sales approach to resonate with them
If you’re using an EMR or practice management software, you likely already have this data in your patient records, making it easy to create a detailed buyer persona.
You can also use reports to understand which treatments are the most and least popular, what products you’re selling the most of, and so on.
For example, check out this buyer persona we created:
Let’s take a closer look:
This potential client is clearly willing to invest in high-quality skincare products. However, she is more likely to make a purchase if the recommendation comes directly from a trusted physician or professional.
With this in mind, it’s crucial to prioritize staff training to ensure your team can confidently and effectively recommend the right products at the right time.
2. Curate the right product mix
Your retail selection should complement your aesthetic treatments and align with your clients’ skincare needs. Bundling products makes purchasing more appealing while also enhancing your spa’s professional image.
For example, you can pair:
- Broad-spectrum sunscreen + antioxidant moisturizer — for daily protection and hydration.
- Post-treatment healing balm + gentle cleanser — to soothe and protect post-procedure skin.
- Firming body lotion + dry brush — for improved circulation and skin tightening.
Offer a well-balanced variety of products, including medical-grade skincare, post-treatment care, and daily essentials.
However, avoid overwhelming clients with too many choices and focus on quality over quantity — more isn’t always better.
3. Create an engaging retail display
Research shows that visually appealing retail displays directly influence how clients perceive product quality. A cluttered or unkempt retail area can give the impression that you don’t prioritize your products, discouraging potential buyers.
Meanwhile, a minimalist aesthetic looks high end. To create an irresistible med spa retail display in your aesthetic practice, consider these key strategies:
- Position best-selling products at eye level to attract attention
- Arrange items in groups of three or five for visual appeal
- Use accent lighting to highlight display items
- Refresh displays regularly to promote new products
- Incorporate mirrors and tester products to encourage interaction
Here’s an example of a well-organized retail display:
A clean, well-organized, and thoughtfully arranged retail space can tie in with your whole brand aesthetic and communicates that your business is a well-managed and high-quality med spa.
4. Personalizing the customer experience
Clients are more likely to purchase products when recommendations feel personal and relevant. In fact, one survey showed that 81% of customers prefer companies that offer a personalized experience.
That’s why, medical aesthetics professionals should tailor suggestions based on each client’s unique concerns and treatment history.
Practice management software can be a powerful tool, providing access to past treatments and client preferences to create highly personalized recommendations.
Here are ways how you can personalize the experience:
- Provide product samples or trial sizes to encourage clients to test before committing.
- Use practice management software to send tailored follow-ups via email or text.
- Offer exclusive product bundles and packages or small incentives like loyalty rewards, or limited-time discounts based on past purchases.
By making every interaction personalized, trust is built, and clients will gladly buy the products you recommend to them.
5. Connect your treatments to the products
To drive retail sales, position products as must-haves rather than optional add-ons. Clients are more likely to purchase when they understand how specific products enhance their treatment results and prevent future skin issues.
So, you can educate them on the importance of post-care routines and how the right products can prolong the benefits of their treatments. For example:
- After a chemical peel, recommend a gentle, hydrating moisturizer to support skin recovery.
- Post-microneedling, suggest a soothing serum to reduce inflammation and accelerate healing.
- Following laser treatments, emphasize the necessity of SPF to protect sensitive skin and maintain results.
By integrating product recommendations into consultations and explaining their role in achieving optimal results, clients will see them as essential parts of their skincare journey — making them more likely to buy.
6. Train your staff to sell effectively
Your team plays a crucial role in driving retail sales, but success comes from education, not pressure. Clients trust knowledgeable professionals who provide genuine recommendations rather than pushy sales tactics.
So, instead of focusing on selling, train your esthetician and front desk staff to explain to clients what each product does and why it’s the right choice for them.
Here are a few helpful tips:
- Leverage your expertise: Clients are already buying skincare, often influenced by ads, magazines, or cosmetic counters. As trained professionals, your team has specialized knowledge that sets them apart — use it to your advantage!
- Be confident: The more assured your staff is in their recommendations, the more likely clients will trust and follow their advice.
- Make it conversational: Weave product education naturally into discussions during treatments or consultations. It shouldn’t be a sales pitch!
- Have a commission program in place: If your team has a vested interest in selling retail products they’re more likely to want to do it well
When medical professionals confidently explain how a product enhances results and addresses a client’s concerns, trust is built — making clients far more likely to purchase from your med spa rather than a store retailer.
7. Leverage marketing and promotions
Strategic marketing and promotions can significantly boost retail sales in your med spa.
By combining data-driven insights with strong marketing strategies, you can increase product awareness, improve client retention rate, attract new clients, and drive consistent retail sales growth.
We get it — conducting research and crafting the perfect marketing strategy can be time-consuming and overwhelming, especially if you’re not a skilled marketer. But there’s a much easier way — let artificial intelligence (AI) help you.
For instance, AI-powered marketing tools, like the all-in-one practice management software Pabau offers, can help you create high-converting email and SMS campaigns to promote your retail products.
This not only helps you turn new leads into paying customers but also encourages existing clients to become loyal, repeat buyers. Additionally, robust practice management software allows you to automate campaign delivery, making your marketing efforts more seamless and effective.
8. Showcase patient testimonials
Clients are more likely to trust product recommendations when they hear success stories from others. Patient testimonials are a great example of social proof and highlight the effectiveness of your retail products.
You can leverage testimonials by:
- Sharing before-and-after photos (with the client’s permission)
- Featuring client reviews on your website
- Creating video testimonials featuring satisfied clients
- Highlighting success stories in your marketing campaigns
By showcasing real results, you help potential buyers feel confident in their purchasing decisions.
9. Build client trust and loyalty
You don’t just want clients to visit your med spa once, and never again. You want repeat business and long-term relationships with your clients.
Sustainable retail success comes from building trust.
Be honest about what your products can and can’t do and educate clients on the real benefits they’ll gain. When clients trust your expertise, they’re more likely to return again and again, and make repeat purchases.
However, encouraging repeat visits takes effort. Why not create…
- A rewards program with gift cards for repeat purchases
- Exclusive member discounts on retail products
- Loyalty points for every product purchase
By prioritizing client trust and appreciation, you create loyal customers who keep coming back — not just for treatments but for retail purchases, too.
10. Automate inventory management
Managing retail sales efficiently requires organization and streamlined processes. But how can you accomplish this without spending valuable staff time counting, organizing, and purchasing products?
The solution is to delegate these tasks to a practice management software that supports inventory management. With the right tools in place, you can skip the spreadsheets (and all the headaches) related to tracking inventory!
- Real-time stock tracking: Monitor every movement — from purchases to sales orders.
- Streamlined ordering: Easily create purchase orders, set up suppliers, and conduct inventory counts.
- Performance insights: Generate detailed reports to understand which product lines are selling successfully and which ones are underperforming.
- Smart reordering: Predict which products are running low so you have plenty of time to order them back in before upcoming appointments.
By automating these processes, you not only minimize manual errors but also ensure that popular products are always in stock — so you never miss a sales opportunity.
Streamline your med spa sales efforts with Pabau
Retail sales aren’t easy — but by embedding the right strategies at your med spa you can drive sales at multiple customer touchpoints, without being pushy.
Pabau, our all-in-one practice management solution, is designed to give you the advantage you need. It can handle scheduling and booking, patient record management, marketing, and lots more – all from one system.
You can also use it to drive retail sales.
✅ Want to personalize client recommendations?
✅ Want to drive retail purchases via marketing campaigns?
✅ Need to manage your inventory easily?
✅ Want a commission program to motivate your staff?
Pabau can help with all of these things!
Book a demo today to explore all of Pabau’s powerful features!
