Have you ever wondered why some beauty salons are always buzzing with activity, clients leave smiling, and their bills are a bit higher—yet everyone is happy? The secret is simple: mastering the art of smart upselling and cross-selling. But how do you turn these techniques into an enjoyable game for both you and your clients? Read on!

What is upselling, and why does it matter more than you think?

Imagine this—a client comes in for a basic manicure but leaves with sparkling gel polish and silky skin after a paraffin treatment. What happened? You didn’t just offer “something extra” – you created an experience tailored perfectly to their needs.

Upselling is above all about listening and noticing. No one wants to feel pressured into buying something, but when you genuinely care about your client’s hair or nails, sharing recommendations comes naturally. For example, if you notice their hair is dry, casually mention an additional treatment option. This way, it feels like personalized care rather than just an extra expense.

A handy tip is to check your client’s history in the SalonLife client database before their visit. You might greet them like this:

“I see we last colored your hair two months ago—would you like to try our new nano mask this time that helps keep color vibrant longer?”

This makes upselling a natural conversation, not a one-sided pitch.

Cross-selling: “Oh, I didn’t even know you offered that!”

Cross-selling creates a little “wow” moment. A client might come in with a firm plan, say for a gel manicure, but when you introduce a paraffin treatment or a new hand cream, their eyes might light up. Often clients don’t even know to ask about services that could enhance their main treatment. For instance, if you notice they’re looking at eyelash care products, ask:

“Did you know I can also shape your brows during the same appointment? It saves you time and gives an even more polished look.”

If your salon hasn’t created “star packages” yet, consider it. Some clients love discount bundles (“Buy 3, pay for 2”), while others prefer flexible service combos (“pedicure + shoe polish”). Always give a clear explanation of how these combos work together better and how they elevate the overall result.

Pro tip: In the SalonLife booking system, you can set it up so that certain services automatically trigger additional offers—so you don’t have to suggest extras manually every time.

Today’s salon salesperson’s secret weapon? Empathy, knowledge, and a bit of savvy

How can upselling or cross-selling feel natural instead of awkward? First, learn to love your services yourself! When you genuinely believe in the benefits of a new hair treatment or mask, sharing that enthusiasm with clients feels sincere and effortless.

  • Always pay attention to why and to whom you are recommending something.
  • Use open-ended questions:
    • “How did your hair feel after your last treatment?”
    • “Do you have the right care products at home?”
  • Listen closely! Clients often give hints (“My hair tends to dry out a lot in winter…”). Use these cues to help, not just to sell.

It’s a great idea to occasionally run role-playing exercises with your team. This way everyone learns which approaches work best, which offers bring success, and why some don’t. Such teamwork helps lift the entire salon’s performance.

Technology = your quiet partner

Modern salon life often feels like you’re the conductor of an orchestra with dozens of notes (products and services), but sometimes you’re playing solo! That’s where salon software comes in:

  • You instantly see the client’s past preferences, purchase history, and detailed records.
  • The booking system automatically suggests “recommended add-ons!”
  • The checkout reminds you of what else you could offer.

The biggest advantage is being able to track statistics and see which recommendations actually work. For example, if you notice a particular offer is very popular, highlight it confidently. If something isn’t effective, try a new strategy.

Who doesn’t like a friendly nudge when booking an appointment?

“Since you tried a strengthening treatment last time, you’ll get 10% off this new service today.”

Clients find it easy to say “yes” — and they appreciate feeling noticed.

Looking for more ideas to energize your salon experience? Check out 5 compelling social media post ideas for beauty pros and explore how modern salons use marketing to work for them!

Summary: small effort, big win!

Upselling and cross-selling don’t have to be annoying when done right. See them as opportunities to offer your clients the best possible experience—while also increasing your salon’s revenue a bit. Use client histories and systems (like SalonLife’s features), listen carefully to needs, ask the right questions, and make recommendations at just the right moment. The result? Happy clients, a motivated team, and a consistently boosted bottom line.

Next up, we’ll talk about how to measure your marketing efforts: how to really understand what works, where your clients are coming from, and how to turn digital opportunities into your profit source. Don’t miss the next part!