As an esthetician, your clients trust your expertise. They look to you for advice on how to care for their skin, which products to use, and how to achieve lasting results. But all too often, even after a productive appointment and personalized product recommendations, those same clients end up buying their skincare from Amazon, Sephora, or another major retailer.

Let’s break it down: when your client purchases skincare from third-party sites, it not only affects their results, but it also directly impacts your ability to run a sustainable business and profit from your professional knowledge.

Here’s why this conversation matters, and how you can help guide your clients toward safer, smarter choices for their skin and your practice.

The Hidden Costs of Buying Skincare on Amazon (or Other Retailers)

1. You Don’t Earn Commission

When your client buys products through Amazon or a retail chain, you earn nothing, despite being the person who educated them, assessed their needs, and recommended the right solution.

Retail sales can make up a significant portion of income for solo estheticians. On average, retail sales typically make up around 10–30% of an esthetician’s income. Some high-performing estheticians or those working in spas that emphasize retail can earn up to 40% of their income from product sales, especially if they receive commission (often 10–20%) on those sales (Pomp offers 30%!).

These purchases aren’t just a matter of convenience; they contribute directly to the financial health and sustainability of your business. Without this revenue stream, your time and expertise are being given away for free.

2. No Regulation = Real Risk for Clients

"But It’s Cheaper on Amazon..."

Maybe. Maybe not. But here’s the real issue: you have no clue what they’re actually getting on Amazon.

It could be expired.
It could be tampered with.
It could be a total counterfeit.

Your license, your reputation, and your client’s results are not worth risking over a $5 discount from an unauthorized seller.

Unlike professional platforms, third-party marketplaces like Amazon are not held to consistent quality or authenticity standards. Clients might receive expired, diluted, or counterfeit products, and often, they have no way of knowing until it’s too late.

As a licensed professional, part of your role is to protect clients from these risks. You’ve trained extensively not only to treat skin, but to recommend products that are safe, effective, and compatible with their skin type and concerns. When a client buys from unverified sources, they’re stepping outside of that protection.

3. It Undermines Your Professional Guidance

Skincare is most effective when routines are tailored, monitored, and adjusted as needed by a trained expert. If a client swaps out recommended products with off-brand or unverified alternatives, they risk throwing off their entire routine and may not get the results they were expecting or the full return on their investment.

Worse, when results fall short, clients may lose trust in your process, even if the issue lies in using the wrong products. Your credibility suffers, and the client is no closer to their skincare goals.

How to Encourage Clients to Buy Through You

Talking about retail can feel awkward at first, but it doesn’t have to be. With the right approach, you can help clients understand the value of purchasing through you while reinforcing your expertise and care.

1. Be Upfront—But Keep It Positive

Many clients simply don’t realize that buying elsewhere impacts you financially. Be transparent, but kind. A simple line like:

“When you buy from Amazon or Sephora, I don’t get to provide the oversight needed to keep your skin at its best between treatments. But if you order through the Pomp routine I built for you, not only are you getting verified, professional-grade products—you’re also supporting my small business. And I really appreciate it.”

You can even incorporate a brief reminder during appointments or follow-ups. It’s not about guilt—it’s about awareness.

2. Educate Without Overwhelming

Clients don’t need fear tactics—they need facts. You might say:

“I totally understand wanting to save money, but just a heads-up, a lot of products sold on Amazon have been found to be expired or are from unauthorized resellers. Buying through me or a trusted platform ensures you're getting the real thing and uncompromised results.”

Keep it concise and client-centered. The goal is to build trust, not overwhelm.

3. Make Buying Easy

One of the most effective ways to drive loyal retail purchases is by making the process seamless. That’s where platforms like Pomp can make a big difference.

When clients buy from major retailers like Amazon or Sephora, you earn nothing. With Pomp, you can earn up to 30% commission on every sale—while providing clients with esthetician-approved, professional-grade products they won’t find at big-box stores.

The Pomp Advantage:

Offer clients a smooth, convenient way to purchase your professional recommendations
Give access to exclusive, professional-only products not available through major retailers
Easily track and update each client’s skincare routine as their needs change
Guarantee product authenticity and quality
Let clients enjoy promotions and save on shipping by purchasing everything in one place

One sale can become consistent, recurring income, month after month.

Estheticians use Pomp because it bridges the gap between professional guidance and convenience. It keeps the experience elevated and stress-free for both you and your client.

As an esthetician, your role goes far beyond recommending products. You’re delivering expertise, building trust, and creating long-term solutions for your clients’ skincare concerns. But for that to work, clients need to follow your guidance, not undercut it with off-the-shelf substitutions from unknown sources.

By having honest conversations, offering education, and making purchasing simple through platforms like Pomp, you empower your clients to make better choices while also protecting your business and the value of your professional work.

Encourage your clients to support your practice the same way you support their skin. When you advocate for yourself, you’re not just selling products—you’re building stronger relationships, better results, and a more sustainable future.

Why Buying Skincare on Amazon (or Sephora) Is a Bad Idea—for You and Your Clients