The 80/20 Rule of Skincare Results

Sponsored by Pomp

As skincare professionals, we know that real transformation doesn’t happen in a single treatment. In fact, most visible skincare results—roughly 80 percent—come from what clients do outside the treatment room. This reality underscores one powerful truth: retail matters. 

When we talk about the “80/20 Rule” in skin care, we’re acknowledging the vital role that at-home routines play in achieving and maintaining skin health. No matter how skilled your hands are or how advanced your modalities may be, they can only take a client so far without the support of a consistent, professional-grade at-home care regimen. 

So, how can you help clients bridge the gap between appointments—and get better results while growing your revenue at the same time? 

Shift the Mindset: Educate First, Sell Second 

One of the biggest mental hurdles for estheticians is the discomfort around “selling.” But recommending products isn’t about pushing a sale—it’s about completing the service. The goal is to empower clients with the tools they need to sustain the results you’re working so hard to achieve together. 

You can reframe the conversation to focus the products around the results, such as saying: 

• “To maintain these results, I recommend using a hydrating serum like this one every morning.” 
• “Because you mentioned sensitivity, this cleanser will help calm your skin between visits.” 
• “Let’s set you up with a simple routine that matches your skin goals.” 

Approaching product recommendations as part of your professional responsibility—not a transaction—builds trust and deepens client loyalty. 

Keep the Routine Simple and Personalized 

Today’s clients are overwhelmed by influencer-driven trends and drugstore marketing overload. What they crave is clarity. That’s where you come in—you are a professional they trust. 

By recommending just 2–3 high-impact products tailored to their skin, you help clients: 

• Stick to a routine they’ll  follow 
• See results that reinforce the value of your services 
• Avoid wasting money on ineffective or irritating products 

When you customize their home care regimen, clients begin to associate results with your expertise—not with a viral TikTok trend. This positions you as their long-term skin care guide, not just a one-time treatment provider. 

Make It Easy for You and for Them 

Of course, one reason many estheticians shy away from retail is the overhead. Stocking shelves, managing inventory, and fronting hundreds of dollars in product can feel like more stress than it’s worth. 

But it doesn’t have to be, thanks to platforms like Pomp that are built specifically for estheticians. With Pomp, you can recommend personalized, professional-grade products without carrying inventory or managing fulfillment.  

The 80/20 Rule is more than a statistic—it’s a call to action. If you want clients to see lasting results (and come back for more), home care is non-negotiable. By shifting your mindset around retail, focusing on education, and leveraging tools that streamline the process, you can turn skin care recommendations into better outcomes for your clients—and a stronger business for you. 

Image Credits: Photos by Laura Murray / Pomp