The Art of the Upsell for Grooming 📈

Happy Friday Daily Groomers!

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If you feel like the only way to grow is by cramming more dogs into your schedule, this one's for you.

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There’s a smarter path and it doesn’t involve working longer hours, hiring more groomers, or running constant discounts.

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It’s the art of the upsell. (We did a workshop on this in the past if you missed it)

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Today’s newsletter is going to go deep one thing: the upsell and how to use it to grow your business without burning out or booking more dogs.

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Not the pushy, used-car-salesman kind. We're talking about strategic, well-timed offers that help clients get better results while increasing your average ticket without adding more work.

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Upsells aren't about squeezing money. They're about sequencing transformation.

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Because the truth is:

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The best grooming businesses don’t just groom more, they sell transformation in a sequence.

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Let’s break it down. 👇

“You can’t have X without Y”

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Tie what your client wants to what they didn’t realize they need.

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Think about it:

• You can’t have a burger without fries.

• You can’t have a car wash without the wax.

• You can’t have a clean house without the baseboards.

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In grooming, it’s no different:

• “You can’t have a full groom without a de-shedding treatment - especially if your dog’s double-coated.”

• “You can’t have a tidy trim without nail grinding - it completes the polished look and helps with your pet’s comfort.”

• “You can’t have a truly fresh pup without teeth brushing - oral health impacts everything from breath to long-term wellness.”

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The key here isn’t pressure—it’s positioning.

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You’re not trying to tack on extras. You’re helping your clients get the results they already care about—whether it’s a cleaner house, a better-smelling dog, or a longer-lasting groom.

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If someone books a bath-only but walks in with a shedding machine of a husky, that’s your moment to say:

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“Most pet parents with dogs like Luna add a de-shedding treatment. It helps the bath last longer and keeps hair off your furniture. Want to include that today?”

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Now you’re no longer just a groomer. You’re a problem solver.

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And that’s what people pay more for.

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What Happens If 10% of Customers Buy a 10X Upsell?

Here’s a mind-blowing stat:

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If just 10% of your clients say yes to an offer that’s 10x your average ticket, you can nearly double your revenue—without grooming a single extra dog.

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Let’s say your average ticket is $70.

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Now imagine offering a $700 premium package maybe it includes 10 prepaid grooms, exclusive add-ons, or a year of VIP perks.

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Even if only 1 out of 10 clients takes it, you’ve added $700 in revenue on top of nine $70 services. That’s $1,330 instead of $700.

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This is why the best-run grooming businesses always have high-ticket upsells in their back pocket—for the 10% who are ready to say yes.

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What could that look like for you?

• A $200 spa package with blueberry facial, paw balm, teeth brushing, and aromatherapy

• A 5-pack of prepaid grooms (guaranteed bookings = upfront cash)

• A VIP Club Membership with priority scheduling, birthday gifts, and holiday reservations

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The key?

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Don’t just offer it.

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Frame it. Anchor it. Script it. Train your team to present it confidently as the premium experience your best clients deserve.

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If you never pitch it, they’ll never buy it.

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But if you do? It could change your entire business model.

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Selling at the Point of Maximum Pain (or Peak Emotion)

You don’t offer dessert when someone’s already full from steak.

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And you shouldn’t offer your premium membership after the magic has worn off.

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To sell effectively, timing is everything.

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The best moment to pitch your next offer is when the client is either deep in frustration or high on delight because both create urgency.

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Here’s where to strike:

• When they call stressed about matting or shedding:
  “Matting (or shedding) like this is super common—especially for retrievers. That’s why a lot of our clients join our VIP Maintenance Plan to avoid this kind of thing in the future.”

• When they’re frustrated they can’t get an appointment:
  “Our calendar fills up fast, especially around holidays. We actually have a membership that guarantees early booking access if that’s something you'd want.”

• When they’re picking up their dog and say, “Wow, he looks so good!”
  “He did amazing. If you want to keep him looking this fresh all the time, we’ve got a spa plan that includes monthly grooms and a few perks.”

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These are your windows. Don’t waste them.

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The goal isn’t to push. It’s to present the next step right when they’re most ready to take it.

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Emotion drives action. Meet your client in that moment, and they’ll thank you for solving a problem they hadn’t yet named.

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Sequence Your Offers

Think about your Value Stack - a deliberate sequence of offers designed to maximize cash and value.

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Here's what that could look like for a grooming business:

1. Attract: $30 bath-only special for first-time customers
2. Initial Upsell: “Want to upgrade to a full groom today? It’s $45 more but includes…”
3. Mid-Groom Offer: “I noticed he’s shedding a lot. Want us to do a de-shed treatment while we’re here?”
4. Pickup Day: “He did great. If you’d like to prepay for your next 4 grooms, we’ll give you 1 free.”
5. Follow-Up Text: “Want priority holiday spots and 10% off all grooms? Join our VIP Membership!”

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Each step is designed to stack value and increase your profit without increasing your workload.

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And with our new software, Teddy, setting up all of this doesn’t require sticky notes, spreadsheets, or late-night texts.

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Teddy’s automated messaging helps you establish every touchpoint in your Value Stack—without lifting a finger.

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• Auto-confirmations and reminders? Covered.

• Instant client updates with a simple text? Easy.

• Post-visit follow-ups and upsell nudges? Already queued.

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You build the flow once. Teddy keeps it running so you can focus on the dogs, not these details. (Book your intro call with me here)

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Action Steps for Groomers

1. List every service you offer. Now list which ones must go together.
2. Script the pitch. Don’t say, “Do you want X?” Say, “Most of our customers who do Y also do X—should I add that for you?”
3. Time your upsells. Right when the client’s experiencing peak emotion (pain or delight).
4. Create a high-ticket offer. Even if only 10% buy, it could change your business.
5. Track your take rate. Don’t assume people “won’t pay.” Show them the transformation.

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“You only need to acquire one customer if you upsell right, they’ll fund the rest.”

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That’s the real game. Not just getting more clients, but getting more from every client you already have by guiding them through a thoughtful, value-packed experience.

So what’s your upsell strategy?

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Because at the end of the day, this business isn’t just about shampoo and shears.

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It’s about sequencing smart offers, using psychology to time them right, and making it effortless for your clients to say yes.

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Nail that and your revenue grows, your clients stay loyal, and your business becomes way more than just a grooming shop. It becomes a well-oiled machine for growth.

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For the love of grooming,

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Alex

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P.S. Our next workshop on maximizing community partnerships is coming up next week! Grab your spot now: RSVP here

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