"Do you want fries with that"? Think back to the last time you went to McDonald's or Starbucks... have you noticed that they try to up-sell to every single customer? It works, and it brings in more profit without much effort. Interestingly it also results in happier customers because the up-selling is based on the customers immediate needs. Below, are 10 EASY up-sells that only take a minute to ask for and almost every grooming customer will have a need for at least one of them. Just one question that only takes 60 seconds to ask can easily increase your profit on each grooming customer by at least $5. Add that up for every customer per day, then total up how much that can add up to in a month. Even with just one Groomer working alone, that can add up to at least $800 more per month!
Up-sell opportunity 1- Ear Problems. If you notice ear issues during the groom. You say to the customer "I noticed that Fluffy has an ear infection in his right ear, I cleaned it out really good, so now would be a good time to start treating it. Do you have anything at home to treat it with? or can you get him into the vet soon?" Customer typically says no to both. "Well, only a vet can tell if it is an infection, ear mites or yeast, but we do have a powder here that works great with most dogs". Our shop used to sell this great powder that even worked on one of our clients whose Golden Retriever had chronic ear problems and had to have tubes put in. His owner tried this powder and the dog never had an infection again! We found it at a trade show. We recommend that you find one that your shop can endorse and you will be certain to sell several per day. Ours had a wholesale cost of $9 and we retailed it for $14.99 and up. You can also print out some Pet Report Cards with a spot on them to mark down any ear problems which will help with this up-sell.
Up-sell Opportunity 2- A flea free program. This one is super easy! When your client drops off the dog for grooming, you say "Fleas are getting really bad this year, do you have fluffy on a monthly flea & tick preventative"? Customer either says "no" and then you then tell them that you can take care of that today for them, "it's only a few dollars more and then he will be covered for the month" or they say "yes", and you then ask them what kind and how much it is and then you tell them that yours cost less or that you offer an all natural product. Most customers appreciate just the convenience of it and go with it. Wholesale is typically around $2.50 and can retail for $7.50. It helps to have a poster for this program to hang in your shop as well as a flea info sheet for if they have fleas, so that you can sell them a home flea spray.
Up-sell Opportunity 3-The proper brush for their breed. This one is simple too. Print out a Pet Report Card that has a spot on it that says what type of brush should be used on their breed and how often they should be brushed. At checkout time, just simply go over the report card line by line with the customer and when you get to that point, ask them if they have one of those brushes at home. You grab one of the brushes and show them. More often than not, they do not have the right kind of brush and they will purchase it on the spot. This also works great if their pet came in matted. Then it's definitely time to sell them a brush!