What practice involves recommending and selling additional services to clients?

Upselling involves recommending and selling additional services to clients, enhancing their overall experience while also increasing the value of their purchases. In the context of a nail salon, this could mean suggesting a more deluxe manicure or offering additional treatments like nail art or paraffin wax services after the initial service has been selected.

This practice is beneficial for both the client, who may appreciate the elevated level of service, and the business, which can increase its revenue. Successfully upselling requires an understanding of the client's needs and preferences, allowing the technician to suggest relevant add-ons that enhance the client’s experience.

While retailing generally refers to the direct sale of products, motivating involves encouraging clients in a broader sense, and referring pertains to directing clients to other services or professionals. Therefore, upselling distinctly captures the practice of promoting additional services tailored to client interests.