You have a great product line and a smart pricing strategy. But there’s a problem: the products can’t sell themselves. Your barbers are the most critical link in the retail chain, yet the very idea of “selling” can make them deeply uncomfortable. Most barbers see themselves as artists and craftspeople, not salespeople.
The fear is understandable. No one wants to be the pushy salesperson who makes their clients feel awkward. The key to success is realizing that you don’t have to be.
The secret to how to sell retail in a barbershop is to stop thinking about it as “selling” and start thinking about it as “educating.” When you shift your mindset from a transaction to a consultation, the entire process becomes natural, authentic, and incredibly effective. This guide will show you how.
The Foundation: It All Starts with the Client Consultation
The sale doesn’t happen at the register; it happens in the chair. A thorough client consultation is your most powerful sales tool. This is where you build trust and identify problems that your products can solve.
Instead of just asking, “What are we doing today?”, train your barbers to ask better, open-ended questions:
- “What’s your daily styling routine like right now?”
- “What’s the biggest challenge you have with your hair?”
- “What kind of finish are you looking for? More natural and matte, or something with a bit of shine?”
By listening to the client’s answers, the barber isn’t guessing what product to recommend; they are uncovering a genuine need.
The Method: Educate, Don’t Pitch
The most important part of training barbers to sell is teaching them to use the products during the service and explain why they are using them. This is the “soft sell” in action.
- Narrate the “Why”: When the barber picks up a product, they should explain its benefit.
- “I’m using a bit of this texture powder first because you mentioned you wanted more volume. See how it gives your hair instant lift at the root?”
- “To get that natural, matte finish you wanted, I’m going to use a small amount of this styling clay. A little goes a long way.”
- Put it in Their Hands: Let the client feel and smell the product. Hand them the bottle. This creates a sense of ownership and familiarity.
- Teach the “How”: At the end of the service, don’t just say, “You should buy this.” Instead, say, “To get this same look at home, all you need is a dime-sized amount of this clay. Rub it in your hands until it’s warm, and then work it through your hair from back to front.”
This approach reframes the entire interaction. The barber is no longer a salesperson; they are an expert educator, providing a valuable solution to the client’s problem.
The Finish: Simple Upselling Techniques
Upselling grooming products doesn’t have to be complicated. It’s about making a simple, logical recommendation at the end of the service.
The easiest way to do this is with the “Two Product” rule. At the register, the barber can simply say:
“Alright, so today I used the texture powder to give you that volume and the styling clay to give you that hold. Do you want to grab both of those today?”
There’s no pressure. It’s a simple, direct question based on the products the client has already seen and felt in their own hair. By making the consultation and education the core of your process, you create a system where the retail sales happen naturally, your barbers feel confident, and your clients feel served, not sold to.