The complete guide to increasing spa revenue authentically, ethically, and confidently.

As estheticians, our goal is always to deliver results — not pressure clients or feel like salespeople. And yet, the most successful estheticians in the industry do upsell regularly. Not because they’re aggressive. Not because they’re “naturally good at sales.”

But because they know this truth:

Upselling is simply recommending what helps clients get better results.

If you’ve ever wished you could confidently recommend dermaplaning, add-on masks, peels, LED, or upgraded facials without feeling awkward or salesy, this guide is for you.

Today, I’m going to show you exactly how to:

• Ethically upsell skincare services
• Increase your average ticket
• Help clients get better outcomes
• Build trust and long-term loyalty
• Feel confident recommending what your clients truly need

And you’ll learn how to do it all while sounding natural, warm, and professional.

Why Most Estheticians Struggle With Upselling

Most estheticians tell me the same things:

• “I don’t want to feel pushy.”
• “I’m afraid clients will say no.”
• “I’m not comfortable selling.”
• “What if it sounds forced?”

Totally normal.

In fact, this fear is exactly why many estheticians dramatically undercharge and undersell — and why their clients never experience the results they could be getting.

But here’s the mindset shift:

Upselling isn’t sales. Upselling is education.

If a client’s skin will benefit from dermaplaning, microcurrent, LED, or a corrective peel, not telling them actually does them a disservice.

Your clients WANT expert guidance.
They WANT to know what will help them reach their goals faster.
They WANT you to lead the conversation.

When you shift from selling → teaching, upselling becomes effortless.

See blog post: How to Turn Dermaplaning Clients Into Loyal, Repeat Customers

Step 1: Start With Skin Analysis (This Removes the “Pushy” Feeling)

Before you recommend anything, you need clarity on:

• The client’s goals
• Their current skin condition
• Their timeline
• Their budget
• Their routine

This approach builds instant trust.

Here’s a simple script you can use:

“Based on your skin today, I recommend ____ because it will help you achieve ____. Would you like me to walk you through why?”

This simple question does two things:

1. It gives permission.
2. It makes the client feel involved rather than sold to.

For even more client communication ideas, you can pair this article with your existing sales-focused content and pricing resources, and reinforce it with what you teach in your business-building materials and courses.

Step 2: Offer Dermaplaning as Your #1 Upsell (Because It Works)

Dermaplaning is one of the highest-converting spa upsells because:

• Clients see immediate results
• Visible glow = instant satisfaction
• It boosts product absorption
• Makeup sits beautifully afterward
• It pairs with facials, peels, and masks

A simple phrase can increase dermaplaning sales dramatically:

“I can enhance your facial by adding dermaplaning today. It will smooth texture, boost absorption, and give you a noticeable glow immediately.”

If they ask questions, use educational language:

• “It pairs beautifully with your facial.”
• “It will help your results last longer.”
• “It’s ideal for dull, dry, uneven, or congested skin.”

For estheticians wanting to deepen their dermaplaning knowledge and confidence, you can link to your classes:

• Dermaplaning Mastery Class
• Advanced Dermaplaning Techniques Class
• Dermaplaning with Chemical Peels Class

Step 3: Recommend Add-Ons Based on Skin Type (Not Sales Goals)

Clients trust you more when your recommendations feel personal and clinical, not random or sales-driven.

Here are natural, non-salesy ways to recommend common upgrades:

For dull or textured skin:

• Dermaplaning
• Enzyme exfoliation
• LED light therapy

For aging or collagen-lacking skin:

• Microcurrent
• LED
• Dermaplaning + enzyme

For acne-prone or congested skin:

• Extractions
• High frequency
• Enzyme treatments

For pigmentation concerns:

• Brightening serums and targeted treatment masks
• Dermaplaning + brightening mask
• Chemical peels (within your scope and training)

When you pair recommendations with skin type and goals, clients feel supported — not pressured.

Step 4: Use Feel-Good Sales Language (These Scripts Convert)

Every esthetician should memorize these gentle, supportive phrases:

• “May I make a recommendation?” — Gives autonomy and shows respect.
• “Most clients with your skin type love…” — Uses social proof.
• “To help you reach your goals faster…” — Keeps focus on their outcome.
• “If you’re open to it…” — Removes pressure.
• “It’s totally optional, but I want to share something that could help…” — Softens the offer.
• “Here’s what I would choose if it were my skin.” — Positions you as the trusted expert.

These phrases work beautifully because they activate connection instead of resistance.

Step 5: Create a Smooth, Consistent Upsell System

Every spa should have a simple upsell process that feels repeatable and natural:

1. Pre-consultation

Ask: “What results are you hoping to achieve today?”

2. Skin analysis

Identify what is holding them back from those results.

3. Education

Explain why and how an add-on helps.

4. Offer the upgrade

Use a soft script like the ones above.

5. Recap at checkout

Reinforce benefits and next-step recommendations.

6. Include it in your aftercare email

Mention add-ons that pair well with the treatment they received and how often you recommend them.

Consistency is what makes upselling feel natural instead of awkward.

Step 6: Use Spa Service Bundles to Increase Revenue

Clients love bundles because they feel:

• Curated
• Special
• Customized
• “Done-for-you”
• More valuable

Examples of high-value bundles:

Glow Bundle

Dermaplaning + Brightening Peel + LED

Age-Defying Bundle

Dermaplaning + Microcurrent + Collagen Mask

Deep Cleanse Bundle

Extractions + Enzyme + High Frequency

Bundles increase your average ticket dramatically — without changing your hourly rate.

Step 7: The #1 Trick — Talk About Results, Not Services

Clients don’t buy services.
Clients buy results.

So when recommending an upgrade, shift your language.

Instead of:

“Do you want to add dermaplaning?”

Say:

“I can remove dull buildup and give you a smoother, glowing finish today with dermaplaning. Want me to add that for you?”

Instead of:

“LED is $30 extra.”

Say:

“LED will help reduce inflammation and extend your facial results for several more days.”

Clients buy outcomes — not add-ons.

Step 8: Build Trust With Micro-Education

Share a quick 10-second tip during the facial:

• “This enzyme helps dissolve the buildup of dead skin cells on the surface.”
• “This blade shape is ideal for a smoother glide and less irritation.”
• “This mask calms redness immediately after exfoliation.”

Clients associate education with expertise.
Expertise builds trust.
Trust increases sales.

Step 9: Use Your Aftercare Email as a Sales Tool

Your aftercare email should include:

• “Here’s what I used today.”
• “Here’s what I recommend next time.”
• “Here are the add-ons that pair well with your treatment.”
• “Here’s how to maintain your glow at home.”

Over time, this reinforces your expertise and makes future upsells feel completely natural.

See blog post: How To Create a Dermaplaning Aftercare Guide For Your Clients

Your Free Marketing Kit to Help You Sell More Confidently

If you want plug-and-play scripts, templates, upgrade language, and persuasive phrases that actually work, I created something to make this easier for you.

🎁 The Esthetician’s Marketing Mini Kit – Fill in the Blanks Workbook

This workbook gives you:

• Exact upsell phrases
• Upgrade scripts you can customize
• Service menu language that converts
• Rebooking prompts
• Spa sales cheat sheets

Download it here:
The Esthetician’s Marketing Mini Kit – Fill in the Blanks Workbook

Ready to Master Upselling Without Feeling Salesy?

If you want the full, step-by-step system for increasing your average ticket with confidence — without feeling slimy, salesy, or pushy — this is your next step:

🚀 Upsell Like a Pro: Confidently Increase Client Value Without Feeling Salesy

Inside this course, you’ll learn:

• Verbal and non-verbal communication that increases “yes”
• What to recommend and when
• Exactly how to upsell dermaplaning
• Scripts for every scenario
• How to remove the fear of client rejection
• The psychology behind spa sales
• How to increase revenue without increasing hours

Enroll here:
Upsell Like a Pro: Confidently Increase Client Value Without Feeling Salesy

If you want to make more money while delivering better client results, this course will change the way you approach upselling forever.