Ah, the beautiful world of cosmetics! Where a subtle stroke of eyeshadow can define, and a splash of lipstick can transform. Yet, in this land of transformation, there’s another subtle magic at play: the art of upselling and cross-selling. Dive in with us as we explore how to amplify your franchise’s average transaction value. Ready to blend and contour those sales strategies?

Before we glide our brush over the canvas, let’s differentiate between these two:

This is like convincing your customer that while the regular foundation is great, the premium version with added SPF and hydrating properties is what their skin truly desires.

Think of this as recommending that once-perfected eyeliner that goes oh-so-well with the mascara your customer just chose. They complement each other, like eyeshadow and blending brushes.


1. Know Your Product Inside-Out:
Like you’d know the difference between matte and gloss, understand what makes your customers tick. Are your products longer-lasting? Offer richer pigmentation? You need to pitch the value, not just the price.

2. The Right Time & Place:
Timing in upselling is like timing in makeup – crucial. Introduce upsells at the point of decision, maybe when they’re about to check out or when they’re browsing similar products.

3. Personalized Recommendations:
If someone’s eyeing a coral lipstick, they might appreciate a higher-end coral shade or a lipstick with moisturizing benefits. Tailor your upsell to their preferences.


1. Bundle It Up:
Offer sets or kits. If a customer is looking at a blusher, why not have a bundle with a highlighter and bronzer too?

2. Empower With Knowledge:
Educate customers on how products complement each other. Explain why that primer is essential for the longevity of the eyeshadow they’re purchasing.

3. Incentives & Discounts:
Offer a slight discount if products are bought in tandem. A brush cleaner at 10% off with the purchase of a new brush set?


  • Train Your Team:
    Ensure your staff understands the fine line between being helpful and being pushy. A playful nudge is cute; persistent poking, not so much.

  • Use Tech to Your Advantage:
    Implement recommendation algorithms on your online store, similar to how YouTube recommends tutorials based on viewing history.

  • Feedback Loop:
    Regularly collect feedback. It’ll help you know if your strategies are more fab or drab.

A trip to a Kiko store or a scroll through their website reveals a carefully orchestrated dance of marketing techniques aimed at enticing customers to maximize their purchase value. Let’s break down how they’ve mastered the art of upselling and cross-selling.

Kiko’s Fine Touch of Upselling

1. Exclusive Ranges:
Kiko often introduces exclusive, limited-time collections. These often have a unique selling proposition: a collaboration with a known designer, a rare ingredient, or innovative packaging. For instance, when they unveil a luxe lipstick collection, it’s not just another set of colours. These lipsticks may have a special formula that ensures longer wear or a unique shimmer. By emphasizing these exclusive benefits, Kiko encourages customers to opt for these over the regular line.

2. Test and Tempt:
By strategically placing premium products and testers at eye level or in high-traffic areas of the store, Kiko ensures maximum visibility. Their well-trained staff is always at hand to demonstrate the superior feel and finish of these products. Once a customer tries a velvety eyeshadow or a moisturizing lipstick from a premium range, they’re more likely to consider upgrading their purchase.

Kiko’s Cross-selling Symphony

1. Complementary Combinations:
Kiko excels at suggesting complementary products. Purchased a foundation? A Kiko sales associate might highlight the benefits of a particular setting powder from their range that ensures the foundation stays flawless for longer. It’s not just about selling an additional product; it’s about offering a complete solution to the customer.

2. Themed Kits & Bundles:
Whether it’s a summer glow kit with bronzers, highlighters, and shimmering lip glosses or a winter care package with moisturizing lip balms and hydrating foundations, Kiko’s seasonal offerings entice customers to buy a set of products instead of just one. These kits often come at a value price, making the deal even more attractive.

3. Interactive Shopping Experience:
Kiko’s online platform often prompts shoppers with “Complete the Look” or “Most Customers Also Bought” sections. If someone adds a mascara to their cart, they might see a suggestion for an eyelash curler or a waterproof eyeliner. These prompts, backed by customer behaviour data, ensure higher chances of cross-sales.

Through these detailed strategies, Kiko doesn’t just aim to increase sales but seeks to enhance the overall shopping experience for their customers, ensuring they leave with products that truly add value to their beauty routines.

In the vast universe of franchising, upselling and cross-selling aren’t merely sales techniques — they’re essential strokes of artistry that can transform a franchise’s revenue canvas. Just as a makeup artist employs the perfect blend of colours and techniques to elevate a look, so too must a franchise employ the right sales strategies to elevate its bottom line.

Franchise owners, are you ready to give your business the ‘VIP makeover’ it truly deserves? Embrace these upselling and cross-selling techniques, and watch your franchise glow with success. And as you journey on this path to elevated revenues, share your experiences and insights with us. 

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