Beyond the Basics

Add-on services are a win-win, enhancing the guest experience and increasing salon sales. “Taking a few minutes to discuss issues your client may be having allows you to make suggestions for extra services they may need,” Keratin Complex’s Niki Galanomatis says. Here, industry experts share their tips. ✂ —Corie Russell

Aloxxi Ashley Toliver-Williams, owner and stylist at Fringe Salon and Color Bar in Houston, says the Mini Highlight is the most popular upgrade at her salon. Using seven packets or less, it allows clients to try highlights without commitment. The Mini Highlight is a quick way to increase sales, and Toliver-Williams recommends White Lightener on color for a soft or bold blonde.
Expert tip: “Don’t just talk about the add-on services you offer; ask clients what concerns they have.” —Ashley Toliver-Williams

Redken Add-on services empower stylists because they allow more opportunity for creativity, says Rodney Cutler, Redken brand ambassador and owner of Cutler Salons in New York City. The most popular ones in his salons are blowout extras, hairpainting on traditional single processes, and conditioning treatments. In addition, Cutler says stylists recommend at-home maintenance systems like Color Extend Magnetics to keep color fresh between visits.
Expert tip: “It’s OK if a client isn’t interested in an add-on service; following up consistently is key.” —Rodney Cutler

Keratin Complex The most popular add-ons at Blo It Out in New York City are Vital Shots, which repair damaged locks, and Express Blow Out. Providing these services allows stylists to upsell the color or blowout client, says Keratin Complex International Educator and stylist Niki Galanomatis. For clients hesitant to try something extra, Galanomatis spot-treats areas like bangs to show the results.
Expert tip: “Ask clients questions such as how often they shampoo and style their hair.” —Niki Galanomatis

Paul Mitchell Tina Salerno, owner and stylist at James Anthony Salon in Oak Park, IL, says Awapuhi Wild Ginger 3-Step Keratin Treatment has been a big revenue-driver. The treatment uses the KeraTriplex protein blend, which repairs damaged locks and is great for clients who mention during consultations that they want shinier, more conditioned hair.
Expert tip: “For the hesitant clients, we always give our team permission to offer a complimentary service, and almost always the product and end result speak for themselves.” —Tina Salerno

Aveda At Aveda/Landis Lifestyle Salons in Salt Lake City, the most popular service additions are glosses for shine, and protein or moisture treatments—like Dry Remedy—to strengthen locks, says owner Logan Fast. Stylists should ask clients what problems they’re experiencing to determine the best treatments for them, Fast adds.
Expert tip: “Offer a promotion with specific add-ons you would like to target in your salon.” —Logan Fast

Cuccio Naturalé Add-on treatments aren’t limited to hair services. They can extend to manicures and pedicures like the Professional Manicure Scentual Spa Kit. The package includes a grab-and-go box with oils, exfoliants and lotion treatments. It’s important to ask questions about clients’ lifestyles and their concerns about their hands and feet, says Patricia Freund, vice president of marketing for Cuccio Naturalé.
Expert tip: “Find the real needs the client has and then make a suggestion.” —Patricia Freund

Matrix Michael Albor, Matrix artist and owner of The Loft Salon & Day Spa in Boston, says his staff thinks of add-ons as enhancements, to prevent stylists and guests from feeling that the salon is asking clients to spend money unnecessarily. He uses Biolage Pelicure, a back-bar service that mixes Carbonizing Powder with a conditioner or mask to replenish moisture.
Expert tip: “Ask guests for three words to describe what they want their hair to say about them.” —Michael Albor

KMS California Service upgrades fill downtime; it’s easier to build productivity with a client who’s already in the chair rather than waiting for another to book an appointment, says Sonna Brado, KMS California artistic team director. She recommends hydrating services like Moist Repair Therapy Treatment. It’s important for stylists to share ideas and details with clients who might otherwise resist add-ons simply because they lack information.
Expert tip: “To recommend add-ons, outline the idea, time commitment, cost and benefit.” —Sonna Brado

Schwarzkopf Professional When clients purchase products, they’re more likely to return to the salon, says Michael Dueñas, Schwarzkopf Professional USA ambassador. Add-ons also give clients confidence that their stylist is well-versed about products, he says. Dueñas uses BC Bonacure Extra Shot Repair, which heals hair with an amino cell rebuild complex.
Expert tip: “Ask clients, ‘If you could do one simple, inexpensive thing to boost your car’s gas mileage, would you?’ Relate this example to salon add-ons.” —Michael Dueñas