đź’° Rethinking Upsells for a Stronger, Smarter Pet Business
In a perfect world, every grooming shop would offer inclusive services:
👉 “Here’s what your pet needs.”
👉 “Here’s what it costs.”
👉 “Sign here.”
But in reality, not every facility operates under an all-inclusive model. And many groomers—especially those uncomfortable with upselling—may be leaving 30% more income and 10–15% potential growth behind.
Now imagine making more money without spending anything on marketing or client acquisition.
The key? Rethinking what upselling really means—and how it can serve both you and your clients.
💡 What’s Holding You Back From Upselling?
Let’s talk honestly. If you’re hesitant to upsell, you’re not alone. Here’s why many groomers resist—and how to reframe those doubts.
🚫 “Upselling Feels Like a Scam.”
Only if it’s done wrong.
Take toothbrushing. Most groomers know brushing during an appointment won’t solve long-term dental issues. But instead of skipping it—or offering it as a weak add-on—what if you educated the client?
Explain how poor dental care can shorten a pet’s life by up to 30% and lead to painful behavioral issues. Then offer a home care kit with easy instructions, and include a free in-shop brushing with every refill purchase. Suddenly, the upsell becomes a value-driven solution—not a cash grab.
💬 “I Don’t Want to Nickel-and-Dime My Clients.”
Clients will notice if a $50 bill suddenly becomes $85—but what they really notice is whether you’ve communicated the value.
De-matting and flea baths are clear-cut charges. But services like de-shedding? That’s where transparency makes all the difference. Define what’s included in your base bath, and clearly outline what a full de-shedding package entails—plus why it benefits their pet.
Spa services like soaks and masks? These need confident, trained groomers who can explain why the product matters. If you don’t believe in it or understand how to use it, the client never will.
🧠“I’m an Introvert. I Don’t Want to Explain Things.”
Upselling doesn’t have to be awkward, long-winded, or pushy. You don’t even have to speak it if you have the right tools.
Try using custom carbonless estimate forms that list all your services and pricing. During check-in, check off what the pet needs while reviewing them. The client sees the menu, the prices, and the reasoning—without you needing to deliver a sales pitch.
One of my favorite line items? Collar washing. For a small charge, wash the pet’s collar during the bath—or offer a discount on a brand-new collar as a same-day purchase. Low effort, high return—and the client sees it as thoughtful, not pushy.
❌ “There’s No Incentive for Me (or My Staff) to Upsell.”
That’s a business structure problem. Groomers should never feel like upselling only benefits the owner.
Figure out what an upsell costs you in time and product. Then build in a fair, motivating commission or bonus structure. When groomers are properly compensated, they’ll be invested in identifying services that benefit the pet and the business.
🛒 Let’s Talk John Oliver and Bird Sculptures
For my husband’s birthday, he wanted a $70 metal bird sculpture featured on an episode of Last Week Tonight with John Oliver. Easy enough—add to cart.
Then came the upsells:
➡️ “Add this $20 John Oliver figurine to perch on your bird.”
➡️ “Spend $20 more to qualify for free shipping—check out our $20 deals?”
Of course I clicked. I added two more items. Suddenly, my cart was $150 instead of $70—and I felt good about it. I wanted those extras because they were fun, made sense, and were presented at just the right time.
Your clients are no different. Upselling isn’t about pressure—it’s about presenting meaningful options and letting them decide.
✂️ Upselling That Works Starts With Belief and Training
If you believe in your services, and you train your staff to confidently and clearly communicate the benefits, upselling becomes second nature. You may even discover that your add-ons evolve into all-inclusive pricing, creating a seamless experience that both simplifies operations and improves client satisfaction.
So no—you’re not being pushy. You’re being proactive, professional, and pet-focused.
And that’s what truly grows a grooming business.