How to Upsell Lash Services Without Feeling Salesy: Lash Artist Secrets

As a lash artist, learning how to upsell can significantly boost your lash business without making clients feel pressured or uncomfortable. When done right, upselling is simply educating clients on options they may not know about and providing solutions that improve their lash experience. 

Let’s dive into some practical, non-salesy ways to boost your business!

 

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1. Educate During the Appointment

Upselling starts with education, not just selling. Explain the different options available to help the client make an informed decision.

Example:

• What to Do: During the consultation, while mapping out their lash style, say something like, “I know you usually go for a classic set, but I think a hybrid set would really enhance your eye shape by adding just a touch more volume. Would you like to try it today?”

• Idea: Keep a small lookbook of before-and-after photos of clients who upgraded from classic to hybrid or volume sets. Let your client flip through it while they wait—seeing real results can encourage them to try something new.

 

By making it about improving their look rather than simply selling, you’re offering value.

 

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2. Create Packages or Bundles

Instead of focusing on individual services, create value by bundling services together. Clients love feeling like they’re getting more for their money.

Example:

• What to Do: Offer a “Full Glam Package” that includes a volume set with a brow wax at a slightly discounted price. This can appeal to clients who might not have considered getting both services but feel like they’re getting a deal.

• Idea: Have a “VIP Lash Bundle” where clients get a free lash cleanser with their refill or a discounted lash aftercare kit if they purchase a full set. Bundling aftercare with lash services boosts both your service and product sales in a seamless way.

This also helps introduce clients to new services and products they might not have considered otherwise.

3. Leverage Soft Introductions

Sometimes, clients just need a little nudge to explore new services. Introduce these ideas casually during the appointment rather than pushing them at the end.

Example:

• What to Do: If your client is getting a classic set but often mentions wanting more volume, say, “A lot of my clients who have your eye shape have loved the hybrid set. It gives a little more drama without being too much.”

• Idea: Introduce services like lash lifts or brow laminations by mentioning them as part of your normal conversation. “Oh, have you heard about brow lamination? It’s super trendy right now and could be a great add-on for your natural look.”

Subtle mentions like this help clients explore new options without feeling pressured.

 

4. Incorporate a Referral or Loyalty Program

Loyalty and referral programs are a natural way to upsell by giving clients a reason to come back and bring their friends.

Example:

• What to Do: Offer a “Lash Lover’s Loyalty Card,” where clients get a free or discounted service after a certain number of refills. For example, after every 5 refills, they get the 6th one 50% off or free.

• Idea: For referrals, give clients a discount when they refer a friend—like $20 off their next service. Their friend gets a discount on their first visit, too. This encourages repeat business and turns your existing clients into ambassadors for your business.

Loyalty programs help clients feel rewarded, which increases their likelihood to book extra services.

 

5. Use Social Proof

Sometimes the best way to upsell is by showing—not telling. Posting before-and-after photos or videos on social media can be a powerful tool for upselling.

Example:

• What to Do: When a client upgrades to a volume set and loves it, ask if you can take a quick before-and-after video to share on Instagram. This encourages other clients to consider upgrading next time.

• Idea: Create a highlight reel on your social media dedicated to different lash styles like classic, hybrid, and volume. When clients see the transformation and results other people are getting, they’ll be more inclined to ask about it themselves.

People trust what they see, so make sure your social channels showcase all your amazing services.

 

6. Recommend Aftercare Products

Selling aftercare products is one of the easiest ways to naturally increase your revenue while ensuring your clients get the best results.

Example:

• What to Do: After finishing a client’s lash service, mention, “To keep these lashes looking perfect, I’d recommend this lash cleanser. It’ll help keep oil and dirt off, which will make your extensions last longer.” Positioning it as a way to save them money by extending lash retention can make the sale feel more helpful than salesy.

• Idea: Keep a selection of aftercare products displayed neatly near the front desk. Offer a “New Set Special” where clients can add a cleanser at a discounted rate when they purchase a full set or upgrade their lash set.

These products directly benefit the client and the quality of their lashes, making it a win-win.

 

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7. Be Transparent About Pricing

Clients appreciate transparency, and being upfront about pricing helps build trust. If you’re offering a more premium service, make sure to explain why it’s worth the investment.

Example:

• What to Do: If a client asks about upgrading to a volume set, explain the difference in pricing upfront: “A volume set does take a little longer and uses more lashes, so it’s $30 more than the classic set, but it gives you a much fuller, longer-lasting look.”

• Idea: Have a clear pricing menu in your salon or on your website that lists all your service upgrades and what’s included. You can even create a comparison chart showing the benefits of each service level.

This makes it easier for clients to understand the value they’re getting and encourages them to consider the upgrade without feeling blindsided by the price.

 

Worried about charging too much or too little? Click here for simple tips on pricing your lash services right!

 

8. Create Limited-Time Offers

To create a sense of urgency, introduce limited-time offers or seasonal promotions that encourage clients to try new services.

Example:

• What to Do: You can offer a “Fall Lash Lift Special” where clients receive a free lash tint with their lash lift if they book by a certain date. Mention this promotion during the appointment so they can take advantage of it.

• Idea: For holiday seasons, you could do something like a “Holiday Glam Package” that combines lash extensions with a complimentary brow wax or tint. Promoting these specials on your social media and to your existing clients helps build buzz and increases bookings.

This gives clients a reason to upgrade now, rather than waiting.

 

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How to Offer Lash Products Without the Hard Sell

Upselling doesn’t have to feel pushy! As a lash artist, you can subtly introduce retail products in ways that feel natural and even helpful to your clients. 

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Here are 10 creative ideas to boost your retail sales while keeping things comfortable and organic:

 

The Casual Recommendation During Consultation

During your lash consultation, slip in product recommendations when discussing aftercare. 

For example, “For longer retention, I recommend using this lash cleanser. It’s gentle and helps keep your extensions lasting longer.”

 

Create a Lash Aftercare Display

Set up a small, aesthetically pleasing retail display with aftercare products in your salon/studio. 

Clients are more likely to purchase if they see the products right there and understand how they fit into their lash routine.

 

Offer Product Bundles or Kits

Package products into convenient aftercare kits! 

Bundle a lash cleanser, spoolie, and extension-safe makeup remover as a “New Lash Kit” and offer it at a slight discount when purchased together.

 

Use Products During Appointments

Incorporate retail products into your lash appointments. 

For example, before working on their lashes, use the lash cleanser you sell and casually mention, “I use this cleanser for all my clients. It’s great for keeping lashes clean without affecting retention.”

 

Educate With Every Sale

Clients may not know why they need certain products, so take a moment to explain.

If they’re struggling with retention, you could say, “This lash foam could really help keep your lashes intact.”

 

Offer a Loyalty Program for Products

Start a loyalty program where clients get a free lash cleanser or spoolie after purchasing a certain number of products. This rewards frequent buyers and encourages product purchases over time.

 

Feature Product of the Month

Pick one product to highlight as your “Product of the Month.” 

Share on social media, explain its benefits during appointments, and offer a small discount or bonus for clients who purchase it that month.

 

The Subtle Checkout Mention

When clients are checking out, casually ask, “Do you have enough cleanser or spoolies for your aftercare routine?” This is a soft upsell that lets them decide but reminds them of the products they might need.

 

Create a ‘First Timer’ Package

For first-time clients, offer a package that includes their lash set and a discounted aftercare kit. This is a great way to set them up for success and make retail sales feel like a benefit, not a sell.

 

Show Off Real Results

Share before-and-after photos or testimonials from clients who use the products you sell. This builds trust and shows that the products actually work, making clients more likely to buy them.

 

Conclusion

Upselling lash services doesn’t have to be awkward or uncomfortable. By focusing on education, tailoring your recommendations, and offering value through packages and loyalty programs, you can naturally increase your sales without being pushy.

Remember, your clients trust you as their lash expert—so when you make suggestions that genuinely enhance their experience, they’ll appreciate the added value.

Now, with these actionable examples and ideas, you can start up selling with confidence and grow your lash business while keeping your clients happy!

 

 

Do you find this blog post helpful? Have you learned something? Leave a comment below and share your thoughts. Don’t forget to share this blog with your lash friend.

 

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