Upselling isn’t about aggressively pushing products or services in your barbershop; it’s about enhancing your clients’ overall experience. When done thoughtfully, upselling supports your clients’ grooming goals while driving repeat business and boosting revenue. Here, Elaine Craig, Phorest Package Specialist, shares some effective, easy-to-apply strategies that you can put into action in your barbershop.
Welcoming Your Client
Personalised Digital Forms
Your client’s journey begins at reception. Using pre-appointment digital consultation forms, gather key details such as home care routines, skin or hair concerns styling preferences. This information allows your team to suggest tailored treatments or products that directly address client needs. For example, if a client mentions dry skin before a beard grooming service, your team can recommend a hydrating treatment or serum right at check-in. This proactive approach sets a positive tone and makes clients feel understood from the moment they arrive.
Eye-Catching Product Displays
A well-arranged product display near your reception area can work wonders. Place seasonal or themed displays in high-traffic spots, like the waiting area or reception desk, to draw attention to your retail offerings. Grouping products into attractive bundles, such as a “Winter Rescue” kit for hydration helps serve as a conversation starter for your team.
Leverage Loyalty Programmes
Integrating loyalty programmes into the welcome process can further enhance the client experience. Reviewing a client’s points balance and recommending treatments or products they haven’t tried yet can encourage additional spending. Clients are more likely to purchase when brands offer a personalised experience, meaning loyalty programmes become an invaluable upselling tool.
Upselling During Appointments
Engage Through Conversation
The appointment is the perfect time to build rapport and understand client needs on a deeper level. Train your team to ask open-ended questions such as:
- “What’s your biggest hair or skin concern right now?”
- “What specific results are you hoping to achieve?”
This conversational approach not only shows that you care about their individual concerns but also paves the way for personalised product or service recommendations.
Demonstrate Product Benefits
During the appointment, take a moment to explain the benefits of the products you’re using. For example:
- “This leave-in conditioner protects your hair from humidity, stopping it from looking dry and frizzy”
- “This pomade has a medium shine and doesn’t get flaky throughout the day”
By demonstrating product use, clients can see immediate benefits and are more inclined to purchase the same products for home use.
Finishing With Care
Personalised Aftercare and Follow-Up
When your client is finishing their appointment, this is a final opportunity to reinforce the value of your services and recap the products used. Meanwhile, encouraging on-the-spot re-bookings not only secures future visits but also reinforces your role as a trusted adviser in their grooming journey.
Highlight Promotions and Deals
Use your reception desk to mention any time-sensitive promotions or exclusive deals. Whether it’s a discount on a bundled product offer or a special rate for the next appointment, a gentle reminder can tip the balance in favour of a sale.
Post-Visit Retail Strategies
Follow-Up Communications
Your relationship with the client shouldn’t end at the door. Follow up with personalised emails or SMS messages featuring exclusive offers, product recommendations, and rebooking reminders. This continued engagement keeps your brand top-of-mind and encourages clients to invest in their at-home routine with your products.
Online Retail Opportunities
Consider extending your retail strategy online. An online shop or a dedicated e-commerce platform allows clients to purchase their favourite products 24/7. Promoting online-only deals through post-visit communications can drive additional sales and keep your clientele engaged even after they leave the barbershop.
By implementing these upselling strategies, starting from the reception welcome, engaging clients during their appointments, and finishing strong at end of their appointment, you create a seamless, valuable experience for your clients, helping to build lasting client relationships.
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