Upselling Beyond Your Styling Services

As a hairstylist, you know your clients are relying on you to look fabulous. Of course, that includes recommendations on making their hair look the best. You can give them advice all day, but providing them with products that will actually do the job is much more effective at helping them maintain it.

By upselling products, you’ll not only be giving clients better service, you’ll also give yourself a chance to make more income.

Selling products isn’t as easy as selling your services. You must convince clients that your products are better than the ones they’ve been using — possibly for years. Here are a few tips on expanding your sales beyond styling.

  1. Provide a test run. The easiest way to sell a product is to use it during an appointment and explain the benefits to the client. Try using different products at different appointments to see which ones clients prefer.
  2. Meet an obvious need. Be on the lookout for clients who complain about hair issues like split ends, frizz or thinning hair. These kinds of hair issues give you an opportunity to market certain products that may solve their problems. If they’re skeptical about the effectiveness of a product, send them home with a free sample. This shows clients that you’re not just in it to make a sale, but you actually care about making them happy – and happy clients always come back.
  3. Offer discounts. Trying a product may be more tempting to a client if she can get it at a discount. Don’t hesitate to offer it at your cost the first time around. Your client may like it so much that she will continue to purchase it in the future at the regular price.

If you’ve never considered selling products in your booth, you’re missing out on a huge opportunity to increase client loyalty and your income. Sure, making clients look fabulous every 8 to 12 weeks is your job, but you’re failing them by not giving them a way to make themselves look good at home. Always explain which products you use during an appointment and why you use them.

Providing quality products is one thing, but managing them is just as important as selling them. An inventory management tool like Stylie can help you keep track of and organize your products. It can also act as an online calendar and help with your marketing efforts as well. Request a free 30-day trial today.

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Michelle Guetersloh

Michelle Guetersloh

Hairstylist Consultant at Michelle My Stylist
For some, hairstyling’s a job. For others, it’s a passion: an innate gift that lights them up and drives them to outperform and overdeliver. Michelle G. is definitely the latter.

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