How to Introduce New Services to Your Clients
A Guide on Pitching Services to Clients

As a skilled cosmetologist who is always looking for new ways to improve their business and build up their repertoire, we’re willing to bet that you’re often adding new services to your salon or shop menu. You’ve got the experience, you’ve got the passion, and you’ve got the book of clients to make these new services work for you. 

But one thing’s missing–the first client to take the leap of faith and invest in your new service.  

Even if you’ve got a long list of regulars who trust you inherently, it can be tough to ask a client–new or old–to sit down and spend money on something new. They come to you for a specific service or a few specific services. Asking them to go out on a limb and try something new–even though you know it would benefit them!–is scary. And more than that, it’s tough to get a resounding YES. 

Still, if you’re offering new services that are truly beneficial, you need to get clients on board. So, how do you get them from on-the-fence to heck-yes-let’s-do-this? 

With a little strategy, a whole lot of charm, and plenty of honesty–that’s how.

This blog is going to guide you on how to pitch new services to clients without getting salesy and skeevy. 

Want one quick pro tip before we begin? Remember that selling a client on a new service isn’t the end-all-be-all goal here. The ultimate goal is maintaining the relationship you have with that client. Don’t jeopardize that to try to push them into something they might not be interested in. 

So, what do you think? Are you ready to pitch your new services in style? Go ahead–dive into this blog and learn from the best!

Tips for Introducing New Services to Your Clients 

Start Slow 

Remember that whole “relationship” aspect we were talking about? Well, that’s the most important thing in any beauty pro’s biz. Why? Because you’re in the service industry–your clients are at the center of everything you do. If you push too hard for a new service in their routine, you’ll ultimately push them away. And to us, that’s the worst move to make.

The solution? Start slow. 

Don’t try to go all-out on selling a service the first time you mention it to your client. Make it casual, make it fun, and pitch it as a new skill you’re excited about offering.

If that opens the door for more conversation about the service, that’s great–take that opportunity and run with it. If that merely acts as a launching point for planting the idea of your service into the client’s head, that’s great, too. 

Over the next few visits, you can continue casually bringing this service up, chatting with them in appropriate ways about what it’s been like to include this service, the differences its made in your clients' lives and routines, and more. 

Slowly but surely, you’ll work toward a point with your client where they’ll be open to chatting about trying it! 

Educate the Whole Way Through

Pitching a service and pushing a service are two different things–and we always err on the side of pitching. A successful pitch is about one thing and one thing only: Education. Nothing salesy, nothing pushy, just straight education. 

Explain the why behind adding this service to your repertoire. What do you think it brings to the salon? How do you think it’ll benefit clients? What are the best parts about this service? It’s not a bad move to share everything you know about this service with the client–it’s not like it’s a secret, right? 

Share what you know, explain it in a way that makes sense, and highlight the benefits from an educational standpoint. Always encourage clients to ask questions, then make sure you’re providing comprehensive answers! 

DON’T Pitch What They DON’T Need 

The best thing you can do for your clients is only pitch them services you think they would enjoy and would benefit from. If you have a client who absolutely hates needles, why on earth would you try to get her on board with your new microblading service? If you have a client who doesn’t enjoy sitting in your chair for hours on end for a final product, don’t recommend your new blonding service. 

The thing about new skills and services is that they’re not designed to fit the needs of every single client who walks through your doors–they’re meant to serve a specific audience. Don’t try to mold clients into the ideal audience if they’re simply not. 

Keep your clients’ trust and confidence in you strong by avoiding pitching them services you don’t think will benefit them. 

Ditch the Sales Tactics–Be Real 

If someone out there is telling you to pitch like a salesman, it’s likely they don’t spend much time in your shop, spa, or salon. The best way to pitch to your clients? Be yourself, be real, and cut the bologna. You’re not a salesperson–you’re a beauty pro. And you know what? That’s an enormous strength. 

You can sell clients new services simply by being transparent and direct, explaining things thoroughly, and being your amazing self. Anything else–especially anything that feels unnatural–is going to feel inauthentic and turn your clients off. 

Lower the Cost & Increase the Incentive 

There’s nothing wrong with offering a lower price for the first few rounds of your new service. If you’re struggling to get clients to make the leap for something new, offer them a special to lower the barrier to entry.

Does offering a lower cost mean you’re less confident in the service you’ll provide? Absolutely not. It does mean you understand that a new service can be a leap–and you want your clients to go into this new service with full confidence, too (especially from a financial aspect). 

Not interested in lowering your costs? Don’t! Try the incentive route instead. Bump up the new service on your loyalty program in a way that makes sense. Have the new service count for two stamps instead of one, and offer an exclusive reward for clients who try your service–whatever it might be!