Upselling isn’t just a savvy business strategy — it’s a win-win for both your clients and your salon. By recommending the right hair, beauty or nail products, you’re giving your clients the tools to maintain their gorgeous look between visits while boosting your revenue.
And better yet, when you partner with a trusted brand like ours (we offer trade discounts!), you’ll have a head start in helping your salon profit margins grow.
So, let’s get down to business! 📝
Page Contents
- How to Understand Your Clients’ Hair & Beauty Needs
- 6 Tips for Selling Hair & Beauty Products to Clients
- Maximise Your Retail Success with Our Trade Account
How to Understand Your Clients’ Hair & Beauty Needs
The key to upselling isn’t just offering products — it’s offering the right products. Tailoring your recommendations to each client shows that you’re not just selling; you’re solving their unique beauty concerns.
Start by observing your client and listening carefully during consultations. Here are a few questions to get the conversation flowing:
Once you’ve gathered their concerns, offer a personalised solution. Making your clients feel heard and showing them you want to help make their lives easier, means they’re more likely to follow your advice.
6 Tips for Upselling to Hair & Beauty Clients
Over the years, we’ve gathered some handy tips for upselling to clients and noticed that certain products always seem to be favourites...
1. Be Honest and Authentic
Trust is the foundation of every great relationship, and client relationships are no different! Your clients can easily tell when you’re being insincere, and no one wants to feel like they’re just another sale. Instead, focus on genuinely helping them — it’ll keep them coming back.
💡Our Advice?
- Only recommend products you genuinely believe in. If you wouldn’t use it yourself or on your clients, don’t sell it.
- Be upfront about what a product can (and can’t) do. Honesty about results shows you care about their satisfaction, not just the sale.
The K18 Leave-in Molecular Repair Hair Mask is one of our best selling hair masks with blonde clients.
2. Let Clients Try Your Products
Nobody wants to buy a product without knowing if it’s right for them. Giving clients the chance to “try before they buy” makes them feel confident about their purchase. Plus, when they experience the benefits first-hand, they’re more likely to fall in love with the product!
💡Our Advice?
- Offer small testers or samples. A quick trial at the salon or a take-home sample lets clients see how the product works for them.
- Incorporate products into their treatment. Use the product during their appointment and explain what it does so they can see immediate results.
The GHD Max Wide Plate Styler Gift Set is a best seller during festive periods, especially when you let clients try it for themselves at your salon.
3. Make the Most of Visual Merchandising
A stunning product display can grab your clients’ attention and spark their interest before you even say a word! By showing your products in an eye-catching way, you’re subconsciously encouraging clients to ask questions or consider buying something new.
💡Our Advice?
- Group products by category or benefit. For example, display all hydrating products together with clear labels to help clients easily find what they need.
- Keep your displays fresh and tidy. Rotate featured products regularly and use attractive props like mirrors, plants or lighting to make them stand out.
Clip-in hair extensions are an easy sell to clients - plus, you can make a considerable markup on our Dream Goddess Hair Pieces.
4. Offer Promotions of Bundles
Promotions and bundles are a tried-and-true way to encourage clients to buy more— something we know first-hand from our years in the salon and as a retail store. Clients love feeling like they’re getting a deal, and bundles give them the chance to try multiple products while saving money.
💡Our Advice?
- Create care kits tailored to specific needs. For example, a “Hydration Hero” bundle with a shampoo, conditioner and serum at a discounted price.
- Offer a buy-one-get-one (BOGO) deal. Pair a best-seller with a lesser-known product to introduce clients to something new.
The Maskology Multi Mask Set is a very popular skincare bundle with beauty clients of all age groups.
5. Take Advantage of Seasonal Opportunities
Seasonal holidays like Christmas and Mother’s Day are golden opportunities for upselling. Clients are often looking for gifts so a festive offer or gift-ready product can feel like a no-brainer purchase, making it easier to close the sale.
💡 Our Advice?
- From November, stock up on our ready-made Christmas sets. Last-minute shoppers will love this hassle free gifting!
- Around Mother’s Day offer pampering bundles featuring best-selling products or even encourage clients to pair them with gift-vouchers.
The Q&A Holiday Heroes Giftset is the perfect product to upsell to clients of all skin-types, plus the packaging makes for a festive display!
6. Optimise Point-of-Sale for Add-Ons
Point-of-sale (POS) is the perfect moment to boost sales. At checkout, clients are already in buying mode and more likely to pick up small add-ons last-minute. By strategically placing tempting products near the till, you can take advantage of this natural behaviour.
💡Our Advice?
- Highlight small, must-have items. Display travel-sized products, lip balms or hair accessories that clients can easily add to their purchase without overthinking.
- Use signage to create urgency. Add signs like “Best-Sellers” or “Limited-Time Offers” to nudge clients toward grabbing those extras before they leave.
The limited edition Olaplex No3 Hair Perfector Gift is always popular around Christmas, as it's the perfect size and price for client stocking fillers!
Maximise Your Retail Success with Our Trade Account
Hopefully, you’ve picked up a few tips on selling to your clients — it does take practice, but the results are worth it!
It’s also important to think about where you’re sourcing your salon supplies from. At Franklins, we’re proud to support salons across Northern Ireland, Southern Ireland and the UK, offering trusted brands, bulk order solutions and seasonal favourites.
Opening a trade account with us gives you access to bulk discounts and priority seasonal stock, helping you grow your retail success with ease! ✨😊
CREATE A TRADE ACCOUNT
FAQs
How do I decide which brands or products to stock in my salon?
Choose brands you trust and products that align with your clients’ needs. Look for quality, reliability, and good supplier support. Stock a mix of popular staples and innovative options to attract a variety of clients. Partnering with a supplier offering trade discounts and advice, like Franklins, can also make selection easier.
How do I handle a client who says they can find products cheaper online?
Acknowledge their concern and highlight the added value of buying directly from you, such as expert advice, product guarantees, and convenience. Explain how professional-grade products often outperform cheaper alternatives and share tips on getting the best results — something online retailers can’t offer.
How do I determine the right pricing for retail products in my salon?
Start with the wholesale price and add a reasonable markup (usually 50–100%) to account for costs and profit. Research competitors to ensure your prices are competitive but still reflect the value of your professional service. Offering bundles or promotions can help maintain client interest while justifying premium pricing.
How can I track which products are selling best?
Use a simple system like a spreadsheet or salon software to log sales and monitor trends. Keep an eye on client feedback and reorder rates to spot top-performing products. Seasonal analysis can also reveal patterns and guide your purchasing decisions for specific times of the year.
What should I do if a product doesn’t sell well?
First, review your display and marketing — does the product stand out? If not, reposition it or create a promotion. If sales remain low, offer it as a bundled discount or a free gift with other purchases. Focus on products that resonate with your clientele and learn from the feedback.
How can I train my staff to upsell effectively?
Provide clear, hands-on training about your products and their benefits. Role-playing common client scenarios helps build confidence. Emphasise listening to clients’ needs and offering personalised recommendations. Reward staff who excel in upselling to encourage ongoing effort and create a positive, results-driven environment.