JUser: :_load: Unable to load user with ID: 31566
Monday, 29 June 2009 14:25

Add-ons for Your Summer Services

Written by

Summertime can be a wonderful opportunity for spa therapists and technicians to become busy with summer-inspired upgrades to treatments. By combining your awareness of your client’s needs and preferences with knowledge of the products you offer, you can easily “up sell” a treatment. You help a client decide to purchase a little extra something or “upgrade” a level before starting the treatment. It does not have to be a major change, just an adjustment to the plan.
In some areas, summers tend to be a slower season, mostly due to the migration north of those spa clients who are snowbirds.



These clients come south for the winter and go back up north for the summer. They get the best of both seasons in two different locations. However, this is an ideal time to give special attention and personal care to your permanent clients. It is on them that you should focus your attention, with special programs, summer specials, discounts, and upgrades (free or otherwise); let them know that the specials are “just for them.”


When up-selling, keep in mind the three biggest mistakes:

  1. No attempt is made to up-sell, so you lose the opportunity.
  2. The therapist or employee comes across as being pushy, thereby diminishing the “especially for you” effect.
  3. The up-selling is made in a clumsy, unconvincing manner, so the customer is turned off by the offer and refuses it.


Add-on services or treatments can be tricky. The therapist may not understand the value of the extra add-on and decides to not sell at all. The clients may misunderstand the value of the up-sell and feel like they are being taken advantage of financially. No one likes to be nickel and dimed. It is up to the spa to:

  1. Have a diversified and flexible product line
  2. Be sure the therapists know the product line well
  3. Teach and train them in the approaches and the language to be used when offering an up-sell
  4. Develop clear and concise verbiage conducive to the introduction of an additional value to the guest

There are many companies that consistently do a fabulous job with up-selling. Have you ever stopped at a fast food place? When ordering, have you noticed the predictable questions you are asked? Do you remember being asked if you “would you like fries with that? Or an apple pie? Or do you want to super size it?” How many times have you found yourself saying “yes” and later enjoying the fruits of your impulsiveness?
Do not assume that all your clients know exactly what your spa has to offer and what they specifically want or need. It is part of your responsibility to make them aware of what is available and appropriate for them. If the client has never enjoyed the particular treatment or modification you are offering, that is the perfect time to offer a discount “so that you can try it and see if you like it.” It is of the utmost importance for therapists to ask and be able to really fine tune what the client needs and is looking for. If the particular treatment they signed up is not for them or does not match their expectation of results, recommending changes is part of your job and a good moment to up-sell them a more beneficial service, while explaining the difference. If the clients feel that your true interest is for their welfare, not just hitting them for a more expensive treatment, they will likely purchase the added benefits willingly. But, you must be honest in the process.
Many spas encourage their guests to take the opportunity of their visit to ask for extra treatments, such as an added eyebrow or lip wax. This is fine, but when such additions are made, it is important for the aesthetician to keep a close look at the time, so that the extra service does not become an extra hassle for the massage therapist or hair stylist, making everyone late. If there is not enough time or the additional service cannot be performed in the allotted time, it will create confusion and irritation among fellow employees and the client will feel out of sorts. Be courteous when adding on extra services and make sure to confirm with the front desk that the client can add this to the package. Sometimes with gift certificates, clients do not realize that add-on treatments are not covered and they may not want to pay. For example, a brow tint is an easy up-sell but an eyelash tint may take too much time away from the original treatment. Always confirm with front desk or management and make sure the client understands that there will be an additional charge.
Some clients refuse to stay out of the sun. Even worse, they do not apply sunscreen correctly. If one of them books a deep pore facial, that is an excellent opportunity to up-sell them to a Sun Lover’s Facial. This facial is specifically for those clients who have been kissed too much by the sun and now are experiencing a heat wave on their skin. It is commonly $10 to 15 extra because there are additional steps involved in the treatment and special soothing products need to be used. An experienced spa should have Aloe Vera chilling in the refrigerator for these treatments. Of course the therapist should avoid hot towels and the steamer. This is a perfect opportunity to use a Dr. Lucas’ Championniere. For those not familiar with a Dr. Lucas, it is a small hand held stainless steel cool steamer to which you can add herbs, seaweed, essential oils, and hydrosols into the canister. It is excellent for rosacea and sunburned skin. The facial massage may have to be nixed due to sunburn on the shoulders, décolleté, and/or face, so offer a scalp treatment or foot massage. The mask should cover the affected areas of the face, throat, décolleté and part of the shoulders.

Sun Lover’s Facial Mask

  • One half cup of Kaolin Clay
  • four tablespoons chilled Aloe Vera
  • two teaspoons of castor oil
  • mix till creamy and apply

If client is extremely sunburned, the aesthetician can gently massage with ice cubes or beauty globes. Dr. Lucas Championniere

Amy Wall, aesthetician and owner of Mendocino Beauty in California, says that summer is the perfect time to surprise and delight your clients with additions to your menu. The spa shelves should be well stocked with a variety of SPF lotions, sprays, and creams. You should have information on skin types and how to provide protection to the skin when it is exposed to the sun. For some persons, the best alternate is to stay out of the sun. Remember, there really is no “healthy” tan. They may consider a Sunless Glow body treatment, which offers the benefits of looking great without the side effects of skin cancer. This is just one of many ideas. Others include: décolleté smoothing, hand rejuvenating, feet softening, eye brightening, lip plumping, and even wax prepping.
Wax prepping? Amy offers an add-on scrub to the legs before they are waxed. This added exfoliation makes the hair stand up straighter, softens coarse hair, and removes all dead skin build up allowing the hair to be removed more easily. Clients love it. It is a good procedure to follow the wax with an application of post inhibitor oil. Always explain the benefits and how it retards hair growth. Recommend that they take the product for use at home and it will reduce the frequency of waxing visits.
In order to make your add-ons successful, train your front desk staff to inform guests of new options when a client phones in for an appointment. This is the best way since the add-on will add more time to their appointment, so it can be taken into consideration when scheduling. Another great idea is to make a printed menu of additions that can be slipped into existing brochures and given to the guest for review when changing into a robe or gown. Amy wants aestheticians and therapist to remember that the purpose of offering your guests add-ons to their treatment is to enhance and deepen their spa experience, thereby enriching their satisfaction and your bottom line!
Aesthetician Diane Buccola, owner of www.spabizboard.com, admits she feels challenged by add-ons and feels that she does not do a great job of up-selling. In fact, she stopped years ago. Recently, she has changed the definition of the concept from an add-on to a customized facial and she is much happier. For summer specials, Diane tweaks an existing facial a bit, by switching to summer scents. Summer scents are essential oils infused in the towels, steam, massage cream, and body oils. If she can include a scented candle which will blend in with the chosen oils, she thinks it is that much better. Summer scents can be lemon, sweet orange, honeysuckle, or lavender. Another great essential oil which symbolizes the summer season is bergamot. Bergamot oil is produced from the citrus fruit of the tree called Citrus Bergamia and this fragrance uplifts and relaxes. Bergamot also evokes joy as well as boosts self-confidence. Diane also recommends to choose products such as vitamin C, papaya, pineapple, seaweed, and then just rename the facial to something tropical-like, such as Sea & "C" Facial, Aloha Nui Facial, or Papaya Peel.
Additional add-on services to facials do not have to be more products only; it can also be equipment. There are several wonderful modalities that can be added as a complimentary service to introduce the guest to the benefit of the equipment. The client who has had that experience may now request it when booking the next service. Equipment can be high frequency and Blue LED for acne, microcurrent, or Red LED and Galvanic for anti-aging treatments. Malinda White, aesthetician and owner of Jade Advanced Skincare in West Palm Beach , Florida researched microcurrent before making a commitment to purchase a machine. When she did she introduced her clients to microcurrent with a complimentary add-on during a facial visit. Her clients were sold and she informed them of the many benefits of microcurrent while they received their complimentary add-on treatment. She has a client who is flying from New Jersey to West Palm Beach during the summer because she has seen such great benefits from this amazing add-on! Clients who are introduced to equipment that enhance their facial will request it for future treatments. Many prefer the Skin Scrubber to traditional manual scrubs as they feel that they can do that to themselves at home. Clients who know the value of the equipment and its benefits frequently want to obtain the maximum benefits during their visit when they are in the aesthetician’s treatment room.
Summer inspired add-on services can be an opportunity for the aesthetician to allow clients to experience something new. With temperatures rising and client’s skin exposed to more sun, it is an excellent opportunity to encourage clients to invest in products to keep their skin healthy. With a little education and extra time, the spa team will be able to increase their sales, productivity, and treatments.

Denise R. Fuller is a licensed aesthetician and a certified body wrapping instructor in the state of Florida. Fuller is a trained Australian beauty therapist, a published author, and an AIA Ambassador. www.denisefuller.biz, This email address is being protected from spambots. You need JavaScript enabled to view it.

Want to read more?

Log in or subscribe to continue reading this article.

Related items

  • Dallas Based Entrepreneurs Launch Medical Hologram B+A and Marketing Assistant Serving the Aesthetic Community Dallas Based Entrepreneurs Launch Medical Hologram B+A and Marketing Assistant Serving the Aesthetic Community

    Aestheia Imaging, a hologram content management, and advertising subscription company introduced its disruptive technology at the American Society for Aesthetic Plastic Surgery last week at The Aesthetic Meeting in New Orleans. The company breaks the mold of in-practice marketing with the unveiling of XTHEIA; an interactive hologram display toting a Virtual Consult Assistant for medical office waiting rooms. Aestheia's launch poses a resolution to poor patient awareness; an underserved focal point of product education in the aesthetics industry.
    The company is led by Austin JM Podowski, CEO and accomplished Dallas Healthcare Business Tech executives Mike McDonald, President and Paul Herchman, Advisory Board Member. Well known Plastic Surgeon and photographer Dr. Barry DiBernardo of New Jersey Plastic Surgery leads the companies Medical Advisory Board and will continue to work to enhance upon the application. The company offers a connected holographic media platform to story map the patient journey to brand and product education. Through the research and development of Aestheia's Medical Advisory Group, the company will offer holographic before and afters to patients so they can see pre-operative and post-operative procedure outcomes in true 3D, not previously available in the space.

    "We are dedicated to providing novel and ground breaking product innovation for the entire Aesthetic Community," comments McDonald. The company today offers a fully-automated and comprehensive holographic playlist for physician waiting rooms tethered to a cloud-based solution developed by the management team.
    "We are changing the way medical companies and physicians communicate with their customers and patients. The ALEXA of Aesthetics is now in the room," states Podowski. The team has also designed a customer facing iPad Pro application that allows a physician to remote control the device offering an in-app camera for patient photos. Mr. Podowski later comments, "The response received at ASAPS The Aesthetic Meeting affirms that our vision and product meet a need and resuscitate a lost connection with the consumer."
    The management team is dedicated to further pioneering advancements in hologram, AI, and AR in the evolving medical practice of the 21st century. The company is finalizing a third-round capital raise and will begin placement of their technology throughout Plastic Surgery Offices in North America in July 2019. The technology will also be on display in direct to consumer retail kiosks throughout the United States later this year. To get a sneak peak of Aestheia, follow the team's development, or learn more about the technology, follow @aestheiaimaging or visit www.aestheiaimaging.com.

  • Micropigmentation Procedure October 2010
    Micropigmentation Procedure October 2010

    Micropigmentation Procedure Helps Breast Cancer Survivors Regain Self-Esteem & Confidence!

    Cranberr facial mask

    Cranberr facial mask
    According to the American Cancer Society (ACS), it is estimated that in 2009 there were 192,370 new cases of invasive breast cancer diagnosed among women, and approximately 1,910 new cases in men. For the many men and women who have been, and will be diagnosed this year, the battle to get through treatment and surgery is only the beginning of the journey to survive. Although the feeling of survival is unsurpassed, the physical scars at times may leave some survivors anxious with their new appearance. Ruth Swissa has taken her passion and artistic expertise in the permanent makeup industry to provide areola pigmentation for breast cancer patients post reconstruction to help renew self-confidence and boost self-esteem.

    "Many of my patients have said that waking up every morning, and looking in the mirror is a constant reminder of their battle, which although comes with a sense of pride, it also at times causes insecurities because they don't feel like themselves," says Swissa.

    Micropigmentation is an alternative method of creating a realistic nipple and areola after a mastectomy, to achieve a more symmetrical shape and even coloring using artistic light and shade effects. Swissa works closely with her patients in order to achieve the desired coloring and size to create a natural looking effect. This procedure takes less than an hour and is usually painless.

    Ruth uses a customized medical tattooing technique for applying permanent makeup for areola pigmentation. This unique method proves to be more exact, very gentle, and less invasive than traditional cosmetic tattooing. The results look more natural and subtle in appearance.

  • Five Ways to Find Safe and Natural Relief from Osteoarthritis October 2010
    Five Ways to Find Safe and Natural Relief from Osteoarthritis October 2010

    Five Ways to Find Safe and Natural Relief from Osteoarthritis

    by Deirdre Shevlin Bell

    Cranberr facial mask

    The search for safe and effective relief from osteoarthritis (OA), a condition that occurs when joint cartilage wears down over time, can feel like an uphill battle. Certain natural remedies can bring lasting relief from OA according to the Arthritis Research Council (ARC) study and other experts. That is good news, since the pain, stiffness, and loss of flexibility from arthritis makes it the nation's most common cause of disability.

    One massage, and call me in the morning
    Spa-lovers with osteoarthritis will be pleased to learn that all those massages that leave you feeling loose and limber are doing more than just helping you relax. According to a 2006 study published in the Archives of Internal Medicine, Swedish massage improves flexibility, decreases pain, and increases range of motion in individuals with osteoarthritis of the knee.

    Low-impact exercise
    "When people start to hurt, they tend to cut back on exercise," notes Michele Olson, Ph.D., professor of exercise physiology at Auburn University Montgomery and Fellow of the American College of Sports Medicine. But that is a mistake, as inactivity can make pain and stiffness even worse. Olson recommends Pilates and swimming or doing aqua-aerobics, but she emphasizes the importance of choosing gentle, weight-bearing exercise. Michael Murray, N.D. suggests that a person should find something they love, and find a way to continue doing it: If walking on concrete sidewalks is too hard on the joints, walk on the golf course.

    Spice rub
    Using a gel containing capsaicin, the active ingredient in chili, is very effective at providing temporary relief from osteoarthritis pain. Studies have found that capsaicin can deplete the substance that acts to transmit pain signals from nerve endings to the brain and cause inflammation in the joints.

    Healing herbs
    An ARC study evaluated several herbs and herbal combinations and found that one stood above the rest. Phytodolor, a branded combination of three herbs – aspen (Populus tremula), common ash bark (Franxinus excelsior), and golden rob herb (Solidago vigaurea) effectively manages the pain and inflammation associated with OA. Some studies have shown that aspen contains a substance that when ingested inhibits the production of certain prostaglandins in the nerves, resulting in pain relief. Common ash bark and golden rob herb also have pain-relieving properties, and common ash bark is an antioxidant – meaning it may reduce oxidative damage in the joint. The combination of the three herbs has been shown in animal studies to reduce inflammation. No major adverse effects have been reported, though some people do experience diarrhea, stomach upset, or skin reactions.

    The SAMe Game
    First discovered in 1952 and widely investigated for its usefulness in treating depression, S-adenosylmethionine (SAMe) is now showing promise as a treatment for OA. SAMe is a chemical compound that occurs naturally in the body, where it contributes to the synthesis of hormones and neurotransmitters. Studies suggest that when taken as a supplement, SAMe reduces pain and also stimulates the synthesis of collagen and proteoglycans, which are the major components of joint cartilage. Adverse effects are infrequent and mild, but can include nausea, restlessness, headache, dry mouth, and stomach upset. People with depression should consult with a healthcare provider before taking SAMe, as some incidences of anxiety and mania have been reported.

    Copyright© HealthyLifestyles.com

  • The Impact of Psoriasis on Personal Relationships October 2010
    The Impact of Psoriasis on Personal Relationships October 2010

    The Impact of Psoriasis on Personal Relationships Survey Fact Sheet

    This survey was created in partnership with the National Psoriasis Foundation and Galderma Laboratories, L.P.

    Within this issue, as well as our November and December 2010 issues, we will be printing important findings revealed from the recent survey, "The Impact of Psoriasis on Personal Relationships." This survey, sponsored by Galderma Laboratories, was distributed to the National Psoriasis Foundation membership database via Survey Monkey. The survey was completed by approx 1,520 people; statistics below represent the percentage of people who answered a specific question (not always all 1,520 respondents). Statistics are rounded to nearest percentage point and percentages may not add up to 100 percent depending on the structure of the question. Not every respondent answered every question.i Below is a list of findings relating to psoriasis and its impact of social relationships.

    Nearly 80 percent (78.7%) of question respondents feel that psoriasis has had a negative impact on their personal relationships.ii

    Social Relationships

    • When having a psoriasis flare-up, 63.3 percent of respondents are less likely to go out socially iii and 53.6 percent have declined social invitations or cancelled plans because of a flare-up.iv Nearly 70 percent (69.6%) feel that psoriasis has impacted their social relationships.v
    • When meeting someone new, 74.3 percent of question respondents worry that the person will notice their psoriasis,vi and 72.1 percent of respondents are concerned that people that notice will think of them less favorably.vii
    • When going out for social occasions, 79.5 percent of respondents usually only wear outfits that cover up
      their psoriasis.viii
  • Pomegranate the Ancient Red Goddess October 2010
    Pomegranate the Ancient Red Goddess October 2010

    Pomegranate the Ancient Red Goddess!

    by Natalie Pergar

    Cranberr facial mask

    Known not only as part of the elite group of super fruits, the all mighty pomegranate, English word comes from the Latin words for apple; "pomum" (apple) and "granatus" (seeded), has been dated as far back as 1,000 BC and was introduced to North America by Spanish settlers in 1769. This red beauty represents global symbolism and history ranging from righteousness, prosperity, and fertility.

    With over 760 varieties of pomegranate it is one of the oldest known medicines to man. Ancient Greek healers would use pomegranate juice to manage health problems similar to arthritis, circulation problems, digestive disorders, and infections. And to add to the wonders of the pomegranate, the fruit was also involved in ancient beauty concoctions. Today with our growing beauty culture and desire to turn back the clock, we find ourselves revisiting what our ancient friends already knew with the help of modern science and research.

    Pomegranates are packed with phytonutrients, vitamin B, and an abundance of vitamin C. They contain red arils, tiny edible seeds that are loaded with juice and provide valuable fiber. They are delicious and fantastic to eat - though I would not recommend eating the white membrane that surrounds the arils as it is quite bitter and the consensus is that it is not recommended. And for those of us that count calories, a 1/2 cup of raw pomegranate has 80 calories and 0 grams of fat!

    According to the American Association for Cancer Research (AACR), pomegranate fruit extract contains several polyphenols and anthocyanidins (pigment that gives certain fruits their dark red colors). Its antioxidant activity is higher than that of red wine and green tea and research suggests that pomegranate extract may have significant clinical benefits in decreasing risk for skin cancer.

    By taking pomegranate extract capsules, one could reduce or reverse the signs of aging by promoting cell turnover and creating new, healthy skin. But that is not all! Evidence shows that including it in your skin care regime can provide wonderful results too. Rich in ellagic acid to manage free radicals, pomegranate oil contains punicic acid, an omega 5 conjugated fatty acid effective in aiding cell regeneration and proliferation. Pomegranate also carries beneficial phytoestrogen and a rare plant-based source of conjugated linoleic acids (CLA), an anti-carcinogen.

    So I salute you, oh red goddess of history. Bring me health and wellness with all your super fruit power!

    Pomegranate, Almond Oil, and Honey Mask

    ½ pomegranate
    2 tsp almond oil
    ½ tbsp organic honey

    Warm up the honey until it becomes liquid (not too hot!) by putting it in a small glass or metal bowl which is immersed in hot water. Peel the pomegranate half, cut the fruit in pieces, and put these in a bowl or food processor. Add the honey and almond oil. Blend it all into a smooth and uniform paste. Spread this gently and equally with your fingertips on your clean face and neck: keep the eye area clear. Now lie down, relax, and leave the mask on for 20 minutes. Then, wash it off with lukewarm water and end with a splash of cold water; pat your skin dry with a clean towel. Finally, apply a moisturizer, this way you "seal" your skin to keep the water inside. (For all skin types). *This fruit mask recipe peels your skin and we do not recommend using it on acne skin.

    Copyright ® 2009-2010 Natural – Homeremedies-For-Life

    Pomegranate Oat Bran Scrub

    2 ounces pomegranate juice
    2 ounces orange juice
    2 tbsp honey
    2 tbsp sea salt
    3 to 4 ounces oat bran

    1. In a container large enough to hold two cups, combine pomegranate and orange juices. To this add the honey and mix together well.
    2. Now add sea salt and oat bran. Mix together and allow the oat bran to soak up the liquids, about 10 to 20 minutes.
    3. Make sure to apply to a clean face. Probably the easiest way is to apply in the shower after you clean your face and allow it to set while you do other things. The steam from the shower helps allow the ingredients to penetrate your skin. Then, gently scrub off as you shower.

    Copyright ® eHow.com

Login to post comments

Business Blogs

Brands of the Month

  • DMK Skin Revision Center
  • Repechage
  • Eminence Organic Skin Care