5 Proven Ways to Increase Retail Sales in Your Salon

Struggling to increase retail sales? Sometimes, a good hairstylist is only good at cutting hair without knowing how to master the salesy approach. Just remember that practice makes everything perfect.
To truly increase retail sales, salons and stylists need to rethink how products are integrated into services, marketing strategies, and client experiences. Retailing should feel seamless and supportive, rather than pushy. Here’s how to do it without overdoing it, and while keeping a minimalistic, natural approach.

5 Proven Ways to Increase Retail Sales in Your Salon

1. Integrating Products Into Services

So, how to sell, without really trying? Your team of stylists can help customers figure out which shampoo, conditioner, hair mask, or treatment to go for. By promoting services that require specific usage of products even at home, you’re automatically creating an organic need for clients to continue their care at home.

Here’s a good example. L’Oréal’s Metal Detox Treatment is the perfect at-home solution that reduces breakage by up to 87%. If you recommend the corresponding at-home shampoo and conditioner, you’re not only extending the salon results but also reinforcing the value of your services. Let them know how their hair will feel when they combine these trustworthy products. This creates a cycle where treatments and retail products complement each other naturally.

2. Staff Recommendations: Turning Stylists Into Trusted Advisors

Stylists are often a client’s most trusted beauty professionals, and this makes them powerful advocates for retail products. It’s important to act as a friend who is suggesting a product, rather than being a stylist who’s making money based on their performance or percentage. How to conquer and apply this rule? Rather than waiting until a client asks about products, stylists can recommend maintenance solutions between appointments.

For instance, if a client has had a Pro Longer treatment to reduce split ends, the stylist can explain how using the take-home Pro Longer products will preserve their results until the next salon visit. These recommendations not only help clients see better results but also strengthen their trust in your expertise.

3. Service Menu Add-Ons: A Subtle Way to Increase Retail Sales

Another smart strategy to increase retail sales is to incorporate recommended treatments as add-ons within the booking process. Ladies love to look their best, and most love to be spoiled. So, always suggest an add-on that aligns well with their chosen blowout, haircut, hair mask treatment, etc. This strategy works especially well if your salon website allows for customized booking features. By adding suggested add-ons directly into the booking flow, clients become aware of these treatments before they even step into the salon chair. Once they experience the results, the follow-up retail recommendation feels like a continuation of the same journey, as they will want to achieve the exact same luxurious hairdo over and over again.

4. Social Proof: Showcasing Results Through Transformations

Today’s clients live on social media, and they will do their research before booking a session. This makes social proof a powerful tool for boosting both services and retail sales. Posting before-and-after transformations that highlight the results of treatments like Metal Detox or Pro Longer can encourage clients to invest in both the in-salon treatment and the take-home products.

For example, share a short video of a stylist applying Blondifier Gloss followed by a reveal of the shiny, luminous finish. Caption the post with a mention of the Blondifier retail range, encouraging followers to keep the glow at home. By tying services and products together on your social media, you subtly increase awareness and demand.

Encourage happy clients to share their own transformations on their personal social media pages as well. Word of mouth, combined with visual proof, is one of the strongest motivators for retail sales.

5. Building Client Loyalty Through Retail

When clients see better results, they’re more likely to book repeat appointments, purchase additional treatments, and recommend your salon to friends. Here’s one more educational blog post you’ll love from our end.

Consistency is key here. Every touchpoint—whether it’s during consultation, booking, or checkout—should integrate product education and recommendations in a way that supports the client’s goals. By creating an ecosystem where services and retail feed into each other, you turn your salon into a trusted hub for beauty maintenance.

Fun Q&A: Retail Sales Edition

Q: Isn’t selling products just an upsell?
A: Not at all! It’s about extending the value of your service. If a client spends time and money on a treatment, they deserve to have the tools to maintain it at home.

Q: What if my staff feel uncomfortable recommending products?
A: Training is essential. Position it as giving expert advice rather than making a sale. When stylists frame it as helping clients achieve their goals, it feels more natural.

Q: How can I stop my clients from buying cheaper versions online?
A: Educate them on why professional-grade products are superior, and why they need them in their everyday routine. Highlight ingredients, formulation quality, and how they’re designed to work with salon treatments. Plus, many clients prefer the reassurance of buying directly from their trusted stylist.

Q: Do social media posts really influence product sales?
A: Absolutely. A client who sees real results—whether from your salon’s account or a friend’s testimonial—is much more likely to book treatments and buy products.

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