Start With a Thorough Consultation

The best recommendations begin long before the final blow-dry. When clients feel heard, they’re much more likely to trust your professional opinion. A personalized consultation gives you the opportunity to understand their goals, identify concerns, and create a service plan that’s tailored specifically to them. Ask thoughtful questions like:

• What are your hair goals?
• How do you usually style your hair?
• How much time do you like to spend on your routine each morning?
• What’s your biggest hair frustration right now?

The answers will naturally guide your recommendations throughout the appointment. Maybe a client struggles with dryness and could benefit from a conditioning treatment. Maybe they love low-maintenance color and would appreciate learning about gloss services. When recommendations solve a problem, they should naturally feel helpful, not salesy.

Be Strategic With Recommendations

Timing can make all the difference. We’ve all experienced the moment when we’re already sitting at the shampoo bowl and suddenly hear about an add-on treatment we “absolutely need.” At that point, it can feel less like a recommendation and more like pressure. Instead, weave suggestions naturally throughout the appointment.

The consultation is a great time to discuss services that align with the client’s goals. During styling, talk about the products you’re using while your client can actually see and feel the results. Think of your styling station as a live product demonstration. Then, at checkout, simply remind them what products or services helped create the finished look.

Stylist Tip: Pay attention to your client’s body language. If they seem engaged, ask questions, or express curiosity, they may be open to additional recommendations. If they appear hesitant or uninterested, avoid overwhelming them with too many suggestions. Sometimes less really is more!

Create Service Packages That Add Value

Bundling services often feels more exciting than selling individual add-ons. Instead of recommending one treatment at a time, stylists at our cosmetology school in Lawrence recommend creating service packages that can save clients money while helping them achieve even better results. Many professionals will pair complementary services like a color appointment with a conditioning treatment and haircut, or create maintenance packages for loyal clients.

Seasonal packages can also be a fun way to introduce new services. Offer extra hydration treatments during the winter months, frizz-fighting services in humid weather, or special occasion packages for weddings, prom, and holiday parties. You can even bundle recommended retail products to help clients maintain their results at home. These creative packages often provide greater value while encouraging clients to experience services they might not otherwise consider.

Let Your Education Do the Selling

Thanks to TikTok, YouTube, and social media, everyone seems to have a hair care opinion these days. But professional education is still your greatest advantage. Clients come to licensed stylists because they trust their expertise. Use each appointment as an opportunity to educate instead of simply sell. Explain why a professional product may outperform a drugstore alternative, how a treatment supports the health of their hair, or what maintenance routine will help extend the life of their color. When clients understand why you’re making a recommendation, they’re much more likely to trust it (and invest in it).

Don’t Underestimate the Power of a Free Sample

Who doesn’t love discovering a new favorite product? If your salon offers samples, sending clients home with one is a simple way to introduce products without asking for an immediate purchase. Choose something that addresses their specific concerns, whether that’s hydration, curl definition, color protection, or repair. A thoughtful sample feels like an added bonus rather than another sales opportunity. If they love the results, they’ll be much more likely to purchase the full-size product during a future visit.

Great upselling isn’t about being the best salesperson in the salon. It’s about becoming the stylist your clients trust. By listening carefully, making personalized recommendations, and sharing your professional knowledge, you’ll build lasting relationships that keep clients coming back—and naturally increase your service and retail sales along the way.

Launch Your Career at Z Hair Academy

If you would like to embark on a career in cosmetology, we encourage you to learn more about the Z Hair Academy cosmetology school in Lawrence, Kansas or one of our three other locations. Start your education right away on a schedule that works for you. Get started today by speaking with a member of our Admissions team!