Ensuring your prices reflect your skill level and expertise is crucial to having a successful career in barbering, which is why the topic of mates rates has proven to be controversial in the past. To find out how the industry is currently feeling about this, we spoke to four barbers in different roles to see what they had to say...
Craig Henderson, aka The Neurodivergent Barber
Craig says: "I don't have a policy as such, but usually my rule is if they ask, they’re not getting it and if they don't, I usually offer it to them. When I offer it to the people who don’t ask, they usually respond with, ‘You don't have to, I want to see your business grow’. Meanwhile, the people who outright ask for a discount will say ‘you’ve got loads of money’. However, it's not about the money for me, it’s about respect. I always got told you find out who your true friends are when you start a business and they’re right, as I make all my mates book via my booking portal, because I do have a life and family and I don't want to stay late for extra appointments, you need a work-life balance.
"I suppose a con of offering mates rates is that you could have had a new client who wanted that appointment and they would have paid full price, as opposed to a ‘mate’ who is haggling you down on the price.
"If a barber is currently offering mates rates, but wants to stop, I would suggest being blunt and truthful – we’re all trying to keep our businesses running and things have been challenging with so many bills and product prices rising. Stand your ground and just do what you think is best."
Liam Hudson, Freelance Hairstylist
Liam says: "I do agree with offering mate rates in most cases – as long as my craft is respected by the mate getting the discount and they’re happy to promote my business.
"One of the pros to offering mates rates is that you get to see the friends that were supporters of your business from day one, perhaps before you levelled up your skills. I do find that they often promote the business to other people they know, which usually secures a few more customers.
"The obvious con is that this lowers your earnings during that booking. With risings costs across everything, it does become more difficult to see the benefits of a mates rates system. It can also devalue your craft, as the discount is not reflective of any training new you’ve undertaken, new tool expenses and the cost of products/equipments used.
"If a stylist wanted to stop offering mates rates I think an honest conversation goes a long way. Should your friends respect you and your craft, an increase shouldn’t cause an issue. That being said, if you feel your friends are promoting your business enough that the discount is worth it, then by all means continute as you are."
Eoin McCarthy, Barber Business Coach and co-founder of One Zero One Education
Eoin says: "At a certain point in a barber’s career, I don’t think people should be offering mates rates. It seems like a kind gesture, but it can destroy a business. The hair industry operates on such small margins as it is and many barbering businesses, unless they are at scale (which isn’t many), can’t afford to offer their profit margin to their ‘mates’ in an attempt to keep them as clients.
"I agree that there are some pros at the beginning of someone’s career when people need practice and a bit of cash in the pocket, but as things progress, the calendar fills up and skill levels rise, mates rates need to stop if people want their business to grow.
"There are only so many hours in the day and spots available in the calendar, so by having ‘mates’ sit in your chair for cheaper prices, you are losing money to higher paying (and more than likely more loyal) clients. This ultimately leads to a lot of barbers resenting the clients they once considered a mate. Plus, what if word spreads that some people receive discounts and others don’t? I think that can be very damaging to a brand. If people aren’t careful, mates rates could cost them their business. No real mate would want that. Real mates pay full rates."
Nick Signolet, Barber at StudioOneBodega
Nick says: "I have offered mates rates in the past, but I believe that friends who want to support your business are willing to pay full price for a trim. If I know a friend is struggling with finances, I would rather give them a haircut free of charge. The pros of offering mates rates would be that your friends save money and get a great haircut. However, some friends could take advantage of your time and effort.
"At the end of the day your business is your priority, and if you don’t want to continue offering mates rates, the choice is yours. I would remind people that while you may lose a customer, you won’t lose any true friends. You put in the same amount of time and effort into a mates haircut as you would do with a normal customer, maybe even more, which is worth remembering."
