How to Turn "I Already Have That at Home" into Your Next Skincare Win
Helping clients build effective home routines is part of your magic as an esthetician. But what do you do when they insist they already have everything they need—thanks to discount aisles, beauty boxes, or the latest TikTok trends?
They’ll often rattle off a list of ingredients—niacinamide, vitamin C, retinol—but they’re still dealing with breakouts, dryness, or uneven texture. It’s not that they don’t have skincare—it’s that their products don’t work well together or aren’t right for their skin.
Let’s walk through a few friendly, low-pressure ways to help clients who think they have it all—but still aren’t seeing results.
1. Start by Listening—Not Selling
Start with: “I love that you already have a routine! Walk me through it?”
This simple question helps you:
- Understand their habits
- Spot gaps or missteps
- Build trust (you’re not bulldozing their choices)
Then ask: “Which product do you feel is really helping your skin?”
Often, they’ll admit: “I don’t know… none of them really?” Now you’re in a position to help.
2. Educate Without Overwhelming
Rather than saying “That product isn’t good,” show them why yours is more effective.
“The hyaluronic acid you’re using might be a single-weight formula. The one I recommend has three molecular weights and olive leaf extract—it hydrates deeper and calms redness.”
Break it down like this:
- Compare ingredient decks (gently)
- Point out filler vs. active ingredient placement
- Explain multi-tasking ingredients (like panthenol or ceramides)
- Mention some products have actives so low they don’t do much
The key is confidence and clarity, not criticism.
3. Curate a Personalized Product Moment
If you have time, pick 2–3 products and set them up at checkout. Greet them warmly after their service and say:
“These are the ones I used today. If I had to pick just one, this serum would be it—it works beautifully with your skin type and will help with the [insert concern].”
Touching and seeing those products—especially after a relaxing service—makes the idea more real.
4. Show, Don’t Just Tell
Use the treatment time to educate:
- “This exfoliant is gentle enough for 3x a week and helps with buildup around your T-zone.”
- “This moisturizer also has ingredients for the under-eye area, so you can skip an extra product.”
Link what you’re doing to what they can do at home. You’re showing them how to get from skin stress to skin success.
5. The Power of One Product
When their shelves are full, don’t ask for a total overhaul. Ask:
“Which product are you almost out of?”
Suggest starting with just one replacement, and tell them why.
“Your toner is alcohol-based, which might be contributing to your dryness. This one is pH-balanced and adds hydration instead of stripping it.”
They’ll see you’re not pushing them to toss everything—just swap what’s not working.
6. Little Tricks That Go a Long Way
- Use the leftovers advice: “You can use that serum on your neck and chest—it’s still good for skin there.”
- Sample smart: Let them try one product at home. If it’s good, they’ll come back.
- Take notes: Log what they say they have. At the next visit, ask how it’s working.
- Social proof: Share before/afters or weekly product spotlights on social media with ingredient highlights. Education + visibility builds trust.
Helping clients move away from their product clutter doesn’t mean attacking their choices. It means being their skincare guide—knowledgeable, kind, and solution-focused.
They came to you because their current routine isn’t working. Start with one thoughtful recommendation—and help them build a routine that truly delivers, one win at a time.
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.