Upselling in a Day Spa: Increasing Revenue with Retail Products and Private Labels

Upselling by making the same products available for home use as are used in aesthetic and therapeutic spa treatments is a great way to boost spa revenues and develop client loyalty.

Naturally, the aestheticians, massage therapists, and spa technicians who provide services to clients at your spa will have found products they especially value. Skin care lines, for example, are now so numerous that if you were to start from scratch trying to figure out what products to sell, you could spend months testing them all!

Fortunately, the aestheticians who use skin care products in facials and other skin treatments will have done most of that testing for you.

The psychology behind selling these products is simple, but quite effective. Clients love the feeling of being pampered, the products used in their treatments are a part of the pampering they receive, and the association between the two factors is an extremely powerful one. For example, every time a client uses a skin care product purchased from your spa, he or she subconsciously recalls the experience of having that same product applied by an aesthetician who made them look and feel like a million bucks.

By the same token, the woman who coos with delight over her new hairstyle and wants to know how to maintain the same glossy appearance between salon visits is an excellent candidate for the shampoos and conditioners used by the stylist who did her hair.

Aromatherapy oils, candles and potpourri are excellent moneymakers as well; clients love the opportunity to evoke the relaxed ambience of the spa setting in their own homes.

Perhaps the biggest moneymaker of all is selling products under your own proprietary label. Private labeling can be a huge income booster for several reasons. First, you are not paying for a big name company’s advertising budget when you purchase private label products and sell them under your own name. Second, private label brands are an excellent way to develop your spa’s brand image and encourage customer loyalty.

Private label products have come a long way in the past 10 years. Whereas before they were often of lesser value than big brand name products, today’s private labels usually contain the exact same ingredients used in big name products and perform every bit as well. In fact, today, they may even BE almost identical in formulation to the big name products made for you to sell under your own label!

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