Hey lash artists! If you’re tired of working long hours but still want to increase your income, this episode is for you. I sat down with Karen Martiz, the founder of Lash Blvd and Lash Like a Pro, to talk about how you can upsell your lash clients and implement the Happiness System into your beauty business. Karen’s story is super inspiring—she started as a single mom struggling to make ends meet and is now running a seven-figure online business that empowers independent lash artists like you to thrive.
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Why Upselling Your Lash Clients is the Key to More Income and Less Stress
Let’s face it, we didn’t get into business to work 60-80 hour weeks, right? The goal is to work smarter, not harder. By learning to upsell your lash clients effectively, you can hit your income goals without adding extra hours in the salon. Upselling isn’t about being pushy or salesy—it’s about offering more value to the clients who already trust you to make them feel beautiful.
Step 1: Set Your Income Goals and Schedule
Before you even think about upselling, it’s important to figure out how much you want to work and how much you want to earn. Karen suggests calculating your desired income for the month and breaking it down by how many hours and days you want to work. Then, price yourself accordingly. If you want to work fewer hours, your rates may need to reflect that.
Step 2: Plan Your Daily Upsell Strategy
Now that you’ve set your income goals, it’s time to start upselling! If you’ve got three clients booked for the day, take a look at your total sales for those appointments and think about what you can add to boost your daily income. Here are some easy upsell ideas for lash artists:
- Eyebrow waxing or threading
- Eyebrow tinting
- Lip exfoliating treatment finished with a collagen lip mask
- Under-eye collagen masks
- Dermaplaning
These add-ons don’t take much time but can increase your service total significantly. For example, turning a simple lash fill into a lash + brow wax + brow tint can really bump up your income for the day.
Step 3: Upselling Isn’t Selling—It’s About the Result
Here’s a little secret: the key to a great upsell is in how you present it. You’re not selling the service itself—you’re selling the result. Instead of saying, “Do you want your brows done too?” try something like, “I notice a few stray hairs—would you like me to clean them up while you’re here? I can shape your brows and make them look extra polished.” Or, “If we tint your brows after waxing, you won’t need to fill them in anymore!”
Your goal is to make it clear that you’re enhancing their beauty and offering more value for their time with you.
Step 4: The Lash Happiness System
Karen’s Lash Happiness System is a game-changer for anyone wanting to implement upselling as part of their daily routine. Here’s how it works:
- Fill out your Lash Happiness Card before each client arrives. This card helps you plan what service or product you’d like to upsell that day to hit your income goal.
- Pre-book your clients for their next appointment and include the additional service they might want.
- Rate yourself at the end of each appointment on how happy you made your client, from 1 to 5. Did they leave feeling amazing?
By focusing on client happiness, you’re not just upselling—you’re building long-term relationships that will keep clients coming back and referring others to you.
Step 5: Attract Clients Who Pay You Well
When you’re great at what you do, clients will pay more to work with you. Even a small rate increase of 10% can make a big difference in your income. Think about it—just a 10% increase could add an extra $30-$50 per day!
And if you’re nervous about upselling, here’s a tip: offer a complimentary add-on first. Let your client try the new service, and if they love it, suggest they add it to their next appointment. This way, they can experience the value without any pressure.
Quick Upsell Ideas to Grow Your Lash Business
If you’re looking for specific ways to upsell your lash clients today, here are a few ideas:
- Under-eye collagen masks: A quick treatment during their lash appointment that helps brighten and hydrate the under-eye area.
- Brow shaping and tinting: Combine a brow wax with tinting for fuller-looking brows that save your client time on their morning routine.
- Lip exfoliating treatment: A simple lip scrub and mask followed by a take-home kit to keep their lips smooth and hydrated.
Remember, if you don’t offer these services, your clients may look for them elsewhere. Offering them makes you more valuable and harder to replace by another service provider.
Increase Your Income and Keep Your Clients Happy
In the end, upselling your lash clients is all about offering them more value and helping them feel even more beautiful. When done with care and intention, it can transform your business without adding more hours to your schedule.
Karen’s Lash Happiness System is a perfect way to plan and track your upsells while making sure your clients leave the salon feeling their absolute best. After all, happy clients are repeat clients—and that’s how you grow a thriving lash business.
Grab the free download here: Client upsell card
Audio Bookmarks:
04:12 – Karen Martiz’s Journey from Single Mom to Lash Boss
08:37 – How to Set Income Goals and Price Yourself Accordingly
12:15 – Easy Upsell Ideas for Lash Artists to Increase Your Daily Income
15:20 – How to Effectively Upsell Without Feeling Salesy
18:52 – Implementing the Lash Happiness System to Reach Your Goals
22:30 – How to Pre-Book Clients for Extra Services at Their Next Appointment
25:45 – Why Client Happiness Is Key to Growing Your Business
28:30 – Attracting Clients Who Pay You Well
