Running a kick-ass beauty biz means making your clients feel fabulous while also boosting your bank account.

One awesome way to do that? Upselling complementary treatments while your clients are already in your chair!

💡Picture this: A client rolls in for some killer lash extensions, and by the time they strut out, they've had a brow lamination and tint too. This isn't just about cashing in; it's about giving your clients an epic experience they’ll rave about.

📈 Upselling isn't just a sales move; it’s about levelling up your service game. When you throw in additional treatments, you're knocking out more of your clients' beauty needs in one go. You’re saving them time and giving them a total glam-over. It’s a win-win: clients leave glowing, and your biz gets that sweet revenue boost.

Learn from the Pros!

We chatted with three fabulous lash and brow artists who’ve not only mastered their craft but also the art of upselling. They’ve shared their top tips just for you...

1️⃣ Mel, Set Me Free Spa, Melbourne | The Excitement and Care Factor...

Mel's journey in the beauty industry spans18 years. In fact, you may remember Mel as our previous Master Trainer at Locks Lash, who radiates sunshine, rainbows and butterflies. She emphasises the importance of genuine excitement and care when upselling:

"Just be excited for a new treatment or promotion that is running. Sometimes you don't even need to ‘sell’ it; your excitement catches on. Come at it from an angle of concern and care. For example, 'I love how full your lashes are looking, but I am worried we are losing your brows a little. Have you ever thought about a lamination just to really complete the look?'"

Mel's infectious enthusiasm and genuine concern for her clients' overall look have made upselling a natural part of her service:

"I’m a hype girl, and it's infectious. I very rarely hear a no; it's a cost or a time thing if they do, but my clients know that I would never sell just for the sake of it. I have built that trust, so if I have recommended it, they know it's coming from the right place."
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2️⃣ Cinta, Empowering Beauty Lounge, Perth | The Education & Trust Factor…

Cinta has been in the beauty industry for six years. She highlights the importance of education and trust in upselling:

"If they’re a new client, I like to ask what they use and if they find they are getting results from the product they use. I ask about the knowledge they have behind using aftercare and if they’d like longer results. I personally only retail a small range of products, and I have to love them and use them to be able to sell to clients."

Cinta ensures that clients feel valued and not just sold to:

"I know not to upsell to the same client at every visit. If they purchase the product, I ask them for their feedback and results. If the client doesn’t initially buy anything, I talk about the products during a couple more services before recommending the product again."
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3️⃣ Sarah, Dacelo Beauty & Co, Victoria | The Trust and Relationships Factor…

Sarah's journey into the beauty industry was driven by the need for flexibility as a mum. She opened her home salon five years ago and recently expanded to a commercial space. For Sarah, upselling is about building trust and relationships:

"I always ask my clientele if there is anything they would like to try or for me to introduce within my business. I always ensure to have my clientele’s opinions and wants adhered to."

Sarah emphasises that upselling should never be about pressure but about guiding clients and giving them time to make decisions:

"The key to upselling is to gain trust, to listen, and to know not to push your clients into booking instantly then and there. Many times I have spoken with clients over many other appointments about another service they would like to try."

1️⃣-2️⃣-3️⃣ Steps To Successful Selling 

1. Educate Your Clients: Use the consultation to inform clients about additional treatments that complement their current service. Explain the benefits and how it enhances their look. As Cinta puts it, "I like to share my knowledge on ingredients, the benefits, and the results so the clients know it is essential for longer-lasting results."
   
   
2. Offer Bundles or Discounts: Create special offers for clients who book multiple treatments. A small discount can incentivise them to try something new. Sarah mentions offering a free trial to hesitant clients: "I offer a once-off free treatment if they’re really unsure."
   
   Pssttt… we do free trials for all of our courses, you can access them here.

1. Build Trust and Rapport: Clients are more likely to take your suggestions if they trust you. Show genuine interest in their beauty goals and recommend treatments that truly benefit them. Mel highlights the importance of genuine care: "Genuinely have your client's best interests at heart, and it isn't a sell at all."
   
   
2. Highlight the Convenience: Emphasise the time-saving aspect of getting multiple treatments done in one appointment. Mel suggests, "If my team members are quiet and have a gap, I suggest that they let their client know and just say they have some free time. Is there anything else that they might need today?"
   
   
3. Showcase Results: Have before-and-after photos ready to show clients the potential outcomes. Seeing is believing, and visuals can be very persuasive. Sarah notes, "I will normally give the clients multiple options and showcase multiple photos of my work, which most definitely helps them decide."

🎸 Alright, Rockstars! 

You’ve got the inside scoop and killer strategies from the pros, so it’s time to put them into action. Next client appointment, whip out these upselling techniques and watch your business transform. Not only will you be raking in more cash, but you'll also be giving your clients an epic experience that'll keep them coming back for more and telling their friends.

Remember: Upselling is all about adding value and elevating your clients' beauty journey. By weaving these techniques into your routine, you're not just boosting sales—you’re building a powerhouse beauty biz that's unstoppable!

Want more help and ideas on how you can increase your sales? Check out our Get Fully Booked in 30 Days course. Thank us later. 😉 

 

 

Written by Charmaine Schembri