Pop quiz: How much is your average ticket? How about your annual income? If you don’t have a ballpark figure in mind, you’ve already got your first homework assignment (or you can just check in your GlossGenius app)! Either way, we’re here to help you get those metrics even higher. Once you know your salon numbers, you have a benchmark for improving them, and one of the best ways to do so is with add-on services. Keep reading to find out the importance of cross selling add-ons and how you can easily get started.
Add-on services create additional value for your salon business in several ways. These extra offers are a great way to introduce new services by giving clients a small sampling before they commit to a whole booking to try something different. For new clients who are still learning more about what you do, add-ons give them ideas for things to try the next time they come in.
Even your loyal clients will find value in being exposed to add-on services. It’s statistically proven that regulars spend more money and it will help shake things up with clients who book the same service every single time so they can earn their place among your highest-spending MVCs (Most Valuable Clients).
Another reason to throw these extras into the mix is that it layers in another moment clients can rave about when they think about your brand experience. Some of the best advertising comes from word of mouth, and when clients are wowed by the complementary offerings that make up your menu, you’ll be giving them plenty to talk about.
You don’t need to be a stellar salesperson to start upselling these services. There are several easy ways to seamlessly introduce your clients to your bonus offerings. Try one of these ideas when you’re ready to maximize your salon earnings with these extra menu items.
Just like sampling products, sampling a service is a beneficial way to show your clients the value of what you’re offering and draw them in so they want to come back for more. Throw in a complimentary offering next time you know it’s someone’s birthday or they’re celebrating another special occasion.
Don’t make clients pick and choose their add-on services, instead give them a chance to try them all. Create a special package on your menu that includes a variety of express services to give them an idea of what each involves. Don’t forget to promote your salon service packages via email or social media so everyone knows it's an option. Once clients get a taste, they might choose to go all in on a full-length version the next time or you might even get a few who want to rebook the one-stop-shop package next time they want a complete pampering experience. Either way, your profits are getting a boost.
Bring in VIPs for a demo night and turn your mini services into a fun speed-dating-style service event. Clients can rotate from station to station where they experience a mini version of each offering. Turn it into a party by peppering in some lively music, bubbly drinks, and tasty canapes – throw some goodie bags in the mix, too, and you might even start selling more salon products as well!
Additional offerings may be stand-alone services that you already offer or they may be bonus treatments that make the most sense when paired with a larger service. As an example of the former, a makeup artist might offer false eyelashes as an offering on their own, but it’s also the perfect add-on for a full makeup session. In terms of the latter, add-ons can also come in the form of products that you layer on a basic service, like a deep conditioning treatment with a routine wash.
Try to think of these additions as low-commitment offers that won’t become a time suck to your day or become too involved for clients who might be in a hurry. Keeping add-ons short and sweet can contribute to your bottom line without you having to spend too many extra hours in the salon.
Every type of service provider will want to tailor the add-on services they’re able to offer in a way that makes sense for their business flow and skills, but here are a few ideas to get the creative juices flowing:
For a masseuse: Offer a five-minute scalp or hand massage to any hour-long service.
For a hairstylist: Offer a conditioning treatment to any service that includes a wash.
For an esthetician: Offer a charcoal scrub treatment with any basic facial or skin treatment.
For a makeup artist: Offer false lashes with any full makeup application.
For a hair removal specialist: Offer a soothing serum or moisturizing treatment with any medium or large wax area.
For a nail tech: Offer an additional soaking salt or essential oil tincture with a pedicure.
It may not seem like much, but even a five-minute service can create an additional revenue stream for your salon that will add up in the long run.
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