Turn 'Just a Trim' into 'The Full Works': Simple Upselling Techniques for Hair Stylists

The word ‘upselling’ might make you cringe. It conjures images of pushy sales tactics that feel unnatural and uncomfortable, threatening the trusted relationship you’ve built with your client.

But what if we reframe it? Upselling isn’t about pushing products; it’s about professional consultation. It’s about using your expert knowledge to solve your client's problems and introduce them to services and products that will genuinely make them look and feel more fabulous. It’s an extension of the care you already provide.

When done right, it strengthens trust, boosts your client's confidence, and has a brilliant impact on your bottom line. Here are a few simple techniques to master the art of the gentle, effective upsell.

1. Master the Art of the Consultation

The most crucial part of any appointment happens in the first five minutes. A genuinely great consultation goes beyond, "So, the usual today?"

• Ask Open-Ended Questions: Dig a little deeper. Try asking, "How have you been finding your hair at home since your last visit?" or "Have you got any big events or holidays coming up?"

  
  

• Listen for the Clues: Their answers are your openings. If they mention their colour feels a bit dull, that’s your cue to suggest a glossing treatment. If they complain about frizz, you can introduce them to a smoothing service. If they have a wedding to attend, you can talk about intensive conditioning masks to get their hair in peak condition. The suggestion becomes a bespoke solution, not a random add-on.

2. Plant the Seed During the Service

The appointment itself is the perfect time for a soft introduction to new possibilities.

• The 'While You're Here' Technique: When you’re at the basin, mention how a quick, intensive treatment could benefit them. "Your ends are feeling a little thirsty today. While you’re relaxing here, we could pop on a 10-minute moisture mask to give them a real drink." It feels convenient and demonstrates your expert attention to their hair's needs.

  
  

• Demonstrate and Educate: Use the professional products you want to recommend and explain why you're using them. As you spritz on a heat protector, say, "I'm using this one because it not only protects from the hairdryer but also has UV filters, which is great for protecting your colour." Let them see, feel, and smell the product. The experience is often what sells it.

3. Create Irresistible Bundles and Packages

Make it easier for your clients to say "yes" by packaging services together in a way that offers clear value.

• The 'Colour Plus' Package: Bundle your most popular colour service with a bond-building treatment (like Olaplex) and a take-home product for a single price. Frame it as "The Ultimate Colour Protection" package.

  
  

• Seasonal Specials: Create timely offers. A "Summer Hair Rescue" package could include a post-holiday clarifying treatment and a deep-conditioning mask. A "Winter Glow-Up" could bundle a glossing service with a luxury head massage.

4. Reward Their Adventurous Spirit with Loyalty

Perhaps the most effective and client-friendly way to encourage upselling is to reward them for trying something new. This is where a modern, digital loyalty program becomes your greatest ally. It shifts the psychology from "I'm spending more" to "I'm earning more".

Instead of just rewarding the tenth visit, you can use your loyalty program to incentivise experimentation:

• Offer Bonus Points: "Try any of our in-salon conditioning treatments today and get double stamps on your digital loyalty card!"

  
  

• Create Targeted Vouchers: Use your platform to send out a digital voucher for a specific service. For example: "Curious about highlights? Here’s a $15 voucher towards your first-ever partial foil service."  This gives them a low-risk reason to take the plunge.

  
  

• Reward Product Purchases: "Buy any two take-home products today and get a free travel-size hairspray instantly added to your loyalty pass."

Upselling for Stylists

For a stylist, integrating upselling into your loyalty strategy stops feeling like a sale. It becomes part of the rewarding experience you offer. You’re not just encouraging them to spend more; you’re giving them something back for their trust, turning a simple trim into an opportunity for discovery.

You can set up your STAMP by meed card right now for free. In fact, it is free until you hit 50 members! Use our super snappy set-up wizard right here. Leave your credit card in your wallet; you won't need it.