Use Your Backbar to Sell More Retail

If there's a product you really want your clients to use at home, put it in your treatment room.

It sounds simple, but your backbar can do a lot of the retail selling for you.

Instead of telling a client about a product she's never seen before, actually use it during her service.

For example, if you want to sell more of a particular serum, make it part of the treatment. Let her feel the texture, smell it, and experience how her skin feels afterward.

Then the retail conversation becomes much easier:

"Remember the serum we used today? That's the one I'd recommend continuing at home."

You're no longer introducing a random product at checkout. She's already experienced it.

Be intentional with your backbar

You don't need every retail product sitting in your treatment room.

Choose a few products you want to focus on and make them part of your services. The more familiar your clients become with those products, the more naturally they'll start asking about them.

And when they ask:

"What did you use on me today?"

You've already opened the door.

Your backbar isn't just where you keep your products.

It's one of your best retail tools.