A Beginner’s Guide to Upselling in Barbershops

Whether you’re a new barber or barbershop owner, upselling is one of the best ways to increase your sales and build long-term trust with clients. 

That’s why we’ve put together this guide showing the basics of upselling in barbershops — from choosing the right add-ons, to learning what to say and other best practices. That way, each upsell comes across as part of your usual, top-notch service, not a hard sell.

Part 1: Setting the Foundation for Effective Upselling

Before you go through with upselling in your barbershop, you’ll need a solid base to work from. Make sure to do the following steps to ensure that upselling feels natural and produces results.

Simplify Your List of Add-Ons

Too many choices can overwhelm clients and make it harder for your staff to identify what upgrades they should recommend. Instead of offering everything under the sun, trim it down to 5–7 add-ons or upgrades that clients actually want.

Each should take no longer than 15 minutes, have an immediate and obvious benefit, and be easy to explain. Think of these as small touches that upgrade the client’s experience — without adding stress to your schedule. Below are some examples you should consider:

Keep Add-Ons Visible at Every Step

Your add-ons should be easily seen where clients actually make decisions. Here are some easy-to-spot placement ideas:

• Printed and online menus: Include a “Popular Add-Ons” box with the 5–7 items, plus the price and duration for each.
• Tent card at each station: Print the add-ons on a small vertical card that clients can read while in the chair. 
• Front desk sign: Use the same list as the printed and online menus so the message stays consistent.
• Receipts and follow-ups: Add a quick reminder line such as, “Add a Hot Towel Neck Shave next time (+$8, +10 min).”
• Booking page: Display add-ons as selectable options with time and price listed, so clients can opt for upgrades even before their appointment.

Tip: With tools like Bookedin, you can showcase add-ons directly in the online booking flow — making upsells effortless and client-driven.

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Be Upfront About Pricing and Policies

One of the biggest reasons some barbers feel iffy about upselling is the fear of awkward money talks. Fortunately, you can sidestep this by setting clear prices and policies. Publish what’s included in your base services and clearly note what counts as an add-on or upgrade. 

Additionally, create a simple, friendly line about deposits, no-shows, and cancellations. Then, use that line everywhere: on your booking page, in appointment confirmations, reminder texts, and even on a small sign at the counter. 

Here’s an example you can copy (if it applies to your barbershop policies):

To hold your appointment, we take a small deposit. You can reschedule up to 24 hours in advance. Missed appointments or late cancels may be charged. 

Also read: How To Talk About Money With Clients (Without Feeling Awkward)

Use Systems To Keep Your Schedule Flexible

Upselling can backfire if you don’t plan for the extra time. A 10-minute add-on service can easily snowball into a late afternoon if you don’t build space for it. 

That’s why it’s important to have small systems or “tricks” to protect your schedule. Below are some best practices you shouldn’t skip:

• Add buffer times between services, especially for those that commonly get add-ons or upgrades, so you’re not scrambling to catch up.
• Turn on a waitlist that’ll automatically notify clients when a spot opens. This can help fill cancellations and gaps.
• If posible, save your busiest days for quick services and add-ons. If someone books a longer service, schedule it on slower days (like midweek) so your prime time slots don’t get blocked.

Tip: Bookedin has useful features like service buffers and waitlist to help you stay on schedule while giving clients flexibility. 

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Part 2: Offering Upsells at the Right Time

Upselling in the barbershop isn’t just about what you offer — it’s when you offer it. Think of the client journey in three stages: before, during, and after the appointment. 

Each moment gives you a natural opening to highlight add-ons or upgrades without coming off as pushy.

Before the Visit: Let the Booking Page Do the Selling

Your booking page is the easiest barber upselling tool you have. Clients are already in “buy mode,” so give them the option to upgrade themselves.

Place add-on options directly under the main service, and keep the copy simple. Make sure to indicate a clear benefit plus the price and extra time like, “Beard Line-Up — sharper edges, +10 min, $12.” You can also feature one or two bundles, such as “Cut + Hot Towel + Beard Shape — save $5,” so value is obvious at a glance. 

This way, the upselling happens even before clients drop by for their appointment. 

During the Service: Consult, Educate, Recommend

Treat upselling in the chair like an easy three-step approach. Start with a quick consult to figure out what clients really need. Ask one or two simple questions such as, “How do you usually style at home?” or “Anything giving you trouble, like dryness or a cowlick?” 

Then, as you go through the service, mention what product/s you’re using and explain the result it creates.  For instance, you can say, “Because your hair’s coarse, a water-based clay gives hold without flakes.” That small bit of education builds trust and naturally sets up the upgrade.

Once you’re done, hand your client a mirror, point out what you improved, and offer a practical recommendation for how to maintain that result (e.g., a product or a service to book next time). Here, you can say something like, “I used this matte clay. Do you want me to add one to your checkout so you can get the same result at home?”

Done this way, upselling just feels like giving helpful advice, not doing a sales pitch.

After the Visit: Follow Up Without Nagging

Upselling doesn’t end when the client leaves. A thoughtful, post-visit message to the client can help gently secure the next booking.

Aim to send a short thank-you note within 24–48 hours by text or email. Keep the tone concise but friendly and offer a next step that’s directly related to their service (e.g., a beard line-up for someone who got a fade). 

Here’s a sample template you can use:

“Thanks for coming in, [Name]! You’ll be due for your next [name/type of service] in about [number of days or weeks till follow-up appointment]. Go ahead and lock in your spot here: [booking link].” 

As you can see above, make sure to include a clear booking link so clients can act with one tap.

Tip: If you’re using Bookedin, you can automate this post-visit note with the booking link and follow-up recommendations built in.

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Part 3: Barbershop Upselling Tips & Best Practices

Upselling works best when it feels natural and helpful to your clients. Here are a few more ideas to make upsells part of the client experience without sounding pushy.

• Offer retail products that complement your services. Stock a small set of items you actually use in the shop, such as matte pomades, beard oil, or sea-salt sprays. When you style a client, set that same product in front of them, so they can see it up close.
• Consider creating your own branded products with a trusted supplier. Start small with two to three staples (like shampoo and beard oil) and order samples to test. Once you’re happy with the quality, confirm the minimum order quantities and lead times.
• Ensure you’re familiar with the services and products you offer. After all, you can’t confidently recommend something if you don’t fully understand what it does, who it’s best for, and the benefit it delivers. Clients trust suggestions when they see that you know your stuff.
• Train your staff on upselling techniques, too. Role-play common scenarios during team meetings, such as introducing a hot towel shave or recommending a pomade. 
• Offer simple, attractive packages. Bundle deals are an easy way to encourage clients to try more than one service or product. For instance, you can package a haircut, beard line-up, and hot towel neck shave together at a small discount. 
• Use visual cues around the shop. Include a short add-ons list on your service menu, create a small tent card for each station, and display products neatly at eye level. When clients see something while waiting or in the chair, they’re more likely to ask about it.
• Measure what’s working (and what’s not). Track which add-ons and products sell best, and ask clients for feedback. Did they love the scalp massage? Did they use the clay you recommended? This helps you refine your menu over time and focus on what actually improves your revenue.
• Aim for add-ons that cost around $15 or less. Overall, add-ons or upgrades should feel like “mini wins” for clients. That way, they’re more likely to accept on the spot without feeling like they booked a whole extra service or overthinking their budget. 

Key Takeaways on Upselling in the Barbershop

At the end of the day, upselling isn’t about pushing extras your clients don’t need. It’s about knowing their routine, giving smart recommendations, and offering them small but helpful upgrades that make a difference. 

When done correctly, upselling not only helps your sales but also strengthens clients’ trust in your barbershop. And if you want to make upselling even more seamless, you should definitely give Bookedin a try! 

From add-ons built right into your booking page to automated follow-ups that encourage repeat appointments, it takes the heavy lifting off your plate so you can focus on looking after your barbershop clients.

FAQs About Barber Upselling