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Tips for Upselling

Asking a client, “would you like….?” will usually end in a no. It’s an automatic response! From your knowledge as a professional groomer, tell them what they need and they are more likely to respect your advice and buy a product from you when they leave. When you are asked “what do you recommend?” or “what do you use?” take the opportunity to upsell your products and services. After all, they trust your knowledge.

Selling your higher cost products and services will increase your revenue more quickly. If you don’t start with the deluxe option, the client may not even be aware they want it.

Is the client being offered the chance to convert a single treatment to a course of treatments? By listening to your clients' needs, you can create new revenue by offering relevant services or products that can accompany their basic service.

As a professional groomer, you know what the needs of the breed are and essential services they would require. The client is more than likely unaware unless you tell them.

The time your clients spend waiting for their service is a perfect chance to expose them to what you offer, and then upsell products and services. Displays should be in windows for clients to browse passing by and on counter tops for clients to browse through the products and services you sell. Fragrance testers are also great in waiting areas for clients to sample products.

Keep notes on what products a client has bought from you and ask them how they are getting on with them or whether they need to replenish anything they may be running out of. This way, you can also alert your clients to special offers on products they like and, in turn, potentially upsell products and services. Keep recommending the same products until they realise they NEED them!

The ultimate upselling and promotional tool to grow your own business is offering treats of services or products they have not experienced before. This lets customers try new services and products which in turn encourages multiple bookings, maximising your upselling opportunities.

It is a must for grooming salons to have a Facebook and Instagram page that is interactive and engaging. How will a potential client know about your products unless they visit the salon?

By recalling the clients prior visits, there may have been products you did not previously sell them that you recommended at the time. Keep recommending the same products until they realise they NEED them!

By visiting other local businesses around you, let them know what you are doing and ask for them to stock some of your products on their shelves. Someone else could be selling your product for you, what’s to lose?