Upselling retail and services is a great way to increase your salon, spa or clinic’s average client spend. Whether you introduce your clients to higher cost, more premium products or services, or recommend an upgrade or other add-ons, it can all result in a more profitable sale for your business.
So how can you ensure you’re consistently upselling to your clients?
Here are seven effective ways to upsell more retail and services in your salon, spa or clinic.
1. Provide add-on services
When creating or refreshing your service menu, think about how you can offer your clients the opportunity to add on other services to enhance their experience.
When it comes to upselling, it’s key that your service menu allows you to upgrade a client or sell an add-on easily. You could do this by offering things like treatments, massage and styling, which you can offer to the client to add to their service when they book with you.
2. Sell packages
Packages are the perfect way to offer fantastic value to your clients while your business can benefit from the profit of the upsell.
Think about what type of packages would be enticing to your clients and carefully calculate suitable prices. Be sure to include service-only packages, as well as packages that are a combination of services and retail items.
3. Run promotions
Promotions like ‘three for the price of two’ or limited-time discounts for purchasing multiple services in advance, such as laser treatments, are a great way to get your clients to try something new and revisit your salon, spa or clinic.
For this to result in an upsell opportunity, the key is to delight your customers by recommending the right products and providing fantastic service. Then once they’ve tried the new product or service they will ideally want to continue purchasing it.
4. Make the upsell relevant
Relevance is the key to upselling. By selling something that’s complementary to their original service or product purchase, they’ll be able to see the value in purchasing the additional service or product too.
Keep in mind the old “Do you want fries with that?” mentality. The upsell should be the logical upgrade.
5. Be wary of how much your upsell costs
When it comes to upselling it’s important to be reasonable. For example, if someone spends $150 on a facial, you could show them a $40 product. However, if they’ve spent $40 on a product, it might be difficult to upsell them a $150 facial.
As a standard rule, the item you suggest shouldn’t exceed the price of the original item. Some businesses create a percentage or dollar figure for their staff to follow. The important thing here is to work out what works for your business and your clients.
You can also gauge this by taking the time to get a feel for what a person is looking for and how much they’re willing to spend before offering an option.
6. Know your stuff
To successfully upsell you need to think about what your client needs and what you can offer to meet those needs.
If there’s a service you think your client should consider, talk them through the benefits and why you think it’s better than what they may have initially been asking for.
When it comes to products, you should think the same way. To really understand what you’re selling, and to match the perfect products for each of your clients, ask your product reps to come in and give you and your team a training session.
7. Offer flexible payment options
Flexible payment options are increasing in popularity. Give your clients the ability to visit your salon, spa or clinic today and pay for their services or products over time.
Part payment provider and Kitomba partner Humm found that offering consumers this kind of flexibility can drive repeat business and increase consumer spend. It can help your clients say yes to purchasing products you recommend, or upgrade their service as they can pay for the products or services over time.
Upsell retail and services to increase your client spend
There are a lot of ways to successfully upsell retail and services in your salon, spa or clinic. Find out if any of these solutions can benefit your business by trying them out today!
Kitomba Salon and Spa Software has the features you need to make increasing the profitability of your client base easy. Quickly and easily upsell retail products with Kitomba’s upsell retail button. This shows you the last five products that your client purchased or, if they haven’t purchased retail products, you can see the top five selling retail products for your business. This makes it easier for your staff to make recommendations when it comes to retail products.
Book a personalised demo to see how Kitomba can help you grow your salon, spa or clinic with specialised features for the hair and beauty industry.
Learn 100 new ways to grow your salon, spa or clinic
If you want to discover more ways of growing your salon, spa or clinic, download our free e-book 100 ways to grow. It contains 100 actionable ways to grow your hair and beauty business and drive more revenue!
Editor’s note: This article was originally published on 29 May 2018 and has been completely updated for relevance and comprehensiveness.