As a salon owner, you know that increasing your average ticket per client is key to growing your business.
But let’s be real—upselling can feel awkward. No one wants to come across as pushy, and the last thing you want is to make your clients uncomfortable.
But here’s the good news: upselling doesn’t have to be “salesy.” In fact, when done right, it can enhance your client’s experience, boost their results, and build deeper loyalty to your salon.
So how do you do it? Let’s dive into some simple yet powerful ways to increase your revenue per client without making it weird.
1. Stop Being an Order Taker—Start Being a Consultant
One of the biggest mistakes stylists and beauty professionals make is simply taking orders from clients instead of offering guidance. If a client comes in and asks for a trim, do you just do it? Or do you take the opportunity to ask questions and make recommendations?
How to Fix It:
Next time, try asking:
- “What’s your biggest frustration with your hair/skin/nails right now?”
- “If you could change one thing about your look, what would it be?”
- “How’s your at-home care routine working for you?”
These questions spark conversations that help you uncover problems your clients didn’t even realize they had—giving you the perfect opportunity to offer solutions.
2. Make Your Consultations Work for You
Your consultation is where upselling begins. It’s your chance to plant the seed for additional services without making it feel like a sales pitch.
Example:
- If a client says their hair feels dry, don’t just nod and move on.
- Instead, say: “I totally get that! One of the best ways to restore moisture is with our deep conditioning treatment. It’ll leave your hair soft, shiny, and super hydrated. Want to add that on today?”
This approach isn’t pushy—it’s helpful. You’re offering a solution to a problem they just told you about.
3. Don’t Just Sell Services—Sell an Experience
Clients love pampering. Position your upsell as an experience rather than just an extra charge.
Examples:
- Instead of saying, “Do you want to add a scalp massage for $15?” try “Would you love a few extra minutes of relaxation today? Our scalp massage treatment melts away tension—it’s heavenly.”
- Instead of “Want to upgrade to gel polish?” say “Let’s keep your manicure flawless for weeks. Our gel upgrade is chip-resistant and long-lasting—shall we do that today?”
See the difference? It’s not about the price—it’s about the experience.
4. Make Rebooking a No-Brainer
Want to instantly boost your revenue without finding new clients? Start locking in your clients’ next appointments before they leave.
How to Do It:
- Instead of saying, “Would you like to rebook?”
- Try: “Let’s go ahead and book your next appointment so we can keep your color looking fresh.”
- Or: “I have a spot in 6 weeks that’s perfect for you. Want me to save it now?”
By making it feel natural (rather than optional), you increase the chances of clients saying yes.
5. Follow Up Like a Pro
Upselling doesn’t end when the client walks out the door. Checking in afterward builds trust and opens the door for future upsells.
Example Follow-Up Texts:
- “Hey [Client’s Name]! How’s your hair feeling after your deep conditioning treatment? Let’s book your next one to keep it healthy!”
- “Loved having you in today! Let me know how your new skincare routine is working. Can’t wait to see you again!”
Clients appreciate the extra care, and you stay top of mind when they need their next service.
Final Thoughts
Upselling doesn’t mean pushing sales—it means providing expert recommendations that make your clients’ lives better.
When you:
✅ Ask the right questions during consultations
✅ Frame upsells as solutions, not sales pitches
✅ Focus on experience and results
✅ Rebook consistently
✅ Follow up with care
…your clients will appreciate the value you bring—and your bottom line will reflect it!
Copyright 2024 Empowering You Consulting
922 N. Burkhardt Road, Suite 103, Evansville, IN 47715 | (812) 455-1367
Privacy Policy | Terms of Use