Upsells That Save the Day

Hi Everyone!

Most people don't like it, most employees avoid it. What is it? Upselling. If you are the type of person that finds upselling difficult or uncomfortable, it could be that you are overthinking it. The goal is not to pressure clients or get a product out of inventory, and it is definitely not about scamming someone to earn a quick buck.

Absolutely, you want to sell product because at the end of the day that makes your bottom line better. BUT that should not be your only reason. You are upselling - nay - prescribing a product to help your client. People are not well informed on hand/nail care, hair care, any form of esthetics really… the reason they come to you is because YOU are the professional. Especially if they are a repeat client, they trust in YOU.

To be able to prescribe, knowledge is key. They come to you because you are the professional, therefore you need to know your products. Go further than the packaging says, know it well so you can honestly explain why it would work well for them. Knowledge about your product is not where it ends, oh no, you need to know your client. How to achieve this? Ask questions, dive into their hobbies, what they have issues with - find the solution. You may not know all the answers to their problems immediately, but once you find out their hurdle, go do your research. Not only will this help sell product, you will instill trust. Don’t forget to keep client notes. It is near impossible to remember all the fun facts about each person, from which is their favorite color to what their biggest pet peeve is.

Once you perfect the art of listening to your client, upselling will become a lot easier. A bonus to this is you don’t need to lie and product push - just be honest. You can feel good AND have your client feeling good about their recent purchase. Another way to not cringe about upselling is to get excited about it. Share this excitement with your client! Excitement is contagious. This will especially help you with colours leading into Nail Art. Bonus for all you Nail Technicians - You have so much opportunity with nail art but I know a lot of clients are hesitant to stray off their normal path. Get excited, even about the small things, even just one rhinestone can be so exciting for that client, could change their whole 2-3 weeks. Maybe you implement a deal where a client's first nail art is free, most will do it again.

A few last tips - you are a walking advertisement for yourself. How many times have you heard that one? You know why you’ve heard it so many times? Because time and time again, it shows to be true. More clients are willing to push their limits and try what they see working, whether it be the nail art or an added color in hair.

And lastly, people - be picky with what you choose to put on your shelves. If you would not buy it, why would your clients? Believe in your product and you will see a higher success rate. I am personally a passionate LCN advocate, meaning I know the quality and I have no problem telling people that they should try it. For that reason, it fills my shelves.

Don’t be scared of what can be your biggest asset,

Elise xox