I completely agree with the above. When I started, I took over a site of a closing down salon. I'd been a client. The proprietor was a natural salesperson but focused too much on retail and not enough on client service. She drove her clients away and got left with a cabinet full of unsold retail products.
In my own salon I resolved to offer treatments; excellent, impartial advice and nothing else.
But never say never!
I swore I'd never sell make up...make up is now my second best selling line...
I swore I'd never, ever sell vitamin supplements ...oops!
My clients asked me for advice, I wanted to help. When they started bringing in samples of products obtained elsewhere and asking me which one they should buy, I realised that there is a need for an curated selection of aftercare products aimed very specifically at client needs.
It's no good thinking "I should stock X" or "why not stock some XYZ" because retail does not sell itself. If you love something and really believe it will be awesome for your client you will naturally tell your client exactly why you think it will benefit them.
My aftercare starts in the treatment room often before Ive even started the treatment. I notice the condition of their skin and I ask how clients care for their skin. I tell my clients what they need to do to improve their skin and I tell them straight out what the benefit is for them. "If you exfoliate your skin with my skincare cloth every shower and spritz on some of this body oil afterwards you will not only have lovely satin skin without scales and dry patches, with an A list celebrity glow, you will also get a better quality hair removal result, that stays hair free for longer when you come for a leg wax.
I've learned to only retail aftercare products based on client needs and not to try and play "shops". I tried to sell little treats - face masks, body scrubs, lip balms, essential oil candles, floral waters as natural toners...All bombed. Can't give them away!