Kim Stevens, owner of Puttin’ on the Tips Salon & School in Ocala, Fla., advises tying your nail guarantee to your clients’ use of recommended home care products. “Post a sign or tell clients, ‘We guarantee our work only if you use our recommended home care products and return for timely visits,’” she says. In addition to encouraging clients to maintain their nails properly, it provides a big boost to retail sales. “About 90% of our clients take home cuticle oil—the product we recommend most often—and about half purchase another suggested item such as top coat, lotion, or exfoliator depending on their personal needs,” she says.

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