How to Upsell at Your Yoga Studio
Last Updated on 6 November, 2025
What is upselling exactly, and how can it help your yoga studio grow? Upselling is increasing the size of a client’s purchase, say from a single class to a class pass or membership, or steering them towards a more expensive product or add-on to up the total of the transaction.
As a busy entrepreneur, you want to save time and make the most of the happy clients you’ve already sold. This doesn’t just benefit your business, though. Ideally, an upsell adds value to a client’s purchase, so you both win!
If you want to learn how to upsell effectively, but aren’t sure where to start, here’s where we can help! We’ve put together a tried and tested list of upselling techniques that will help your studio reach that next level:
7 Easy steps to an upsell:
1. Take every opportunity
Think of how many people frequent your studio on a weekly basis. If even just a small percentage took advantage of an add-on, a special offer, a unique product, or a membership, imagine how that could affect your bottom line! The more people you approach, the more people can take you up on an offer.
Obviously, you have to be conscious not to be in “sell-mode” all of the time. However, if you approach as many people as you can with an upsell in a friendly way, you’ll be growing your profits in no time.
Get your team on board
Make it a studio-wide initiative to embrace this strategy and have it deliver some serious results.
Don’t forget to teach your team how to upsell, too! You can’t be at the studio every minute of the day. So be sure that your team knows how crucial upsells are. Make it part of your on-the-job training. Demonstrate how to assess a client’s needs, get the timing down, and make the most of every opportunity to add on.
Once you’re all on the same page, learning how to upsell and perfecting your technique, you’ll be looking at happier clients, successful staff, and rising profits for your yoga center.
2. Fill a need
The best way to add obvious value for your clients is to address a need, even if it’s a need they didn’t know they had! Imagine this: a new client comes in to purchase a series of classes. But because they’re new to the practice, they probably don’t have a mat they can use for the sessions they’ve just signed up for.
Suggesting a mat as an add-on is a useful purchase for the client and a way to increase the value of your sale. This strategy could also work with your seasoned clients using items like mat cleaners or towels sold at your reception desk as add-ons.
Offer products you know your clients need. The value will sell itself, and it’ll make sense to add those items to their original buy. This is how to upsell like a pro!
3. Make it personal
As we’ve mentioned, learning how to upsell means learning how to offer value and increase your bottom line at the same time. Have you considered offering a consultation service? People have different needs, and personal attention is a great way to get clients interested in what you’re selling. Maybe a personal consultation would do the trick!
Here are a few ways you might be able to personalize your services for successful upselling: offer home workout tips, personal training, nutrition information, stretches geared towards injury or training, and anything else you can think of to appeal to your clients’ interests.
You should also take advantage of software tools that make it easy to tailor your marketing to each client. That way, they get the discounts and promotions that they’re most interested in.
The best part of this strategy is that while you’re getting to know your clients, you’re also building the relationships you need to grow a community of loyal and happy clients. Even if you want to provide this type of consult for free, the increased loyalty, renewed memberships, and growing customer base can be the benefits of this type of personalized approach.
4. Build relationships
Now that you’ve started to get to know your clients better, relationship-building is the next step in learning how to upsell with the best of them. The most successful sales strategies focus on knowing your customer, and upselling is no exception! People like to buy from their friends, and if they respect you as an industry expert with their best interests at heart, upselling should come naturally.
How do you get to know your customer?
Communication is key. Reach out regularly to check in, offer tips, and thank them for their recent visit or purchase. Build a customer profile for each of your clients so you can track their buying patterns and see what services they’re most interested in.
Getting to know your clients and expressing true interest with better communication will pave the way to more effective upselling.
5. Limited-time promos
If you’re dealing with a short sales cycle or an end-of-year push, a limited-time offer might just be the upsell strategy for you. Consider offering discounted specialty classes or services, for a set time period, as an upsell for new members.
You could even offer special pricing to members, a one-time offer with a membership purchase to increase the value of that sale right off the bat. Think ‘bring a friend promos’, early access to classes, or even discounted merchandise.
Another popular idea is to offer a discounted rate on a second membership purchased at the same time. This would be a great one to try during the holidays, as a gift-giving promo, or a New Year’s fitness-focused theme. If you make it available to clients only at the time they purchase their own membership, it’s time sensitive and offers you a way to double your memberships in one transaction.
6. Offer tiered memberships
Have you ever thought of turning your memberships into their own upselling opportunities? Consider tiered memberships as a way to add value and increase your sales!
Include extra perks that add value to the “VIP” membership and encourage clients to participate. Be sure that the perks are worth the added cost. Clients will need to see value in order to justify a higher price tag or an added cost to their existing membership.
Perks with the upgraded membership could include: free mat rental, free lockers, access to phone charging stations, a discount on special events, free branded merch, or anything you think will interest your clients most.
Get creative here to stand out from the crowd and offer something unique. You could even create a preferred yoga playlist of your own and allow VIP members to download it for free.
You may have noticed that most of these ideas are at low or no cost to your business. These are value-adds for your clients and are great ways to increase your profit margins.
7. Make upselling easy
How do you incorporate these strategies into your day-to-day? By using the tools offered by WellnessLiving’s all-in-one yoga studio management software! Upselling is a breeze with features like automatic emails, reaching out by SMS or texting, building easy-to-manage customer profiles, and much more!
We also provide customized websites and client apps so your customers can purchase those valuable add-ons no matter where they are or when they open your email.
See just how easy and profitable upselling can be with WellnessLiving. Reach out today for a free demo!
❓ FAQs about upselling at yoga studios ❓
Upsell class packages, premium memberships, workshops, and private sessions. Retail items like mats, apparel, and accessories also boost income while enhancing the client’s practice. You can also offer any wellness services your studio provides, like massage, sauna, or sound baths.
The ideal moment is after a positive class experience or when a student reaches a milestone. Present offers naturally during check-out or follow-up emails, not during class time.
Avoid hard-selling or offering irrelevant upgrades. Upselling should feel helpful, not pressured. Listen to the client’s needs and recommend options that genuinely add value.
Update offers every two to three months. Seasonal promotions or new workshops keep clients interested and prevent offer fatigue. Reevaluate what’s selling and adjust as needed.
Train staff to build relationships first. Teach them to mention offers conversationally, like suggesting a workshop that complements a client’s goals. Provide scripts, incentives, and role-play practice to build confidence. Here are a few valuable scripts you can try out.
