Upselling – a walk in the park for some, an intimidating experience for others.
Taking the time to feel confident in your upselling not only improves your bottom line but enhances your position as your clients’ skin expert.
Passionate about achieving your clients’ skin goals? Let’s take a look at 3 ways to confidently upsell your products and services.
The booking process
When making a new appointment, always start with the more deluxe treatment option so clients can imagine the difference between this experience and a more basic one.
Naturally, the treatment that includes the extra, exciting elements is the more appealing option!
If your client decides to move forward with a more basic treatment option, be sure to include a friendly reminder in their confirmation email that they can upgrade their treatment at any time.
In salon experience
When clients walk into your business, what do they learn about?
Whilst waiting for their treatment, your waiting room should feature educational material about your treatments such as brochures, clinical results and insight into your indulgent treatment packages.
When it comes to your retail ranges, we are all more susceptible to products that we touch, feel, smell and engage with, Whether it’s a skincare product, makeup or even gifts such as candles, being able to experience these products pre-purchase is an easy way to make your retail ranges memorable.
These materials within your waiting room are excellent conversation starters when you’re transitioning your client into the treatment room.
If you see your client looking through a brochure on LED light therapy, why not ask if they have any questions on the treatment?
It always comes back to the skin consult!
Your skin consultation process is always going to be the best opportunity to really get to know your client, their skin condition (and concerns) and ultimately, their skin goals.
These consultations set you up for success when it comes to upselling treatments and products that are going to address their skin concerns and complement their goals.
Using a skin analysis machine like OBSERV 520 are incredibly powerful tools to increase your upselling confidence. They allow your clients to see for themselves the condition of their skin rather than relying on word of mouth advice from a woods lamp. From here, it’s time for your expertise to shine and recommend treatments and products to help achieve their skin goals!
During treatments, listen out for client cues such as what’s frustrating them, if they have a special event coming up, if they’re out of a product or even something new they’ve heard about! These cues allow you to upsell appropriate treatments and products. For example. if a client has mentioned they’re frustrated about their pigmentation, use that opportunity to talk about suitable products and services to treat it. If they’ve mentioned they have a long vacation coming up, make sure they’re going home with a travel kit of skincare.