Not a Fan of Selling? Try This Instead
Let’s get this out of the way: you’re not a salesperson. You’re a massage therapist or esthetician. You love helping people feel better, not closing deals.
Still, you know the right product at home can do wonders between treatments. But how do you suggest something without sounding like you’re trying to hit a quota?
This guide is for you. Real-talk strategies from someone who gets it.
Why It Feels Awkward (But Doesn’t Have to)
Let’s be honest: no one wants to feel like a walking commercial. If recommending retail feels inauthentic, it’s probably because you’re imagining the wrong kind of conversation.
You’re not selling. You’re educating. When you approach it that way, recommending retail can actually feel natural—especially if you do it in a way that fits your style. Let’s look at a few easy, friendly ways to get started.
6 Friendly Ways to Recommend Without Selling Need
1. “Let Me Show You What I Used Today”
Here’s one of the easiest ways to ease into the conversation. After a facial or massage, point out a product you used:
“This is what I used on your shoulders today for that extra tension. If you want to keep that same feeling going at home, it’s right up front.”
No pressure. Just sharing.
2. Create a “Client Favorites” Basket
Instead of product walls that scream “BUY ME,” set up a small, curated shelf with a handwritten sign that says:
“Most-Loved by Our Regulars: Ask us what’s in our top 3 this month!”
You’re highlighting what real people come back for—not just what you want to sell. It sparks curiosity and makes recommendations feel more like a shared secret than a sales pitch.
3. Offer a Use-at-Home Tip
When clients ask questions like “How can I keep my skin from drying out?” or “What can I do for sore calves between sessions?” give a tip—and mention a product:
“Honestly, a lot of my clients love this muscle balm for post-workout soreness. It might be worth trying.”
It’s a soft suggestion, not a pitch.
4. Use Sticky Notes or Personalized Tags
Put sticky notes or handwritten tags on your retail items with a short, specific message:
“For sore lower backs (Used on Dan after his long run!)”
This adds personality and shows you’re not recommending blindly.
5. Frame It as Support Between Visits.
Try saying:
“This helps your muscles stay relaxed longer between sessions. Especially if you’re sitting at a desk all day, it really makes a difference.”
It’s not a sale. It’s support.
6. Let Them Smell, Feel, or Test It
Sensory sells itself. Invite clients to try a bit of the cooling gel or rub in a bit of the lotion you used on their arms. No words necessary.
How to Make It Feel Natural
- Start during the service, not at checkout. Plant seeds early with casual mentions like, “This is one of my go-tos for redness.”
- Keep it conversational. No scripts, no pitches.
- Be okay with ‘no.’ If they’re not interested, you haven’t failed. You’ve educated.
What to Say Instead of “You Should Buy This”
You don’t need perfect phrasing. Try something simple like:
- “If you’re curious, this is what helped with the dryness today.”
- “I used this cleanser—let me know if you want to see it.”
- “A lot of my regulars swear by this for breakouts.”
Make it about their results, not your shelf.
When Clients Say "I'll Think About It"
It happens all the time. Someone sounds interested but then says:
“I’ll think about it.” “I already have something like that at home.” “I’m trying not to buy more stuff.”
These aren’t rejections—they’re just gentle deferrals. Here are a few low-key responses that keep things open:
1. “Totally! If you ever want to revisit it, just let me know.”
This gives them space while leaving the door wide open.
2. “If what you have stops working for you, this one’s here.”
This shows confidence without pressure.
3. “You’ve got options! I just wanted you to know what helped today.”
You’re not pushing—you’re offering.
4. “No worries. I’ll keep it in mind for next time, just in case.”
This helps you circle back in future visits without feeling awkward.
Sometimes clients just need time—or trust. Your consistency matters more than closing a sale on the spot.
You’re already helping people feel better. Mentioning the right product at the right time? That’s just one more way to support them—without ever feeling pushy.
Universal Companies is proud to have a team of experienced spa advisors on staff and welcomes you to consult with our professionals about spa products and supplies, including ingredients, equipment, and retail. Dedicated to the success of spa professionals everywhere, we're grateful to be recognized with multiple industry awards (thank you!) and proud to support the spa industry through mentorship and sponsorship.