If you’ve determined that having your own luxury salon studio is the right path for you, you may be looking for ways to increase your earnings. The great news is that moving away from a commission-based job or booth rental can help you give yourself an instant raise, but to truly take your business to the next level, it helps to master the art of the upsell. We’ve been in the beauty industry for a long time, and we’ve picked up many tips and tricks along the way. Here are some strategies you can use to encourage clients to treat themselves to add-ons or luxury products during their appointment:
Focus on Relationship Building
There’s a lot to be said about fine-tuning your technique and finding your niche, but it’s also important to nurture the relationships you have with your clients. When looking at reviews for many of our Indies, you’ll immediately notice that most clients mention how their stylist or beauty pro made them feel. Being easy to talk to is a huge plus in this industry, and you can leverage good conversation on many occasions! When you’re determining if a client might be interested in an add-on, you can easily work this into the conversation without being pushy. Test the waters with something like, “What do you have going on the rest of the day?” If the client is busy, you can continue the conversation another way. If you have time and they happen to have space in their day, you could follow up by offering an add-on. Be sure to explain the benefits of the treatment for their specific needs and let them know how long it’ll take.
Avoid Yes-Or-No Questions
We get it–it can be a little uncomfortable to pitch an upsell. One tip that we want to share to help you get started is to avoid asking yes or no questions. Many clients will instantly decline if you ask whether they’d like an add-on or to purchase a product special: it’s almost like reflex! For best results, keep questions open-ended and minimize an overly salesy approach. In fact, instead of an upsell, think of it as a consultation where you are giving your client an opportunity that will benefit them and help them be even more beautiful.
Own Your Expertise
If you know that a client would benefit from a service or product, your expertise is your asset in landing the sale. Confidence is key–so don’t be shy about discussing the products you’re using to get those great results or mention a treatment that would be beneficial. This tip is especially applicable for established clients who trust you and keep coming back because they love your work!
Becoming comfortable with upselling is a useful skill that can help you boost your earnings. Your business environment is a critical aspect in your client’s confidence in you, so it helps to have a modern studio salon in a great location. If you’re ready to find the salon studio lease you’ve always dreamed of, we’d love for you to tour our locations in Boulder, Denver, Lone Tree, or Cherry Creek. Our luxury studios speak for themselves, and the perks we offer to Indies are unmatched. When you join the Indie family, you’ll enjoy access to our wholesale beauty supply program, continuing education opportunities, complimentary salon set-up, and so much more! Please contact our Market Director, Kandice Meylan, to learn more. You can reach Kandice via call or text at 303-792-8222 or by email at firstname.lastname@example.org.