6 Things To Never Say When Offering An Add-On Service

How To Effectively Offer Add-on Services In The Salon

Let us be the cheerleader in your head screaming, “You CAN nail this!” every time you offer a client an add-on service. It’s time to learn the strategies, pitches and confidence-boosting verbiage to stop missing out on THOUSANDS of dollars every week.

Ulta Beauty Elite Stylists who have earned over $100K individually this year are here to share their tips on how to change your career (and your life) by building your tickets.

#1. Huge Money-Making Add-ons That Stylists Tend to Skip

We all have a few things we’ve mentally written off for no definitive reason, here’s a list of easy add-ons you’re probably missing that secure the “Yes, let’s do it” client responses. 

1. Pairing Services: Building on your client’s already-booked service is the easiest way to introduce add-ons. “Upgrading a haircut to a signature haircut at Ulta Beauty provides a customized bonding treatment for only ten dollars,” says Ulta Beauty Elite Stylist Ashley Bohler. “I always tell my clients, ‘This way you will get to try an expensive product at a discount‘. “The simple add-ons add up at the end of the week, it’s not $10 in the moment—it’s hundreds at the end of the week.”
   
   
   
2. Hair Color-Extending Treatments: “Stacking a clear gloss and keratin treatment will build your ticket more than a standard gloss add-on,” says Enza Bucaro (@enzaulta) “When you add the gloss, KC Express keratin treatments should be layered on to really make it last—plus, now your client has the smoothing benefits of the Express Keratin Treatment.”
   
   
   
3. OLAPLEX Treatments: “People forget about moisturizers and OLAPLEX!” says Ulta Beauty Design Team Member Leo Valencia (@leovalencia). “Bond-rebuilding pairs well with a moisturizing treatment to maintain that critical balance of protein and moisture, so skipping an added moisture service is a huge miss. My ‘gym hair’ clients are especially willing to do it,” he adds.
   
   
   
4. Just A Trim: “Usually, a haircut is needed and you do not even realize,” says Florida-based stylist Paula Robinson Williams (@hairbypaulee). “Add-ons do not have to be a product, “I want to grow my hair” means you need a trim.”

INSTANTLY BOOST YOUR TICKET: Ulta Beauty Design Team Member Justin Toves-Vincilione (@ahappyjustin) says, “A blowout service! Different than a blow-dry, a blowout service is the skilled styling that our clients want to leave with and post about later. Advanced brushwork, thermal styling and product recommendations raise your ticket, amp up your results and enhance the guest experience”

Don’t just TRY to financially build your career, LEARN how to do it today.

#2. Things You Should NOT Say When Offering Clients Add-ons

Your delivery is just as important as the add-on service itself. Take the pointers below from hairstylists who have mastered the art of educating, not asking, clients about their interest in add-ons. 

1. “I never say, ‘If you want it…’  I allow the client to make their own decision. I always ask what they want and then suggest on top of that to put it in their head instead of the elimination of my words,” advises Paula. 
   
   
   
2. If you have a textured hair clientele like Julio Rosado (@tuttifuitstyles) he says, “I’ve learned to never use negative terms with my clients,” he begins. “I like to say—‘Your hair is not bad, there’s just a different way we can take care of it.’” This will open to door for clients to inquire about different services and understand options of what will work for them long-term.
   
   
   
3. “If you feel like it’s not worth it, don’t do it.” says Enza. This not only automatically loses you credibility, but trains your clients to not take your recommendations seriously.
   
   
   
4. Never bring up timing. “I don’t say any amount of extra time that is needed for a service, whatever my client’s response is to my offer I just work off of that,” says Ashley.
   
   
   
5. “Don’t make it seem like a choice,” says Florida-based stylist Nikki Layne (@hairbynikkilayne). “It’s a whole conversation starting in the consultation. don’t add something to the end of your service, build your whole appointment to lead up to it.”
   
   
   
6. “I actually just tell my clients that I will never give them something that they do not need,” says Leo. This will add value to your appointment from the start so that your clients know whatever you recommend is needed for them, not for your pocket. 

A look inside Ulta’s Celebrate-U event in Chicago celebrating top-performing stylists from around the country:

 

 

 

 

 

View this post on Instagram

 

 

 

 

 

 

 

 

 

 

 

A post shared by Elite Stylist- Leonardo V. (@leo.valencia)

Education, business guidance, financial planning & more are possible with Ulta Beauty. Apply NOW, thank yourself later.

#3. Advice You Need To Read If You Want To Increase Your Salary

If you take away one thing from this article, let it be these testimonials. We know, it’s not always easy to ask for more money—but, you’re not asking. You’re offering more of your services when you see it is necessary…

#1. Be the client & understand what it feels like to PAY

NEW to the add-on game? Ulta Beauty Head of Education & Creative Anna Manukyan (@amanukyan) says that BEING THE CLIENT will be your best asset to confidently talk to a client.

“Remember what it is like to be a guest. Stylists FORGET what it feels like to pay for a service,” Anna says. “They forget as a client you’re looking at the treatment, experience, cleanliness of the salon, etc. Experience it. Book services to remember what it feels like to pay for having your hair done.”

#2. Your service should be just as good without an add-on…

“You never want to make it seem like your service won’t be good if a client does not accept the add-on,” says Alex Godinez (@alexthecolorist). 

You will get told, “No thank you” and that’s okay! However, diminishing the service that the client booked is a guaranteed way to not have your chair filled again.

#3. Starting NOW can secure the retirement you want

“I have been with Ulta for eight years,” says Julio. “If I would have learned all the things they have taught me about building my tickets earlier—I would have been RETIRED by now!” 

Remember, it’s not the extra dollars in the moment, it’s the extra THOUSANDS at the end of the year.

 

 

 

 

 

View this post on Instagram

 

 

 

 

 

 

 

 

 

 

 

A post shared by Anna Manukyan – Beauty, Education & Finance (@amanukyan)

Your time is up, your “salary goal” won’t wait forever. Click here to browse Ulta Beauty careers, education opportunities and more.