For most lash artists, adding retail to your business isn’t just about making extra money, it’s about elevating your client experience and showing you care about their results between appointments. The best part? Done right, retail can increase your income without adding a single extra client to your schedule.
In this guide, we’ll break down how to choose the right products, price them for profit, and sell them in a way that feels effortless (and never pushy).
Why Retail Matters for Lash Artists
Retail sales can easily add hundreds, even thousands, to your monthly income. But it’s more than just the money. Offering high-quality aftercare products helps your clients protect their investment, maintain their lash health, and extend the life of their extensions. That means happier clients who come back again and again.
Choosing Products Clients Actually Buy
Pick products that complement your lash services and solve a real problem for your clients. Popular options include:
- Lash-safe cleansers
- Brushes and spoolies
- Silk or satin pillowcases
- Lash serums (ALA members get access to trusted vendor discounts!)
Pro tip: Stock only what you truly believe in, your authenticity will make selling easier.
Pricing & Profit Margins Made Simple
A common markup in the beauty industry is 50–100% of your wholesale cost.
- If a cleanser costs you $10 wholesale, retail it for $20–$25.
- Don’t forget to factor in shipping, packaging, and sales tax when calculating your price.
ALA members have access to a downloadable pricing calculator so you never undersell yourself.
Selling Without Feeling Salesy
The best “sales pitch” is education. Instead of pushing products, focus on explaining why they matter. Example:
“Using this cleanser daily will help your extensions last longer and keep your lash line healthy.”
Display products in your studio, mention them naturally during appointments, and offer a quick demo at checkout.
Make It Easy for Clients to Buy
- Keep retail shelves stocked and visible
- Offer payment options like bundling with services or pre-pay discounts
- Add retail items to your online booking page for pre-purchase
Retail isn’t just an extra, it’s a way to provide better results, deepen client trust, and grow your bottom line. With the right products, pricing, and approach, your retail shelf can become one of the most profitable parts of your lash business.
