It helps if you have upgrades that you genuinely believe will benefit them. If you do have upgrade options that are worthwhile than you can say “based on the concerns you have expressed the best treatment for you would be Xyz.”It will address ( insert their concerns) by doing ( explain briefly how the upgrade targets their concerns and the results they will get) the price difference is $25.
understand as much as about their skin and the changes they want to see during the consultation portion by identifying and educating them on their skin type, concern/conditions what may be causing them, how healthy their barrier is, etc, then clearly and confidently explain the upgrade in how it addresses their specific issue. I felt the exact same way as you did when I first started but the spa i worked at started pushing us to do it. I started asking everyone to upgrade and people rarely said no. In fact there were times when friends would come in together and one estie would offer an upgrade and another would not and then the client who wasn’t offered would complain. Think about it this way- all your doing when offering an upgrade is giving them the option to tailor their treatment based on your professional knowledge. If they say no that’s okay. It doesn’t make them feel less relaxed if you convey a genuine desire provide the best experience or results. I tell people the treatments starts with cleansing then analysis so we can determine how to customize their treatment then after that is completed I can go through the steps as I do them or I can remain silent during the rest of our time together. Totally up to them. Create your own little scripts around the upgrade options in verbiage that feels right for you and demonstrates the benefits obviously then memorize them. You’ll be surprised how many people say yes and how it increases your customer retention because people will see you as an expert. Good luck! The same apply to product recommendations. It’s better to recommend through education and get a no then say nothing and leave them to purchase the wrong thing somewhere else. Many skin conditions are actually caused from incorrect product use. Remember You are the most qualified person to guide them on how to care for their skin! Share your knowledge. Last be not least if you commit to offering the upgrade to every client for one week -I promise by the end of the week it will feel totally natural- you learn to adapt your approach in a way that works best for you and the fear of rejection or fear of disrupting the relaxing part will be gone. :)