From Fatigued to Fresh: The Esthetician’s Guide to Energizing Dull Skin (and Sales)

When clients arrive looking exhausted, estheticians have the power to help them leave looking like they got a full night’s sleep.

“We all are chasing that glowing, lit-from-within complexion, but most do not realize that skin glow is not about a shimmer; it is all about the blood flow,” says Dr. Natalya Borakowski, naturopathic physician and founder of Desert Bloom in Scottsdale, Arizona. “Too much and we get inflammation and sensitivity; not enough and we have a dull, tired complexion.”

Between late nights, screen time and unprotected sun exposure, clients likely have a variety of reasons for lackluster skin. Dehydration and poor circulation are two major culprits of tired-looking skin, says Borakowski.

Luckily, skin care professionals have the power to reverse that exhausted look in just one session. With specialized techniques and personalized recommendations, practitioners can boost their bottom lines and provide clients with five-star treatment.

Here’s a look at how to do it, according to expert dermatologists.

Provide Relief and Solve Problems

Asking clients about their facial goals ahead of their appointment helps skin care professionals provide the best advice. Once they arrive, continuing that conversation will guide the session.

“Don’t sell a product; offer relief,” says Borakowski. For clients who mention puffy or tired eyes, Borakowski asks if they’d like to try a skin care experience to relieve those issues—she isn’t a fan of the word “fixing” in the skin care world.

“We do not fix faces; we do not fix skin problems,” she says. “This makes me feel like women are broken dolls that need fixing. Instead, I give her a mirror and ask: ‘What in your reflection troubles you today?’ Upselling works best when it feels like care, not sales. No scripts. Just presence.”

Skills That Sell: Techniques to Deliver Instant Glow

Glowing skin begins with circulation, which is a simple start for any esthetician with a tired-looking client on their table.

“When the blood flow increases, oxygen and nutrients rush to the surface, making the skin look brighter, bouncier and downright happier,” says Borakowski.

When a client complains about tired-looking skin, using a gua sha tool is an excellent technique to reduce puffiness and bring blood flow back to the skin’s surface. It’s a simple upsell, especially for those with sensitive skin. Aside from promoting blood flow, it can also release tension in facial muscles, further creating a more awakened appearance.

Framing the service in emotional terms like “less tired,” “lifted” and “refreshed” can get clients on board quickly. For service menus, these can simply be offered as targeted glow boosters or 10-minute add-ons.

Additionally, knowing the art of basics like the European facial is an ideal blend of finger techniques that bring life back to the face.

“The traditional European massage technique has been passed down through generations, and for a good reason,” Borakowski says. “It’s a rhythmic, soothing, face sculpting dance of fingertips that stimulates microcirculation, relaxes facial tension and helps tone the skin naturally.”

As an added selling point, she says sharing techniques that clients can do at home adds further value to a client’s experience. It builds trust—a simple way to get them back for a facial in the future.

High-Tech Boosters With High Profit Potential

With technology evolving faster than ever, there’s no better time to incorporate specialized tools into a skin care professional’s practice.

Between light therapies and laser technology, skin care pros have endless options to create a personalized customer experience. Popular glow upgrades that weary clients can appreciate include LED light therapy and intense pulsed light treatments.

“LED light therapy calms inflammation and brightens skin; the bonus is that it has no downtime,” says Dr. Jodi Logerfo of Orentreich Medical Group in New York City. “Intense Pulsed Light (IPL) is a non-invasive, light-based treatment that targets pigment and vascular irregularities in the skin. Unlike lasers, IPL delivers multiple wavelengths of light to treat several concerns at once.”

Lasers are ideal for clients who want a brightened appearance without a ton of downtime, she says. Practitioners can charge premium rates for clients seeking a quick rejuvenated look for a photo shoot or wedding, for example. Dr. Logerfo recommends Fraxel lasers, either 1927 and 1550, and turned down to a low energy.

“This can still stimulate collagen and resurface the skin gently,” she says. 

Microneedling is another favorite of Logerfo for skin rejuvenation.

“A procedure like microneedling can be done lightly, not aggressively, to help enhance skin tone, texture and improve skin laxity by stimulating natural healing and increasing elastin and collagen production,” she says. “When done mildly, microneedling could have minimal downtime, and the result can give skin a glowy look, improving dullness and skin fatigue.”

Keeping the Glow Going  

Logerfo says helping clients keep their glow goes well beyond the office too. Educating clients on continuing their skin care routines will not only empower clients but also help them keep that dewy look longer.

“Hydration and barrier repair are part of the holy grail in achieving and maintaining glowing, bright skin,” she says. “Without having a healthy skin barrier or maintaining adequate hydration, office-based treatments could fall short.”

Treating dull skin requires the ideal mix of ingredients to see a difference. Vitamin C paired with vitamin E encourages brightening while also offering antioxidant skin protection. Niacinamide is another helpful option that can help with redness and inflammation while also improving skin texture.

Another favorite of Logerfo? Hyaluronic acid is an ingredient she recommends to improve the skin barrier, plump and hydrate skin.

“Addressing their at-home skin care is key,” she advises. “Topical vitamin C and retinoids are important. It is also imperative to take care of the skin barrier by using a hydrating moisturizer every day, as well as a gentle exfoliation two to three times per week. A moisturizer or serum containing hyaluronic acid can increase water intake and give skin a healthy glow.”

Logerfo recommends that estheticians also have red light LED mask recommendations in mind too. “When someone has dull skin, using a red light LED mask at home is fabulous,” she says.

Skin care professionals may consider keeping their favorite brands on site to sell and further create a client experience that empowers individuals to take charge of their skin care.

Share the Glow-at-Home Techniques

Reminding clients they are fully capable of creating a glow-worthy skin routine will enable them to keep up with their healthy skin care habits.

Throughout any given session, reminding clients of the importance of hydration, exfoliation and a good night’s sleep can be the encouragement they need. Let them know that simple techniques, like strategically combining physical and chemical exfoliation, can expose smoother, brighter skin quickly.

“Think gentle rice or jojoba bead scrubs for texture, paired with light AHA peels like lactic or mandelic acid for that glow-within effect,” says Borakowski. “When it comes to AHA acids, we have a new player—shikimic acid—derived from anise. This gentle but powerful acid is a true game changer, delivering glowing results with no downtime.”

Providing gentle reminders about hydration while offering fruit-infused water after a session is a simple way to encourage smart habits that help the skin. Above all, keeping the client’s true needs first is the best way to “upsell” or further enhance their experience at your spa or practice.

“I think one of the best things to do is keep the patient's best interest in mind, don't push procedures or products, and gain the trust of the patient,” says Logerfo. “That will keep them coming back for more and more treatments.”