1. Listen to the Glow Goals

Every client has a goal in mind, whether it’s achieving a deep bronze ahead of a holiday, maintaining radiant skin, or treating themselves to a little luxury. Staff who listen closely can spot opportunities to recommend treatments or products that align with what the client truly wants.

💡 Example: If a client mentions their tan tends to fade quickly, staff could recommend a tan-extending lotion or an exfoliation treatment beforehand.

2. From Sales Talk to Beauty Advice

Clients look to your team as beauty and tanning experts, not salespeople. Upselling should be about giving professional advice that makes their treatment more effective.

💡 Example: When booking a spray tan, a therapist might recommend a prep scrub to ensure an even finish, or a moisturiser to keep the tan glowing longer. It’s guidance, not a hard sell.

3. Personalisation Through Customer Insights

Salon Tracker gives you access to customer profiles and booking history, helping staff tailor their recommendations. If a client regularly books a sunbed session, why not suggest a tanning accelerator? If they’re a skincare regular, introduce them to the newest facial treatment.

💡 Training Tip: Encourage staff to check client history before appointments. Personalised suggestions always feel thoughtful, not pushy.

4. Upsell the Experience, Not Just the Service

Upselling isn’t about adding more for the sake of it, it’s about enhancing the client’s visit. By suggesting little add-ons, you can elevate their appointment and leave them feeling even better about their choice.

💡 Example: A client booking a brow wax could be offered a relaxing eye mask treatment. Someone coming in for a tanning session might appreciate a quick hydration boost for their skin.

5. Confidence Through Knowledge

One of the main reasons staff shy away from upselling is fear of sounding pushy. With regular training, role-play, and product knowledge sessions, your team can build confidence and speak with authenticity. When staff believe in the benefits of a product or treatment, their recommendations feel genuine and natural.

💡 Training Tip: Host monthly staff “try-it” sessions where your team tests products or treatments themselves. They’ll find it much easier to upsell when they can speak from personal experience.

Final Thoughts

Upselling in tanning and beauty salons doesn’t have to be awkward, it can (and should) feel like part of delivering excellent service. When staff use customer insights, listen closely, and focus on enhancing the client’s glow and experience, upselling becomes effortless and welcomed.

With Salon Tracker, you can empower your team with the right client information at the right time, making upselling less about selling and more about caring.