Upselling—suggesting upgrades or additions to a customer’s purchase—can be a fantastic way to increase your salon’s revenue. But nobody wants to feel pressured into buying something they don’t need. Too much pressure can lead to unsatisfied customers. How do you find a balance between making those extra sales and making your clients feel comfortable? With these tips and tricks, you can upsell at your salon without being pushy.
Understand Customer Needs
The first step to successful upselling is understanding your clients’ needs. Personalizing your services shifts the focus from selling to serving. Many service upgrades and additional purchases are meant to enhance the results of beauty treatments, allowing you to upsell and cater to your clients simultaneously.
Understanding a client’s needs requires active listening, empathy, and observational skills. If your customer complains about or shows signs of an irritated and dry scalp, you can recommend sensitive scalp shampoos or hydrating scalp treatments you sell at your salon. When you understand your clients’ needs, you can find a reason for them to indulge in additional products or services.
Educate Your Customers
Show your clients that you aren’t just selling for the sake of profits. Educating your customers about the benefits of the additional services or products you suggest improves their understanding of how an add-on can enhance their personal care. The wisdom your clients gain can help them make confident decisions about their beauty regime.
Educating clients transforms a simple upsell into an opportunity to enhance the salon experience. Giving this power to your clients makes you come across as trustworthy and sensible rather than pushy.
Create Comfort and Luxury
When people get a taste of luxury, they don’t want that experience to stop. Treating your clients to a luxury experience will make them want to stay for more, making them more likely to agree to upsells. An additional hair treatment means they get to enjoy your salon’s cozy ambiance and quality services for even longer.
You can enhance your salon’s comfort and luxury in many ways, from playing ambient music to offering snacks and beverages. One of the best strategies to improve client comfort is updating your equipment. A quality and comfortable hair salon shampoo bowl fitted with an ergonomic neck rest and reclinable padded chair will make your clients more agreeable to additional shampooing and hair washing services.
Offering additional services and products is a great way to make extra revenue, enhance client experiences, and form strong customer relationships. Upsell without being pushy by following these three tips, and increase your salon’s profits while maintaining a positive relationship with your customers.