Rodrick Samuels on The Silent Work, Modern Beauty Education and Why Empathy Wins
MODERN SALON sat down with Samuels to discuss the book, beauty education, mentorship and the habits that help beauty professionals thrive.
by Anne Moratto
How to make more money as a hairstylist: Upsell your salon clients
An industry author urges you to take charge of your earnings through a little thing we call "sales."
July 10, 2011
3 min to read
If you're not earning what you want to earn, look in the mirror. The person staring back may be your own worst enemy, says industry consultant Mark D. Foley.
"So many salon professionals hold back and don't provide the highest level of service to the client because of their own fears of rejection," says Foley, author of How to Double Your Haircolor Income in 30 Days or Less and The Motivated Salon. "They have to get out of their own way and give the maximum contribution to their clients."
Whether it's upselling a cut client to a color service, getting a facial client to add body care services or building the ticket through retail sales, Foley maintains that the only negatives are all in the professional's head. "Do you think $100 or $150 is a lot of money?" Foley asks rhetorically. "It's not. People will pay that for many other things. At the salon, they're paying for something that can truly transform their self-image!"
If the client is coloring her hair at home, you have the opportunity to upgrade her fashion sense by showing her the difference in what you can do for her color at the salon. If she's already getting one salon color service, you can explain the more sophisticated results from highlighting, toning or glossing. You can tint her eyebrows and eyelashes. Says Foley, "You can be getting in three or four color services if you're geared toward doing that."
productive consultation
Conduct every consultation with the final ticket total in mind, he advises. If you set a minimum goal of $100 per visit, for example, figure out what you must sell that client in order to reach that goal. If the client already is spending that much and you want to raise it to $125 or $150, then calculate which added service the client must have, or which products she must purchase, for you to reach that goal.
"A lot of stylists are woefully weak at the consultation," Foley laments. "They hold the consultation at the cutting station, so it ends up being a discussion about the haircut. The client has already purchased the haircut! Have the consultation separate and away. Don't be one of those stylists just taking orders from clients instead of making sales. A lot of this has to do with the hair designer's self-esteem in terms of taking the initiative in these discussions competently and confidently."
throw the seed
Foley says salon professionals are slow to accept their dual role as artist and salesperson. "To their own financial peril, many designers refuse to take the role of the salesperson," he notes. "But the stylists I know who are achieving the greatest results are those who embrace the sales role, fine-tune it and introduce add-on services to their clients. The way to reach your dollar figure goal is to get each client involved in multiple services. Each visit gives you a powerful opportunity to have a meaningful impact on, literally, that client's quality of life. Embrace the role of being a salesperson of fashion and design."
Foley even references the Bible in urging salon professionals to get out of their comfort zone in order to help clients and, in turn, help themselves. When you upsell services and suggest retail products, you're planting seeds, he says. "Some of the seed will take good root and grow-and produce a crop 100-fold," Foley promises. "But you have to throw the seed."
Subscribe to Our Newsletter
More Career
AI Won't Replace Your Voice—Unless You Let It
"The mistake people make is treating AI like a vending machine instead of a personal assistant." Digital marketing expert Scott Moon shares how beauty professionals can use AI while staying authentic
by Anne Moratto
50 Smart Things Beauty Educators Have Told Us
Real-world advice on creativity, consultations, color, burnout, business, boundaries, inclusivity, client care, and career growth from educators and industry experts.
by Anne Moratto
What Salon and Spa Professionals Need to Know About Skin Longevity
Today's clients are hearing more about longevity, biohacking, inflammation, and healthy aging than ever before. This article explores the science and language behind the skin longevity movement, and what it could mean for client consultations, treatment recommendations, and professional credibility.
Financial Educator Anna Manukyan Launches Masterclass for Early Career Stylists
Licensed to Thrive, Anna Manukyan's all-in-one beauty career and financial masterclass, is being gifted to professionals who enroll in L'Oreal LEVEL Rewards for a limited time.
6 Ways Self-Love Will Help You Crush Your Goals
From breaking free of external validation to creating joy-based goals, discover a more sustainable and fulfilling path to success.
MODERN SALON Boot Camp Heads to Austin: One-Day Beauty Business & Career Education Event for Beauty Professionals
A full day of education for hairstylists and salon pros focused on pricing, personal branding, client experience, social media, and long-term career growth.
How Michelle Bowden Had a Breakout Year (and How Other Stylists Can, Too)
From working backstage at multiple Paris Fashion Week shows to collaborating on four creative collections and expanding her international stage work, Michelle Bowden has had an incredible year of growth. Here, we break down her approach that drove her momentum, offering a framework for stylists looking to elevate their own careers.
Ulta Beauty and Beauty Changes Lives Launch “The Possibilities Are Beautiful” Cosmetology Student Scholarship
This marks Ulta Beauty’s first scholarship partnership with Beauty Changes Lives, building on years of enthusiastic support for the organization and its mission.
A Path for Everyone: Great Clips Salons Offer Diverse Career Opportunities
Locally owned Great Clips salons offer a wide variety of career opportunities, competitive compensation, supportive salon teams and opportunities to grow your skills, both technically and professionally.
Sponsored by Great Clips
Are Salon Suites Becoming Too Cheap? The Hidden Risks of Low Salon Suite Rent
Salon suite consultant Karen Kaminski explains why cheap salon suite rent can destabilize the salon suite business model and why value-based pricing may be a smarter strategy.
Magical Creatures: Why These Stylists Love Creating Fantasy Hair Color
These stylists practice hairdresser magic, transforming clients into unicorns, mermaids, rainbows and living works of art.
by Anne Moratto
Keratin Complex Launches KC on Tour 2026 with Tabatha Coffey
Keratin Complex is taking education on the road in 2026 with the launch of KC on Tour, a live event series featuring industry icon and salon business coach Tabatha Coffey.
by Anne Moratto
Why Soft Skills and Client Communication Matter More Than Ever in the Beauty Industry
Modern professionalism is evolving beyond hard skills. Technical training is essential but about 85 percent of job success comes from soft skills. In a world where AI and automation are increasing, human connection becomes more valuable, not less.
by Anne Moratto
Author Daniel Cubillo Drops the Blueprint for Building a Career in the Content Arena
In his new book "The Creative Mastermind," a writer and creative executive behind brands such as "Top Chef," "Fear Factor," and "Real Housewives," shares his insider knowledge for navigating today's chaotic content landscape.
What Custom Notifications Tell Us About the Personalized Future of the Salon Client Experience
Personalization is no longer just the cherry on top; it’s the whole sundae. If clients don’t feel like you designed and personalized the experience just for them, they’ll find a salon that does.
Beautiful Careers Happen Here
Ulta Beauty is always innovating to meet professionals where they are. Amazing transformations happened at The Salon at Ulta Beauty in 2025, and Ulta Beauty artistry and education will be everywhere you want to go in the year ahead. Come see all The Salon at Ulta Beauty has planned for you in 2026!
Sponsored by Ulta Beauty