15 mins
Fancy an upgrade?
Offer clients a first-class service with HELENA BIGGS’ pick of options to upgrade & elevate their mani/pedi experience – whatever the budget
Luxury involves feelings of indulgence: creating an experience with extra treats that’s an elevation of the norm. Focusing the duration of a client’s appointment on their hand, foot and sensory needs will leave them feeling truly cared for and aid feelings of calm. After all, clients book beauty services not just for aesthetic purposes, but to escape from hectic home lives or the stresses of their working days. Whether 30 minutes or three hours, it’s their time to unwind, so it’s important that each appointment with you leaves them eager to return.
Maddi Cook
“While it helps to keep your service menu simple and easy to understand, you should always give your clients an option to upgrade their treatments,” says Maddi Cook, founder of Boss Your Salon, which helps empower hair and beauty pros to grow without burnout. “Think about what you could add to your hand and footcare offerings. What suits your ideal client, vibe and ethos? Put together some high-end, transformative packages and let your clients know what’s available, in order to see your profits soar.”
While we all seek some elements of luxury in our lives, budgets don’t always stretch to such desires – and this applies on both sides of the nail desk. You may wish to introduce additional treatments and your clients may be seeking an superior service, but costs could mean these are slightly out of reach. However, there are several ways you can make your nail and beauty clients feel like VIPs, without a hefty price tag.
“From the welcome to the goodbye, every client of my business is made to feel special and important,” comments Salon System educator & expert, Lisa Stone, who owns Bloom Beauty & Wellness, Bristol. “I have cushions and supports for backs and legs, play relaxing music, use ambient lighting and release essential oils via diffusers to aid clients’ beauty experience. I also offer mindful manicures and pedicures, which include breathing techniques or meditations to calm the mind and help enhance the sensory elements of the service.”
Lisa Stone
Quick and easy comfort options, such as refreshments, soft furnishings and soothing sounds, have a minimal cost. However, if you’re seeking to increase your profits as well as retain clients, consider alternative ways to upgrade appointments. Some of these options need to be visible when booking, if they require extra time, but others can be offered during each treatment, while you have the client’s focus.
Joanna Tompkins
“In the Nail Business Success Club and Nail Tech Tribe group, we encourage calling every new client prior to their first appointment,” reveals Joanna Tompkins, Scratch Stars Nail Business Mentor of the Year 2023 & founder of Nail Tech Tribe. “This not only gives you the chance to upsell a treatment and check the client is booked in for the correct service, but to answer any questions.
“If you have gaps that day or upgrades that can be completed within the same timeframe, check with the client at the appointment if there is anything else they would like to indulge in.”
Language matters
When advertising your luxury upgrades online, Maddi Cook suggests using words such as ‘opulent’, ‘sumptuous’ and ‘lavish’ in treatment descriptions. When the client is in the nail space booking an appointment or about to sit down for their service, entice an upsell with phrases such as ‘treat yourself’ or ‘go on, you deserve it’, suggests Bella Pilla, marketing & creative content at Izabelle Hammon Ltd. She adds: “You can also use this phrasing on marketing materials across social media, or on newsletter emails, listing the upgrade options. These offerings could include a 10-minute hand and arm massage or nail art design.”
Bella Pilla
Economy extras
Enhance the client experience for little to no cost with Scratch’s selection of products and techniques...
“Setting the ambiance for a luxury service is an essential part of the treatment,” comments Sarah Marr, CND™ education ambassador. “Lighting, candles and music in a calm, clean and serene environment will instantly put clients at ease and enhance their experience. CND™ recommends creating a ritual tray for each client prior to their appointment, featuring product bowls and service accessories for their treatment. This not only looks professional and makes the client feel special, but limits excessive product use.”
Sarah Marr
A smile and cheery demeanour costs nothing, so from the time your client enters your premises, greet them positively and be clear about what happens next – whether they need to wait or can go straight to the nail table. Offer a refreshment and don’t appear rushed: this is their valued ‘me time’. If you’re a solo worker, you can tailor the environment to their desires, from the music playing to the temperature level.
“To make clients feel truly considered, we ensure they have access to various contact details, should they have any questions prior to, or after their appointments, and we offer free refreshments and snacks in the studio,” shares Ilirjana Hasani, nail technician & salon co-owner at Illy Nails, London. “A good quality service can take some time, and some chocolate or a drink can keep clients content. We also offer options of a silent appointment or background noise: such as a movie, podcast or music, to ensure their comfort.”
Ilirjana Hasani
Music for Gentle Relaxation – Volume 2, available via online stores including iTunes and Amazon, and to stream via Spotify, Apple Music and more.
“In my opinion, the beauty industry suits a cross between light chillout and upbeat keyboard instrumental sounds,” shares Glenn Payne, artist & repertoire (A&R) director at GAP MuSic – Tantajo Records. “Clients need to feel at ease and employees require a pleasurable working experience. Music should never offend – it should always enhance.”
Maltesers Raspberry Cake Bars
£2.25 www.treatsbymars.com and stockists nationwide. Serve up a treat with a client cuppa or in the waiting area of your salon for a very low cost. These tasty Cake Bars are individually wrapped and a delicious offering for clients.
Hotel Chocolat Everything Latte Selection Box
£14.50 www.hotelchocolat.com Indulge clients in a choice of latte flavours to drink while enjoying a pedi or in between services. This box features 10 single serves.
Churchgate Ceramic Blue Glaze Medium Woodwick Candle in Oud & Italian Bergamot
£10 www.dunelm.com Place a candle in a safe space, such as near your reception desk, to infuse the room with a soothing scent and aid relaxation for the client.
Footlogix Foot Deodorant Spray
£11.45 + VAT www.sweetsquared.com Promote a ‘fresh finish’ to a client’s pedi – charging a few pounds to end the service with a spray of the Footlogix Foot Deodorant Spray onto feet and inside shoes. The vegan formula neutralises odours, cools the skin and leaves a refreshing scent.
Mundo Hand & Foot Spray
from £2.50 + VAT www.mundoproducts.co.uk Kick off your client’s treatment by showcasing your commitment to hygiene, using the refreshing Mundo Hand & Foot Spray. Additional benefits are that the spray features aloe vera and a mint aroma to soften and refresh skin.
iZ Beauty of London Tropical Cuticle Oil (6ml)
£2.50 + VAT/RRP £6 www.izabellehammon.com
Red Strawberry Fleece Blanket
£5.50 www.george.com Ensure clients are warm and comfortable during their appointments by placing a blanket on their chair for optional use. Choose one that matches your décor and is easy to wash.
TOP TIP
“During or after a client’s nail service, encourage the use of cuticle oil with phrases such as ‘help your nails last longer’ or ‘protect your investment’,” suggests Bella Pilla. “Have cuticle oils ready by the nail desk or at the till point, and offer a small discount if a client purchases at the end of their treatment.”
Urban Eden Smoked Champagne Flutes (4pk)
£8 www.bmstores.co.uk Offer lavish luxury with a beverage poured into a Champagne flute. Consider orange juice with lemonade or a complimentary glass of prosecco for a special occasion. You could either include the cost of this within a luxury service, or as a treatment add-on for an additional fee.
Premium perks
Belinda Price
Take your standard mani/pedi services to new heights with optional upgrades of massages, mask, scrubs and treats for the face and body. “If you upgrade just eight clients a day with a £10 add-on and work five days per week, you will increase turnover by over £20,000 a year,” shares Belinda Price, OPI UK&I education manager.
“There are two types of add-on services: those that take little to no time, which can be booked on the day, and more time-consuming extras,” Belinda continues. “These include a massage or nail art service, which ideally need to be booked in advance. Be clear on your treatment menu and booking service which is which, the time they take and the additional cost.”
For a simple yet powerful way to upgrade a mani or pedi, have scrubs, masks and lotions on standby in a variety of scents. If time permits, you can offer your client the addition of some or all of these products mid-service. Consider phrasing that is kind yet suggestive, such as: ‘This changing weather can make our skin dry. Would you like to add on a moisturising hand mask and massage for an extra £10?’ A client who is already enjoying their service may find this difficult to refuse, which means you’ve made some extra pounds for a few minutes’ work.
CND™ Pro Skincare Mineral Bath For Feet
£33.95 + VAT/RRP £68 www.sweetsquared.com This energising and prebiotic complex-enriched, cleansing foot soak hydrates and softens dry and rough skin. It also reduces foot odour and relieves discomfort from swollen feet.
Money talk
“There is a great profit margin to be made by adding a luxurious treat,” says Sarah Marr. “CND™ recommends charging an additional 35% to 45% on your standard manicure or pedicure service, which will boost a £25 manicure to £36.25. Product costs are as little as £1.45 per treatment, so an upgrade option is easy money. Don’t forget: you can also sell homecare items to preserve the treatment results. Retail products should be charged at 50% to 75% above cost price.”
Morgan Taylor BareLuxury Complete Manicure & Pedicure 4-pack in Pomelo & Hibiscus
£3.95 + VAT www.gelishmorgantaylor.co.uk Mobile pros – bring the VIP treatment to clients in the comfort of their own home with the handy BareLuxury kit from Morgan Taylor. Available in a variety of scents, each kit features single-use sachets of Soak, Masque, Scrub and Massage Butter.
TGB Spa
TM Pillow Powder
£29.50 + VAT www.thegelbottle.com Add one to two scoops of this indulgent powder to running warm water and allow to foam. Soak hands or feet for up to 12 minutes for a treat that softens dry skin and cuticles.
OPI Moisture Whip Massage Cream
£9.70 + VAT/RRP £18.90 www.opi.com This soufflé-like massage cream is infused with cupuaçu, shea and coconut butter to moisturise, and collagen-building peptides to keep skin looking youthful. Use within body massage treatments or to add a soothing finish to manicure and pedicure services.
Belava Heated Massager Unit
£288.45 + VAT www.sweetsquared.com This compact unit can be used to offer a dry foot massage or combined with the Belava tub for a luxurious foot soak. Equipped with adjustable levels of vibration and heat for client comfort, the unit comes with a complimentary Belava pedicure tub and 20 disposable liners.
Famous Names Luxury Dadi’Lotion
£14.95 +VAT www.sweetsquared.com An ideal add-on to a gel mani or pedi, Dadi’Lotion is a non-greasy hand and body lotion designed to increase moisture retention in the skin and prevent ageing.
Micro-terry Booties with Lining
£8.90 + VAT per pair www.majestictowels.co.uk These washable, quick-drying booties are ideal for use with a foot mask or during paraffin treatments. The dual layer material is a natural heat insulator to enhance the benefits of footcare products. No electrical supply is needed, so the booties are convenient for use in spa wet areas, salons and for outdoor or mobile treatments.
+maskology Vitamin C Professional Sheet Mask £5.95 + VAT. Available at wholesalers nationwide. Earn around £5 extra per appointment by offering your client a sheet mask to wear while you work. With this vitamin C mask, the skin will look brighter, with redness reduced. The client will benefit from an additional treat during their mani/pedi, and it won’t cost you any time or effort.
Light Elegance Q&Lu Salt Soak
£49.95 + VAT www.lightelegance.co.uk This ultra-fine and lightly fragranced salt softens cuticles and calluses. It has a gentle foaming action and contains Dead Sea Salt, Epsom Salt and essential oils of lavender, peppermint, spearmint and sage to soothe and hydrate skin.
Peacci Vanilla ManiPedi Mask
£9.50 + VAT/RRP £15 www.peacci.com This deep conditioning treatment contains niacinamide to reduce pigmentation and signs of ageing, and shea butter to protect and smooth the skin.
An upgrade on the traditional French mani by Ilirjana Hasani (@illys_nailz), featuring an ombré base and isolated chrome tip.
Arty additions
When a client books an appointment, call them to ask whether they would like to add nail art, and have some suggestions ready or direct them to your social media pages. From simple dots and stripes to chrome additions and complex designs, this initial contact allows you to open your clients’ eyes to various options, and you can tailor their treatment time accordingly.
“To encourage a nail art upgrade, I regularly post designs on social media so that clients can see what can be achieved and are tempted to book,” comments Ilirjana Hasani. “When discussing or booking an appointment, I ask them if they have seen my recent posts or if they’d like to try something new. If an idea is raised seamlessly in conversation, it feels less like a sales pitch.”
Halo Create Multi Flake Glitter in #BeTrue
£1.69 + VAT www.purenails.co.uk
Upper level enjoyment
Do your clients have cash to spare, and are you considering an investment that will pay dividends in the long run? Take a look at decadent upgrades that will enhance your environment and treatment offerings…
REM Sienna Pedicure Chair
£2,923 + VAT www.rem.co.uk Investing in the deluxe Sienna Pedicure Chair from REM is an investment in your clients’ comfort. Allowing them to truly relax and unwind, the seat swivels 90-degrees to both sides for easy client access and has a height-adjustable footrest. Consider making the chair available only to those who book a luxury foot treatment, or build the cost of this upgrade into all pedicure options so all clients can experience is comfort.
Did you know?
The REM Sienna Pedicure Chair is available in any laminate and fabric from the REM range, and your business logo can be embroidered onto the chair.
PERFECT PARTNERSHIPS
Consider collaborating with a reflexologist, holistic therapist or aesthetician to broaden your treatment menu and clientele. Capture clients that may be visiting a number of premises for their wellbeing services by inviting fellow pros to use a space in your setup once a week, or whenever is agreeable. The exclusivity of these niche, high cost treatments – that you and your team members may not offer – can drive demand and shows clients that you’re willing to broaden your offerings to service their needs.
Smooth from head to toe
An ideal complement to your existing services, particularly in summer when clients seek smooth pins alongside their pedi, you could earn over £250 per hour with the SMARTDiode Pro. Created by The Smart Group, which has been supplying the health, beauty and aesthetic sectors since 2009, the SMARTDiode Pro offers effective, fast and comfortable laser hair removal for all skin types.
“The SMARTDiode Pro provides the nail and beauty operator with their first step into pain-free, super-fast laser hair removal at an affordable investment,” comments Josh Yardley, director at The Smart Group. “Laser hair removal can’t be offered online or supplied directly – so it’s a great option for professionals to introduce into their salon space.”
The Smart Group
offers various finance options for those interested in introducing the SMARTDiode Pro and laser hair removal to their treatment menu. For more information, visit www.the-smartgroup.co.uk
Caroline Staite-Loveridge
Salon spotlight
Caroline Staite-Loveridge, owner of Aphrodite Beauty & Nails, Rugby, shares how SMARTDiode laser hair removal has revolutionised her business…
“The SMARTDiode machine is suitable for all skin types, offering quick and pain-free hair removal. I selected a finance plan over four years and The Smart Group delivered the machine a few weeks later. An educator came to the salon to train the team, and when staff members were confident in laser hair removal practices, we promoted the treatment options via Aphrodite’s social media platforms. “The Smart Group sent amazing marketing materials, such as before and after photos. Many of our waxing clients have turned to laser hair removal and the services have appealed to current and new clients – with some travelling miles for their appointments. We price according to the size of the treatment area and achieve in excess of £200 per hour through laser hair removal services with the SMARTDiode. Offering these treatments has been amazing for the business, motivated the team and grown our client base, who love the varied services we offer.”
@aphroditebeautyrugby
LP Salon Scent Starter Kit
£145.99 + VAT www.lpnails.com This digital room diffuser is designed to keep your workspace, salon or home smelling fresh and clean. Controlled by your smartphone, The LP Salon Scent System can create a memorable experience for your clients and comes with the LP Scent Collection Box, which contains five luxury LP Scents.
Glitterbels Deluxe Single Nail Desk
£800 inc VAT www.glitterbels.com Combine a stunning aesthetic with comfort for you and your client, by investing in this glamorous nail desk from Glitterbels. Tailor-made in customisable fabric, drawers and an extractor fan can be added to aid your needs.
Sammy MacDonald
TECH TALK
“Clients need to be educated in the value of high-quality products and understand the cost of each upgrade,” shares Sammy MacDonald, OPI freelance educator, Nail Boss & owner of four Heritage Salons, Scotland. “Within my salons, £25 to £45 is charged for an OPI gel polish service on toes, depending on whether the client books their appointment with a junior or senior technician. When the client arrives for the pedicure, we offer various upgrades, as follows: Initial gel pedicure booking: £25/£45
Scrub & massage: £15
OPI ProSpa Treatment Socks: £10
Hard skin removal: £15
Homecare products: £15
Potential pedicure earnings for a one-hour service: £80/£100
“By pricing each upgrade separately, clients can see the value in each step, rather than the mentality of ‘I could never spend £100 on my pedicure.’”
heritagesalons
Inspiring upgrade
“I saw a nail salon in Beverly Hills offer a ‘Spiritual Awakening’ pedicure, that was more than double the cost of its standard pedicure,” shares Maddi Cook. “This treatment invited the client to choose an essential oil, set an intention with a crystal, and write something they wanted to let go of onto ‘vanishing paper’ that dissolved in the pedi bowl. Each of these add-ons cost the salon less than a few pounds, yet the overall increase in perceived value (and therefore profit) was huge.”