Have you walked into a car sales room and tried to escape from the pushy car salesperson who doesn’t take no for an answer? Or once you’ve bought the car you’re then bombarded with endless add-ons? Yep, you know the feeling — instead of feeling valued, you feel pressure!!!
There are tons of examples I can give — the worst one was just recently at the hairdresser. The poor stylist was trying to sell me on a conditioner, and I really felt sorry for them. You could tell they were being told to push this to every customer, and they were embarrassed about having to do it. In this blog we'll talk you through how to do this.
So Firstly… What Is Upselling?
Upselling is a sales technique where you invite the customer/patient (for simplicity, I’ll use “customer” throughout this article) to upgrade to a more premium service or product that provides greater benefit or results.
Think About Guiding, Not Selling.
OK, we need to have a mindset shift here!!!
Most of us hate the idea of “selling.” On top of that, in medical aesthetics, everything we do has to be ethical and in the best interest of the client. The way I like to think about it is this:
You’re not selling. You’re guiding.
You're helping your customer achieve the best results possible for their goals. Sometimes, that means educating them on treatments or products they didn’t know existed — or how combining them can deliver better, longer-lasting results.
🖐 5 Easy Steps to Upsell in Medical Aesthetics (Without Feeling Salesy)
1. Understand Your Customer’s Journey
Before you can guide your client to additional services, you have to understand what they’re trying to achieve. Ask good questions during consultation — not just about the immediate concern, but about long-term goals.
🔍 Example: A client comes in for anti-wrinkle treatment. Through conversation, you learn they’re also self-conscious about skin texture and pigmentation. This opens the door to talk about medical-grade skincare or skin resurfacing treatments. Listening actively is very important.
2. Educate, Don’t Push
Use language that empowers your client. Instead of “you need this,” try:
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“What a lot of our clients find helpful…”
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“One option to consider might be…”
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“If you’re looking for longer-lasting results, this could be worth exploring…”
When you shift from selling to educating, you build trust — and trust is what keeps people coming back.
3. Bundle Treatments & Create Packages
Help your clients see how multiple treatments can work together. For example, combining dermal filler with skin boosters for overall rejuvenation can deliver more holistic results than one treatment alone.
Packages make upselling feel less like an add-on and more like a well-thought-out plan.
💡 Pro Tip: Name your packages in a way that speaks to outcomes (e.g., “Glow & Lift Package” instead of “Filler + Skin Booster Combo”).
4. Get Your Team Involved
Everyone in your clinic plays a role in upselling — not just the practitioner. From the receptionist to the director, every team member should be confident in discussing treatments and products in a natural, helpful way.
Why not at your next staff meeting hold short role-play sessions with your team. Make them fun, low-pressure, and focused on real client scenarios. This boosts confidence and ensures a consistent client experience across your clinic.
✅ Tip: Reward or celebrate upselling done ethically and well. This encourages enthusiasm and makes your team feel part of the growth.
5. Use Visuals & Before/After Content
A picture really is worth a thousand words. Use before-and-after photos, videos, or digital imaging tools to show clients what’s possible.
People often don’t realise how much difference a small tweak can make until they see it. Visuals can gently guide a conversation into new treatment territory — and the client ends up excited, not pressured.
🌟 Case Study: Upselling Without the Ick Factor
A client came into a clinic for lip filler. During the consultation, the practitioner noticed volume loss around the lower face and gently mentioned how dermal filler in the chin and jawline could help create a more balanced profile. She showed before-and-after images of similar cases and explained the process clearly — no pressure, just information.
The client said, “I’ve never even thought about that!” She ended up booking a full-face consultation and later did a full lower-face treatment over two sessions. She was thrilled with the results — and the clinic earned a loyal, high-value client.
Final Thoughts: Make It Easy — and Make It About Them
Upselling in medical aesthetics shouldn’t feel like selling — it should feel like helping. By focusing on outcomes, education, and patient goals, you naturally guide your clients to better results (and higher-value treatments) without pressure or awkwardness.
Here’s what helps make upselling easier in your clinic:
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Create treatment menus with clear outcomes.
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Train your team to talk about packages naturally.
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Use visuals and patient stories.
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Encourage open conversations during consultations.
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Keep the focus on the patient’s goals, not your targets.
And remember: the best upsell is the one where the customer feels heard, supported, and excited — never sold to!
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When: Saturday 21st March (All day)
Where: Hilton Glasgow
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