Episode 4: This Increased My Salon’s Revenue By $8k a Month
Upselling is the easiest way to increase your salon revenue without finding new clients or raising your prices.
Today, I'm walking you through the exact system that increased my salon sales by $8,000 per month using Added Value Experiences (AVEs). I'll show you how to create a physical menu that actually converts, the front desk scripts that work for both new and existing guests, and how to rotate your offerings so they never get stale.
If you've been hesitant about upselling because it feels pushy or salesy, this episode is for you, my friend. I'll reframe what upselling actually is (spoiler: it's your job as a beauty professional), give you the exact menu structure that works, and show you how to track results so this becomes a living, breathing part of your business.
HERE ARE 6 MAIN TAKEAWAYS FROM THIS EPISODE:
Takeaway #1: Upselling Isn’t Pushy. It’s Part of the Job
Upselling only feels uncomfortable when it’s framed as selling instead of serving. Most guests have no idea what else your salon offers beyond the service they already book, which means they’re missing out on experiences that could genuinely help them. Recommending add-ons isn’t about convincing; it’s about educating and guiding guests toward better results. When you see upselling as part of delivering exceptional experiences, the discomfort disappears.
Takeaway #2: An AVE Menu Makes Saying Yes Easy
Added Value Experiences (AVEs) work best when they’re visible, tangible, and intentional. A physical menu with 5–8 high-value services—each 30 minutes or less—gives guests something concrete to respond to. When the menu looks elevated and branded, it shifts perception from “extra charge” to “luxury upgrade.” Think high-end resort energy, not laminated afterthought.
Takeaway #3: The Front Desk Sets the Tone
Upselling doesn’t start in the chair—it starts at check-in. Handing guests the AVE menu with a clear, confident script removes awkwardness and sets expectations early. This works for both new and returning guests, especially when menus are refreshed every few months. Rotation keeps the offer feeling intentional, not repetitive.
Takeaway #4: Strategic Rotation Keeps Offers Relevant
Menus should evolve with the season, not sit stagnant for a year. Aligning AVEs with weather changes, holidays, or common guest concerns makes the offer feel timely and thoughtful. Fresh menus keep your team engaged because they’re not pitching the same thing on autopilot. When the menu feels current, guests are far more likely to say yes.
Takeaway #5: What You Track Is What Grows
If upsells aren’t being tracked, they’ll never become consistent. Creating a dedicated add-on category in your salon software allows you to see what’s working and what’s not. Reviewing results weekly helps spot patterns and creates opportunities to celebrate wins. Visibility turns upselling from a “nice idea” into a real revenue stream.
Takeaway #6: Ownership Is What Makes the System Stick
Every successful upsell system has one clear owner. Assigning a single person to manage the menu, scripts, rotations, and tracking keeps it from fading into the background. When the menu feels alive and intentional, your team stays engaged, and guests respond accordingly. Accountability is what turns AVEs into a reliable monthly income, not just a short-term boost.
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