In last week’s post, I gave new nail technicians solutions to feel more comfortable with making add-on offerings. This week’s list of solutions is for the seasoned nail technician. These suggestions will help us to become more confident and give us new techniques to feel more comfortable with making an offer. There is so much information to share, part two will post next week.

Seasoned nail technicians:

• Many have just given up because they see the same clients often.

Many seasoned techs have been seeing the same clients for a long time. Sometimes these successful techs feel they don’t need to make offerings anymore. They stop making the offerings every time, then offer add-ons sometimes, and eventually stop completely. When we were new techs we offered add-ons often to help build our clientele and make more money. Over time we can become complacent and lazy. Often, we get comfortable with our clients and more casual with our level of service. Start with the clients you already have to increase your income. These clients are already in your chair — make the most of every service and simply start making offerings. Don’t give up, get moving!

• They’ve offered the additional services before and been turned down.

We’ve all been turned down before, but we still have to keep on trying. In the beginning, we — like the new nail technician — had to learn what to say to make offerings. Since then, we have been using the same verbiage over and over. We found out what works for us, so we keep doing the same thing day in and day out. We’ve gotten comfortable, so it’s always the same delivery. We may have become stagnant and not even realized it. We’ve been doing this for so long, that we may have forgotten what made us successful in the first place. It may be time to refurbish our delivery and restore our service standards. Like the new nail tech, we should write down what we want to say on paper. Edit, delete, or add key words and adjectives to our verbiage. Practice and memorize our renewed way of offering add-ons. We all get turned down from time to time; shake it off and change your delivery.

• My clients don’t do additional services, why offer them now?

Like the new nail techs, maybe we’re reluctant to push additional services; all we have to do is make the offering. It’s the client’s decision if they want to take you up on it. When was the last time we actually offered our client an add-on? It’s a competitive world out there; new salons are popping up on every corner. Get clients to get as many of their services done at your salon as possible. If our client gets their hair, skin care, or massage services at another salon, they will be marketed to by the other salon. Remember if we and our salon don’t make the offerings, another nail tech or salon will.

If we have an add-on menu, it’s take the pressure off. Offer the menu and make sure that your client is aware of the additional services offered. Make the most of every session you have with your client.

• What will my clients think of me if I try to offer them a new service?

Tell clients you’ve received new education. Tell them, “I’m excited to tell you about the new services we’re offering at our salon.” Be excited, enthusiastic, and passionate about your add-ons. “We’ve learned some new techniques and I’d love for you to experience these new treatments.” If you back it up with education, your clients will support you. They want you to succeed; they’ll try it. You never know who will do an additional service every time or once in a while. Either way you’ve made the offering and put money in your pocket!

Your clients love you and want to know about new services being offered. They come to you because they like you and the work you do. Don’t become the nail tech who supplies the same old service every time. Invest in your service and your clients will invest more in you! One more way to help you stand out above the rest and become the BEST!

— Jill