Head spa als upsell: hoe verhoog je de omzet per klant in je kapsalon?
Het korte antwoord
A head spa treatment earns an average of €80 in Belgian salons and lasts 45 to 60 minutes. With a unit from €1.295 excl. VAT, you recoup your costs after just 17 to 20 treatments. Anyone who offers it as a standard upsell alongside a hair appointment or colour treatment quickly turns over an extra €15.000 to €20.000 a year with it.
Many salon owners know the problem: the diary is full, but the revenue per customer does not rise along with it. Every treatment takes just as much time as a year ago, material costs are going up, and the room for a price increase is limited. Head spa solves this in a different way. Not by raising prices, but by adding a second service to an appointment the customer was going to make anyway.
Wat is een head spa als upsell precies?
Upsell sounds like a marketing term, but here it is about something simple: you offer, at the right moment, an additional service that logically follows on from what the customer was already doing. With a head spa that connection is self-evident. Someone who comes in for a colour or a haircut already has a freshly washed head and a built-in moment of calm. A head spa treatment fits in with that almost seamlessly.
The difference with other upsell services is that a head spa requires no lengthy explanation. Clients are curious about skin care for the scalp, certainly if they suffer from itching, flaking, hair loss or simply a lot of stress. A short phrase is enough: “I also add a short scalp treatment, then I take care of your scalp right away.” Most clients say yes.
Wat levert een head spa behandeling concreet op voor je salon?
The numbers speak for themselves. In Belgium, salons charge on average €65 to €110 per head spa treatment, depending on the duration and the content. Most salons start with a rate of around €80 for a treatment of 45 to 60 minutes. That is realistic and achievable, even for clients who are not used to paying much for scalp treatment.
| Scenario | Behandelingen/week | Extra omzet/jaar |
|---|---|---|
| Rustig opstarten | 2 per week | ± €8.000 |
| Stabiel ritme | 3 per week | ± €12.000 |
| Actief aanbod | 5 per week | ± €20.000 |
De terugverdientijd van het toestel is kort. De Japanese Head Spa costs €1.595 excl. VAT. At a treatment rate of €80 you will have earned the device back after just 20 treatments, that is less than seven weeks if you treat three times a week. If you would rather not make the full investment straight away, you can also work via leasing. Via Grenke you then pay €89 per month. That is less than two treatments per month to cover the leasing cost.
Zo presenteer je head spa aan klanten die er nog niet om vroegen
De meeste klanten vragen zelf niet om een head spa behandeling, niet omdat ze er niets voor voelen, maar omdat ze het niet kennen of er nooit over nagedacht hebben. Dat is precies waar jij als professional het verschil maakt.
What works in practice: do not treat it as a separate product that you sell, but as part of your advisory conversation. Look at the scalp during the shampoo or the preparation. Say briefly what you see: dryness, tension, flaking. And then simply ask whether they would like a little extra attention there. Clients appreciate that observation. It feels like care, not like selling.
“Klanten vragen er zelf niet om, maar zodra je ze de eerste keer laat ervaren, komen ze elke vier tot zes weken terug voor een herhaling.”
That repeat pattern is exactly what makes a head spa so suitable as an upsell. It is not a one-off treatment. Clients who enjoy it the first time build it in as a fixed part of their appointment. Some salons approach it cleverly and offer the first treatment at a reduced rate as an introduction, after which it almost automatically turns into a recurring booking.
For communicating with existing clients you do not need to do much. A message via WhatsApp or a brief announcement at reception is enough. Tell them what it is, what it does (relaxation, scalp care, stress relief) and what it costs. Keep it simple and honest. Complicated descriptions put people off.
Welk toestel past het beste bij het upsell-model?
Als je head spa als bijkomende dienst wil aanbieden naast je bestaande werk, is de keuze voor een toestel afhankelijk van je ruimte en je werkwijze. Twee toestellen worden het meest gekozen door salons die starten:
The Japanese Head Spa (€1.595 excl. VAT) is a fixed bed with a direct water connection. You choose it if you have a permanent spot in the salon where you treat clients, preferably in the same room as your wash stations. The unit provides steam, phototherapy and a direct wash connection, which makes the treatment more comfortable and more professional.
If you don't want a fixed water connection or want flexibility in your space, the Mobiele Headspa Pro (€1.495 excl. VAT) is a logical choice. It has a built-in 50 litre water tank plus a 15 litre waste water tank, so you can place it anywhere without adapting your installation. This is the most popular model among salons starting with head spa for the first time.
Bij beide toestellen is de investering klein genoeg om snel terugverdiend te zijn. Als je nog twijfelt tussen de twee, is het nuttig om de Training te volgen voor je koopt. Die opleiding duurt twee dagen en kost €750 excl. BTW. Je werkt 1-op-1 of in duo, werkt op echte modellen in Geel en ontvangt een certificaat. De opleiding geeft je inzicht in welk toestel bij jouw salonvorm past, en zorgt ervoor dat je meteen professioneel kan behandelen.
Voor welke salons werkt head spa als upsell minder goed?
Head spa werkt niet voor iedereen op dezelfde manier, en dat is eerlijk om te zeggen.
If you have a salon with a fast turnaround and hardly any free slots in the diary, scheduling is the biggest challenge. A head spa treatment takes 45 to 60 minutes. If that treatment is added on top of an existing colour treatment or haircut, you quickly reach 90 minutes per customer. That requires diary adjustment, and that is not easy to implement for every type of salon.
Ook wie maar één vaste wasplaats heeft en die al voortdurend in gebruik is, zal praktische problemen ondervinden met een vaste headspa-bank. In dat geval is een mobiel model een betere keuze, of is het uitproberen van head spa tijdelijk op afzonderlijke tijdsblokken een betere start.
Salons die weinig vaste klanten hebben en voornamelijk op eenmalige bezoekers draaien, zullen minder snel terugkerende head spa-klanten opbouwen. De dienst rendeert het sterkst in een salon met een vaste clientèle die je al vertrouwt en openstaat voor je advies.
That honesty changes nothing about the underlying logic. Head spa suits a large group of existing salons. But it is a service you have to want to integrate, not just add to a menu and wait. The salons that do the most with it make it visible in their salon and in their communication, and treat it as a full-fledged service.
