How To Upsell: 4 Strategies To Boost Your Salon Sales

As a business owner, you know that every dollar in income adds up. If every client had an extra $10 on their bill, your bank account would see a huge difference. And that's where upselling comes in. 

Upselling encourages clients to take premium upgrades to boost their experience – which earns you more revenue. It's a do-it-all sales technique. 

Read on to learn how to upsell with simple, powerful strategies for beauty and wellness businesses. 

What Is Upselling in a Beauty and Wellness Business?

Upselling is a strategy in which a salesperson encourages clients to opt for additional, premium services. These upgrades enhance the client's initial service choice, giving them what they asked for but with a boost. For example, if you're a nail technician, you could upsell a client scheduled for a basic manicure to a deluxe version with a hand massage.

This sales strategy improves the customer experience by presenting superior services for a little extra cost. While clients pay more than they would otherwise, they’re usually getting a discount because the services are bundled, which makes people feel like they’re getting a good deal. On top of that, offering better services shows clients you value them, strengthening your relationship and encouraging them to spread the word about your beauty and wellness business.

Not sure how to start selling more? Offering add-ons is a popular way to create additional value for customers. Think of them as the cherry on top of existing services, giving people a taste of what else you can do. They’re perfect for new clients who want to try something new the next time they come in, but even your most loyal customers can find inspiration and discover extra services they like. 

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The Difference Between Upselling and Cross-Selling

Upselling and cross-selling are two distinct sales strategies. While upselling encourages clients to upgrade their initial service choice, cross-selling involves offering related services or products on top of what they originally got. With cross-selling, the service or product isn’t exactly an upgrade, but it does enhance the client's overall experience. 

For example, if a client is getting a pedicure, cross-selling them the sea salt foot scrub that they love after their appointment can help them feel cared for. It helps them leave your spa with a new at-home self-care ritual, and who doesn't love that? You can also cross-sell services, like encouraging a manicure client to add on a facial for their upcoming event. 

Cross-selling introduces clients to additional beauty and wellness products and services they might not consider otherwise. This is powerful because these customers might love and benefit from these discoveries – and come back for more. You can showcase exactly what's on offer at your business to help clients feel and look like their best selves.

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4 Ways to Upsell with Add-On Services

You don't need to be a stellar salesperson to start upselling. Try one of these techniques: 

1. Use Bundling 

When you bundle several services together for a reduced price, you're upselling while offering a discount. The lower price tag encourages customers to take advantage of the deal and spend more with little effort from you.

For example, if you run a hair salon, offer a package that includes a cut, color, and treatment. Reduce the price so the client pays less for the package compared to booking each service individually. When the client goes for a package instead of a single service, it increases the total cost of the appointment, but they're getting more bang for their buck. 

2. Give Away Some Freebies

Everyone loves a freebie. Offer a complimentary service or product sample to introduce clients to premium options. For example, give a free sample of a new luxury hair oil or serum during a client's regular haircut. This creates a positive customer experience and acts as an incentive for the client to use, love, and purchase the full-sized item. 

3. Make an Event Out of It

Turn your upselling efforts into a memorable event. Host a VIP demo night at your salon or spa and invite top-tier clients to sample mini services like quick facials, hair treatments, or express manicures. Add drinks, appetizers, and music – this makes it a fun, social experience, and you're marketing to clients while letting them enjoy themselves. It previews your premium services and fosters community and exclusivity amongst your client base.  

4. Try Educational Upselling

Upselling is your chance to educate clients about the benefits of your premium services. Explain the advantages of adding a targeted serum during a routine facial or how gel nails last longer than traditional nail polish during a manicure. But don't be pushy. Persuading a client to make a more expensive purchase is more about suggesting why it’s better for them than pressuring. 

This upselling strategy also positions you as an expert. It builds trust with clients, making them more open to trying your recommendations. And when you take the time to explain how an upsell will enhance your customers' results, they're more likely to take the opportunity. 

5. Offer Exclusive Upgrades 

Give your top clients limited-time, higher-priced upgrades to create a sense of exclusivity and let specific customers know they're VIPs – all while expanding your services and boosting revenue. 

During the holiday season, ask a select number of clients if they want an expensive spa upgrade to your standard massage service at a special price. This can include add-ons like hot stones and aromatherapy or even an additional service like a mini-facial. 

When you make the upgrade exclusive, clients feel valued, and this convinces them to jump on the special offer. It boosts sales, strengthens loyalty, and makes clients like they're part of an elite group – because they are. Plus, if they really enjoy themselves, they’re more willing to come back and pay full price for the service next time. 

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Add-On Menu Item Ideas for Every Business Type 

Add-ons are extra services you might offer on top of existing ones. They’re usually stand-alone options or bonus treatments that pair well with a more extensive service. A makeup artist might offer false eyelash application as an individual item, but they're also the perfect add-on for a full makeup look. 

These low-commitment offers are perfect for upselling and cross-selling. They won't take time from you and your team's work days. Short and sweet add-ons increase revenue without keeping you in the salon for too many extra hours. 

Tailor add-on services according to customer needs and the types of services you already provide. Here are a few ideas to get the creative juices flowing: 

• For a masseuse: A five-minute scalp or hand massage with any hour-long service
• For a hairstylist: A deep conditioning treatment with any service that includes a wash
• For an esthetician: A charcoal scrub with any basic facial or skin treatment
• For a makeup artist: False lashes with any complete makeup application
• ‍For a hair removal specialist: A soothing serum or moisturizing treatment with any medium or large wax area
• For a nail tech: An additional soaking salt or essential oil tincture with a pedicure

And no matter what you do, everyone loves a freebie. Offer a complimentary service or product sample to introduce clients to premium options. For example, give a free sample of a new luxury hair oil or serum during a client's regular haircut. This creates a positive customer experience and acts as an incentive for the client to use, love, and purchase the full-sized item. 

Join GlossGenius and Scale Your Beauty and Wellness Business

Upselling takes your salon sales to the next level – but it doesn't stop there. Running a successful beauty and wellness business requires tools just as dynamic as you are, and that's where GlossGenius comes in.

Our all-in-one platform helps you streamline every aspect of your business. GlossGenius’ top-of-the-line software includes features like Client Management, Scheduling Tools, and Marketing. Plus, we also offer stunning Card Readers and a Custom Website Builder to help you take payments and get found online. 

Try GlossGenius free for 14 days!   

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