From Mani to Money: 8 Creative Ways to Boost Retail Sales

1. Stock What Clients Actually Want

f it just sits there, it’s not working for you. Make space for nail health heroes clients will actually use between visits:

• Cuticle oils that hydrate without feeling greasy
• Strengtheners that help with post-gel recovery
• Non-toxic polish removers with a spa vibe

Ask clients what they struggle with, and stock products that solve those exact issues. You’ll be surprised how often the answer is, “I didn’t know you carried that!”

2. Create Displays That Spark Curiosity

Skip the dusty product shelf in the corner. Try a “Try Me” tray at your mani station or mini spotlight displays near the register.

Need a boost?

• Feature a “Pick of the Week” with handwritten notes like “My go-to for dry hands!”
• Use mirrors, risers, and natural lighting to make products pop
• Add a tiny tip card next to products—just one benefit, no fluff

3. Seasonal Themes = Easy Conversation Starters

Mini themes make retail feel fresh and timely. Rotate monthly or quarterly.
Try these ideas:

• “Winter Rescue” kits with rich hand creams and hydrating masks
• “Beach Bag Ready” bundles with SPF hand cream and bright summer shades
• “Back-to-School Self-Care” featuring fast-dry top coats and fun colors

Pro tip: Tie your displays to what’s already happening in your service menu.

4. Recommend Without Feeling Pushy

You’re not a sales rep—you’re a pro sharing what works. Clients want your advice. Here’s how to keep it chill:

• Use phrases like “Here’s what I use between services” or “If you liked this treatment, you’ll love this…”
• Keep it about them, not about the product
• If they say no? Smile, say “Just wanted to share!” and move on.

Confidence = trust. You’re the expert. No hard pitch required.

5. Bundle It Up

Bundles are magic. They simplify choices, boost spend, and feel like a treat.
Ideas you can prep in 10 minutes:

• “Post-Mani Care Kit”: Cuticle oil + nail strengthener + mini file
• “Nail Night In”: Hand scrub + luxe lotion + polish of the month
• “The Gel Saver Set”: Daily care must-haves for gel lovers

Keep it simple. Add a bow or small tag with care instructions. Done!

6. Let Your Retail Work Overtime

Retail doesn’t stop when the client walks out.

• Send a quick thank-you text with a product tip the next day
• Drop a QR code or mini card in their bag linking to how-tos
• Promote your favs on social—bonus points for a 10-second demo

You’re not just selling products. You’re supporting your client’s results between visits.

7. Follow-Up Ideas That Clients Appreciate

Tracking retail purchases can make follow-ups even more effective. Even if you don't have a full POS system, a simple notebook, spreadsheet, or client card can help you jot down what each person bought. That way, it's easier to personalize your messages and time future suggestions around their needs.

A simple follow-up shows you care—and builds loyalty. Here are a few examples:

Next-Day Thank You Text:

“Hi [Name]! Just wanted to say thanks again for coming in yesterday. Don’t forget to apply the cuticle oil before bed—it really helps lock in hydration. Let me know if you have any questions!”

Product Usage Tip Text:

“Hey [Name], that nail strengthener you picked up? It works best if you apply it every other day for the first week. Let me know how it goes!”

In-Bag Add-Ons:

• QR code to a quick product demo or aftercare tips
• Mini calendar sticker that says “Refill me by [Date]”
• Small card that says: “Tag us with your fav product @YourSalonName”

8. Helping Team Members Feel Comfortable Selling

Getting consistent team buy-in can be easier with small systems in place. Try assigning rotating 'retail lead' roles each week to keep displays fresh and tasks shared. Short weekly huddles to review what's working (and what's not) can also build momentum without feeling like micromanagement.

How often should displays be updated? Ideally once a month—but even small tweaks every two weeks (like switching product placement or signage) can keep things looking fresh without becoming a burden.

If you’re managing a team, here’s how to help them feel good about recommending retail:

Make It About Care, Not Sales

“What do you personally love using on clients?” When they’re sharing something real, it feels genuine—not pushy.

Give Them Simple Phrases to Use:

• “Here’s what I used on you today in case you want to keep the results going.”
• “This is something a lot of my clients love between visits.”
• “Want me to show you a quick way to use this at home?”

Practice in a Fun Way
Do 5-minute mini roleplays during slow times. Keep it lighthearted. Make it feel like learning a new service, not a sales pitch.

Celebrate the Effort
Did someone talk about a product for the first time? Give them a shout-out. Confidence grows with repetition and support.

Retail strategies that truly connect with clients can make a big difference. For salons and spas looking to improve client experience and product sales, even small changes can go a long way. Exploring new ideas, tracking what works, and staying open to feedback helps keep retail efforts aligned with what clients value most.

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.