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There are only so many hours in a day, and when you work in an appointment-based business, it’s easy to feel like your income potential is limited by this fact. But what if you could increase your production within the service — along with the amount you can charge for it? How about offering add-on services that don’t require your active involvement? This way earnings go up, but longer appointment times aren’t needed.

Solution-Oriented Manis and Pedis

Expanding profits without increasing service time begins during the client consultation, with a close analysis of the condition of the hands, feet, and nails. Let’s say a client comes in for a manicure or pedicure and during the consultation she’s found to have dry, rough hands or feet (not calluses). You can help this client with an upgrade that can be done without extending her original appointment time. First, during the consultation, talk to the client about what you’re seeing on her hands or feet and what solutions are available: “Your hands are really rough, chafed, and dry. I suggest we add a scrub to gently remove the roughness, then a good hydrating product that can penetrate and soften your skin.” Be certain to explain the charge for the upgrade. If the client agrees, later in the service, you’ll introduce the topic of home care products: “This lotion will allow your skin to hydrate at home, and then, at our next appointment, we will do a serious hydration treatment with paraffin mitts. You will begin seeing a dramatic change then.” The upgraded scrub and hydration treatment can be managed in the same time as her regular nail service. Begin by adding a scrub product at the beginning of the massage portion of the manicure or pedicure. The scrub is massaged on the skin to exfoliate it, then removed, if necessary. For the remainder of the massage, use a deep moisturizing product, such as one containing shea butter. With her rough, dry skin gone, the client pays for the upgrade, purchases a home care treatment lotion, and schedules an appointment for the following week for a specialty hydration treatment with paraffin mitts.

Anti-aging Add-ons

If a client comes in with aging, crepey skin, you can begin to treat the skin and get her ready for a series of anti-aging services starting with her next visit. Ask the client if she would like to see the crepiness reduced on her skin, then tell her how it is done over a series of treatments, with a start today. Explain that home care is important to get her hands ready for a treatment series. The secret to adding the skin treatment without extending the service time is using a 15%-20% lactic- or glycolic-acid hand lotion. These solutions can be purchased from skin care companies; however, regulations vary from state to state as to the concentrations of liquid AHA products nail techs are allowed to work with. Instead I recommend purchasing lotions with a 15%- 20% concentration. Then, the massage portion of the service is broken into two parts. The first three to five minutes of the massage is with the lactic- or glycolic-acid hand lotion. The rest of the massage is done with a lightening lotion (also available from skin care companies). Watch the hands closely during the massage with the glycolic- or lactic-acid lotion — any redness means it is time to stop and move on to the other product in the massage.

Upselling That Works

Upselling is not taking advantage of clients, as some technicians believe. Instead, it is meeting their needs and supporting their beauty — the very reasons they come into salons. Upsold services should account for 15% or more of a salon’s gross revenue, but, sadly, that’s rarely the case with nail departments. Improving the technician’s consultation skills can change this. Client consultations that include upsells can grow salon and technician income dramatically. To do effective client consultations, staff members must learn about common skin and nail conditions and be presented with the appropriate upsells for each condition. For example, is the skin dry? The technician can recommend a solution like exfoliation and paraffin mitts or heated mitts over a hydrating lotion. Home care treatments should be discussed as well. Does the client chew her nails? A structured nail growth series should be recommended to this client. Are a client’s nails weak and tearing off so they don’t grow? A series of weekly nail treatments should be recommended to this client. Before a technician can introduce upselling into the consultation, treatment products must be sourced and the products must be added to the treatment protocols. Staff members must be educated on the benefits of the active ingredients so they can share that with clients. The vital role home care products for effective treatment must also be taught so the technician can educate her clients.
LED light treatments can be offered as a standalone service or an addition to a nail service.
LED light treatments can be offered as a standalone service or an addition to a nail service.
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