On a Thursday, the front desk is still buzzing after the after-work rush. A client exits the room with skin that glows discreetly. The beautician doesn't "sell", but explains simply: "You have reactive skin. To preserve the result, I recommend this gentle cleanser, plus an anti-redness serum at night. I'll put the routine in your account so you can receive it by e-mail." 

The customer nods; at the checkout, she pays for the facial and adds the products. It may not seem like a big win, but these small moments - repeated consistently - are the engine that lifts income per customer.

Studies on customize consistently show the same thing: when you recommend relevant, revenues usually increase by 10-15%sometimes more if the execution is very good. 

In spa, this means two key situations: 

recommendations in the room (add-ons appropriate to the purpose of the visit) and recommendations on the way out (home care or the next step in the plan). 

Industry data confirms receptivity: most customers buy what the therapist recommends, and a third do always - provided the recommendation is clearly linked to an outcome.

Case Study: Face to Face Spa - USA, Austin, Texas 

The brand started in Austin (today they have several locations in Texas and expansions in other states) and emphasized data-based decisions: client history, goals, skin response to treatments. 

The result - presented in their materials - is steady growth through integrated recommendations: short add-ons when it makes clinical sense, next visit proposal before check-out, plus home routine documented in client account. Not miracles, but coherenceThe same well-told story, from consultation to reception, in all locations. 

A classic example of a method that turns consultation into credible recommendation is Face Mapping from Dermalogica: a mini-diagnosis by area of the face, followed by specific recommendations. 

Public, a converting to ~60% products after this analysis. It's exactly the difference between "do you also take...?" and "here's what helps you with your problem, starting today." 

Beyond products, add-ons Well-chosen facials - those that do not significantly extend the duration but increase the value of the result (e.g., 10 minutes of LED in a calming-oriented facial) - have a clear effect on the average voucher. 

Industry programming platforms show, in simulations and operational guides, how a small add-on, consistently repeated, can add noticeable revenue per month without affecting the flow. 

The key is not "sell everything", there recommend correctly

During Spa retail, from Level 2 SpaEdureceptionists and therapists are taught to think of cross-selling as a continuing treatmentnot as a sale. 

Measure weekly add-on attachment rate and retail/guest; train the team with short role-plays and recommendation sheets (e.g. 2 products + 1 reason). 

Realistic targets: gradual increase of 10-15% of revenue per customer, if execution is consistent, the language remains simple and the recommendation is linked to the result.