The world of beauty and wellness is a competitive industry. As a salon owner, you need to constantly be on the lookout for ways to increase your revenue and scale your business.

If you’ve been there and done it all, there are still two powerful sales weapons you may not be familiar with. These salon sales strategies are a sure-shot and have worked for several salon owners. And, they are not difficult to understand and don’t require any technical knowledge.

Once you understand these two beauty salon sales techniques, you will be able to maximise the value of each client visit.

The two powerful revenue-boosting strategies in the salon business are Upselling and Cross-selling.

What is Upselling in the Beauty Business?

Upselling is a strategy in which a salon owner or manager convinces or encourages a client to choose a higher-priced service or product than what they already planned. In other words, upselling is all about offering an upgrade but an additional cost. It gives a client what they want but with a boost.

For instance, in the beauty business, if you own a nail salon, you can upsell a deluxe version of a manicure to a client who had originally opted for a basic version.

There is a common misconception that upselling makes a salon owner come across as pushy. Well, it really works in the beauty business because clients already trust you, and you obviously want the best outcome for them. By recommending something better for them, you help them achieve better results.

How to Master Upselling?

  • Educational Upselling

When you start upselling, it’s important to educate the client rather than being pushy. Explain the benefits to them and how choosing a higher version of a service will help in the long run. For instance, a premium colour package will make the colour last longer.

The right upselling strategy positions you as an expert. It instils a sense of trust in the clients and they become more open to trying your recommendations.

  • Offer Tiers or Package Bundles

A lot of clients prefer purchasing a package rather than a service individually. For this, you can bundle several services together and offer it at a reduced price. This means, you’re upselling but at a discount.

For instance, if you run a hair salon, offer a package that includes hair colour, cut and wash at a fixed price. This not just increases the total cost of the appointment but you too tend to earn more per visit.

  • Offer Exclusive Upgrades & Train your Staff

Upselling in salons doesn’t have to be to each and every client. Upselling has to be occasional and gradual. If you’re launching an upgraded service, limit it only to top clients. This creates a sense of exclusivity. This also makes them feel like they’re VIPs.

Also, you as a salon owner don’t have to carry out these upsells. Train your staff and let them do the magic. For instance, ask a certain section of your clients if they’d like a spa upgrade from a basic massage to a deep-tissue or aromatherapy massage. Offer it to them at a special price and let them know that the deal is only for them.

When clients feel important and valued, they’re more likely to grab the deal with both their hands thereby boosting your overall revenue.

What is Cross-selling in the Beauty Business?

Cross-selling is the opposite of upselling. It means suggesting complementary services or products to clients. It should align with what the client is already purchasing/availing.

Cross-selling in salons usually starts with understanding the client’s initial choice and then recommending additional services or products that could enhance their overall experience.

For example, if a particular client is getting their hair coloured from your salon, recommend a colour protectant shampoo to them or if someone is getting a pedicure at your spa, recommend a foot spa add-on.

Cross-selling works really well as it increases the total order value while improving the client’s overall experience.

Cross-selling is similar to a value-added experience. It not just addresses the client’s needs but enhances the transaction value.

Tips to Cross-sell Smartly

  • Timing is Everything

When you’re cross-selling, timing is everything. The best time to cross-sell is during consultation or check-out. When a client sits in the chair for a consultation, explain to them how purchasing a particular product will benefit them.

If they’re convinced, add it to their invoice during checkout. However, don’t take a call on your own if the client didn’t respond well.

  • Bundle Smartly

Just like for upselling, bundles even work for cross-selling. Create packages for men and women that address all their concerns. Add a retail product to the package to increase the overall transaction value.

Clients that trust your salon won’t think twice when it comes to purchasing these packages.

  • Strategic Placement of Retail

Research suggests that cross-selling works best at checkout. Thus, ensure you place your retail products at the shelf behind the front desk. When products are placed at the billing counter, clients are more likely to pick it up.

Final Thought

Upselling and cross-selling are both effective salon marketing strategies. There is no rule that one is better than the other. While upselling increases the quality of a service, cross-selling enhances the quantity of what a client purchases. At the end, both increase the overall transactional value.

As a salon owner, to help your upselling and cross-selling efforts give you the result you desire, switch to Salon360, salon management software. It helps you utilise client history to recommend relevant upgrades and track results later on.

Get started with a free demo