Retail sales can be challenging for many estheticians. Naturally inclined to be nurturing rather than sales-driven, you might feel uncomfortable promoting products. Common sentiments include, "I don't like to push products. It makes me uncomfortable," or "I'm not a salesperson."

However, reframing upselling as a service rather than a sales tactic reveals it as a win-win opportunity:

• Clients often lack the right products at home for an effective skincare routine.
• Providing the appropriate products enhances their experience and increases return rates.
• Regular upselling can boost your profit per service by 40% or more.

Here are five ways to upsell without feeling like a pushy salesperson.

Don't just recommend products—educate your clients on why they should use them. If you're unsure about a product's benefits, reach out to the manufacturer for detailed information. Here are effective ways to share your knowledge:

• Share surprising facts: "You might already know this, but I was surprised to learn that you can both under-exfoliate and over-exfoliate. Exfoliating 2-3 times a week with both a manual and chemical exfoliant typically yields the best results. Hive Daily offers both exfoliating and moisturizing benefits, especially when used with a good exfoliating glove in the shower."
• Express genuine care: "I really care about ensuring you have an amazing experience even after you leave. When you get home, make sure to [insert advice], because [insert reason]."

Use your expertise to discuss ingredients, explain causes and effects, and outline the results they can expect.

It's difficult to promote a product you haven't tried yourself. Clients can tell when someone is simply reciting information from a label. To build confidence:

• Test the products personally: Understand their texture, scent, and effectiveness.
• Study product details: Visit the manufacturer's website to grasp what makes the product exceptional.
• Share personal insights: Discuss nuances that only someone who has used the product would know.

Your genuine belief in a product enhances your credibility and makes your recommendations more convincing.

While some clients may have generous budgets, many appreciate thoughtful recommendations that address their specific needs without overwhelming them. To ensure client satisfaction:

• Focus on their pain points: Offer products that directly target the concerns they've mentioned.
• Avoid overloading them: Recommending too many products at once can feel overwhelming and may deter future purchases.
• Build trust for future recommendations: Satisfied clients are more likely to consider additional products down the line.

By being considerate of their needs and resources, you foster a positive client relationship.

Clients are influenced by their surroundings. An unkempt space can detract from their experience and reduce their inclination to purchase products or return. To enhance your environment:

• Keep your area spotless: Regularly clean shelves, floors, and treatment areas.
• Ensure products are well-stocked and attractively displayed: Full shelves are more inviting than sparse ones.
• Enhance the ambiance: Small touches like fresh flowers or plants can make a significant difference.
• Experience your space as a client would: Walk through your spa or studio from the entrance to the treatment area to identify areas for improvement.

An appealing environment boosts client comfort and confidence in your services and recommendations.

Upselling the right products is beneficial for both you and your clients. By:

• Asking the right questions
• Educating your clients
• Believing in what you sell
• Recommending necessary products
• Maintaining a clean and welcoming space

...you create a formula for success.

Remember, it's normal to encounter challenges or hesitant clients. Stay persistent and keep refining your approach. In time, your efforts will lead to a rewarding experience for everyone involved.