Upselling Without Feeling Pushy: How to Increase Revenue Through Add-Ons
In the beauty industry, particularly for lash artists, upselling can feel tricky. You don’t want to come across as too sales-driven or pushy, but offering complementary services or add-ons is an excellent way to increase revenue while providing added value to your clients. The key lies in how you approach these add-ons. Here’s how you can upsell with ease and make your clients feel that these additions are just the right fit for their needs.
1. Know Your Clients' Needs
The first step to successful upselling is understanding your clients' needs and preferences. If a client is coming in for a lash fill, they might benefit from a nourishing lash serum, but only if you know they’ve been struggling with thinning lashes or want to grow them longer. This personalized approach helps you present the add-on as a natural solution, rather than just a sales pitch.
Tip: Keep a note on your client’s history and preferences. If you offer multiple services, tailor your upsell suggestions based on their past treatments or beauty goals.
2. Introduce Add-Ons Naturally
The best way to upsell is by offering your services in a way that feels natural and helpful. For example, after finishing a lash application, you could say, "I’ve noticed that lash baths help to keep your lashes clean and healthy for longer. Would you like to add that to your session today?" This doesn’t pressure the client but instead offers them a benefit they might appreciate.
Similarly, after a lash lift, you might mention, "If you're looking for longer-lasting results, a nourishing lash serum is a great addition. It helps to keep the lashes hydrated and strong." By framing the add-on as part of a well-rounded beauty routine, clients are more likely to see the value in it.
3. Bundle Services for a Better Value
Clients love feeling like they’re getting a deal. Create a bundle where you offer a slight discount for a combination of services or products. For instance, if a client books a full set of lashes, offer a lash bath and serum at a reduced price when purchased together. This technique adds value and makes the upsell feel less like a sales tactic and more like an opportunity for your client to receive additional care at a better price.
Tip: Be sure the bundle makes sense for your services. Offering a lash bath and serum together after a lash application makes more sense than pairing an add-on that doesn’t complement the primary service.
4. Educate Your Clients on the Benefits
Rather than just presenting the add-ons, take a moment to educate your clients on why they’re valuable. Explaining the benefits of a lash bath or nourishing serum helps clients understand how these add-ons can improve the overall health and longevity of their lashes. You might say, "The lash bath helps to remove excess oil and makeup residue, which can keep your lashes in better condition and prevent premature fallout. It’s a simple step that makes a big difference."
The more informed your clients are, the more likely they will be to purchase an add-on. Remember, it’s not about pushing products, but empowering your clients with knowledge about their lash care.
5. Use Gentle Language and Positive Framing
When presenting an upsell, focus on gentle language and framing the add-on as a way to improve the overall client experience. Instead of saying, "You should really try this," try phrasing it in a way that emphasizes the benefits: "If you’re looking to extend the life of your lashes, this serum could be a great option."
Avoid sounding like you’re pressuring them into a purchase, and always leave the choice in their hands. Remember, upselling is about presenting an opportunity, not forcing a decision.
6. Offer Complimentary Samples or Trial Sizes
Sometimes, clients are hesitant to commit to a full-sized product. Offering a small sample or trial size of a lash serum or bath allows them to test out the product before making a full investment. This can lead to more purchases in the future, as clients who like the sample will be more inclined to purchase the full-sized product.
7. Use Testimonials and Social Proof
Nothing sells quite like social proof. If you have before-and-after photos or testimonials from clients who have used your add-ons, share these with new clients. You could mention, "A lot of our clients who get lash fills love using this serum for added strength and growth," which provides reassurance that others have benefitted from these add-ons.
Conclusion
Upselling doesn't have to be pushy—it’s all about creating value and offering products or services that genuinely enhance your clients’ beauty experience. By knowing your clients' needs, offering natural add-ons, and educating them on the benefits, you can increase your revenue without compromising the quality of service. And when you bundle products or offer trial sizes, your clients will appreciate the thoughtful approach to enhancing their beauty regimen. In the end, everyone wins—your clients get extra care, and your business sees an increase in revenue.