In Episode 003 of "Operation Med Spa," hosts Rebekah Brannon and Janelle Cordtz tackle the often overlooked power of retail sales in med spas. They discuss how incorporating retail skincare products into daily operations can significantly enhance patient results while boosting overall revenue. With decades of combined experience, Bek and Janelle explain that retail should never be an afterthought but rather a key component of a med spa’s business strategy.

The episode kicks off by exploring the role of skincare products in maintaining and enhancing the effects of treatments. Bek uses the analogy of a dental procedure: just like brushing your teeth after a root canal, clients need to maintain their investment by using the right products at home. Offering high-quality skincare products allows clients to extend the benefits of their treatments and ensures they see long-lasting results.

Bek and Janelle stress that effective retail sales not only help protect a client’s investment but also build retention. When clients use products that improve their skin between treatments, they’re more likely to return for additional services and repurchase products when they run out. This creates a steady revenue stream without the need for additional marketing.

A key takeaway from this episode is the importance of training both providers and front desk staff on retail products. While providers are often seen as the primary educators, Bek and Janelle emphasize that the front desk plays a crucial role in closing sales. By involving front desk staff in product training and equipping them with product knowledge, practices can significantly increase their retail revenue. Confidence in discussing products leads to more natural, passionate recommendations, which clients can sense—even over the phone.

Bek and Janelle also address overcoming the discomfort some staff may feel about “selling” products. They flip the narrative, framing product recommendations as an ethical responsibility to help clients achieve the best results.

With practical advice on product education, staff training, and closing sales, this episode offers actionable insights for med spa owners and operators looking to boost their bottom line through retail sales.

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