Upselling & Cross-Selling Guide

Upselling & Cross-Selling Call Guide for Barbers

Boosting your shop's revenue doesn't always mean finding more clients; it means getting more value out of every person who calls your shop. By using smart upselling techniques during booking, you can turn a basic $25 haircut into a $50 premium service package before the client even sits in your chair.

The Power of the Add-On Service

Most clients call for a standard $25 haircut because they do not know what else you offer. When a customer calls to book, don't just mark them down for a trim. Ask if they want to add a beard shape-up or a straight razor line-up for an extra $15. This small change takes five extra minutes but increases your hourly rate significantly. If you are busy at the chair and cannot take these calls, SkipCalls can handle these bookings 24/7 so you never miss a chance to suggest a beard trim.

Key takeaway: Always offer a beard trim or neck shave to every solo haircut caller.

Bundling for the Big Events

When a client mentions a wedding, a job interview, or a date night, they are in a 'buying' mindset. This is the perfect time to pitch the 'Executive Package.' Instead of just a $30 cut, offer a $60 bundle that includes a hot towel shave, a scalp massage, and a premium styling product. Explain that this package ensures they look their absolute best for their event. You are not being pushy; you are providing a solution for their special day.

Key takeaway: Turn special occasion calls into high-ticket premium bundles.

Seasonal Upgrades and Skin Care

Barbershops can use the weather to sell more services. In the summer, suggest a cooling tea tree scalp treatment for $10 to help with sweat and irritation. In the winter, focus on beard maintenance to prevent dry, itchy skin. Mention that a $15 deep-conditioning beard treatment will keep their facial hair soft during the cold months. Using seasonal language makes the upsell feel like professional advice rather than a sales pitch.

Key takeaway: Use weather-related skin and hair issues to suggest low-cost, high-margin add-ons.

Pre-Selling Aftercare Products

Upselling doesn't stop at services. When a client books their appointment over the phone, mention a specific product they might need. For example, if they book a skin fade, say 'We just got a new matte pomade that works great for keeping fades looking sharp between visits; should I set a tin aside for you?' This secures a $20 retail sale before they even walk through the door. It also ensures you don't run out of stock for your most loyal clients.

Key takeaway: Reserve retail products during the booking call to guarantee the sale.

The Maintenance Plan Pitch

The best way to ensure steady income is to get clients on a recurring schedule. If a caller wants a tight fade, explain that it looks best if maintained every two weeks. Offer a 'Monthly Maintenance' price where they prepay for two cuts at a slight discount. This locks the client into your shop and prevents them from going to a competitor. SkipCalls can even integrate with your CRM to help track these regular clients and keep your books full.

Key takeaway: Sell the frequency of the service to lock in long-term recurring revenue.

Step-by-Step Process

Professional Greeting

Answer with the shop name and your name. 'Thanks for calling Sharp Cuts, this is Mike. How can I help your hair look better today?'

Identify the Core Need

Listen to the service they want. If they ask for a 'cut,' clarify if they want a fade, a taper, or a long-style trim.

The First Upsell Bridge

Once the main service is set, ask: 'Since you're coming in for the fade, did you want to clean up the beard with a straight razor too?'

Product Mention

Mention a product that fits their style. 'I'll get you down for 2 PM. By the way, we have that high-shine gel you liked back in stock if you need a jar.'

Confirm and Close

Repeat the total service list and the time. This confirms the higher-value booking and ensures they show up ready to pay.

Pro Tips

1.Use the phrase 'Most of my regulars add the hot towel shave' to make the upsell feel like a standard choice.
2.If a client says they are in a rush, suggest a 5-minute 'Express Beard Line-up' instead of a full trim.
3.Mention your highest-priced service first so the mid-tier options feel like a bargain to the caller.
4.Keep a 'Product of the Month' near your phone so you remember to mention it during every booking.
5.Always ask 'Do we need to add a kids cut for your son today?' to double your booking in one call.

Frequently Asked Questions

How do I upsell without sounding like a used car salesman?

Focus on the benefit to the client. Instead of saying 'Do you want to spend more money?', ask 'Would you like to add a hot towel treatment to help you relax after work?'

What if the caller is in a hurry?

Keep it brief. Ask one quick question like, 'Do you want to add a beard trim to that, or just the haircut today?'

When is the best time to mention a price increase?

Always mention price changes during the booking call, not at the register, to avoid awkwardness and ensure the client feels respected.

How can I sell more retail over the phone?

Ask about their current styling routine. If they mention a problem like 'dry hair,' suggest a specific oil or cream you have in stock.

Stop Dropping Your Clippers to Answer the Phone

Every time you stop a fade to answer a call, you lose focus and time. Let SkipCalls handle your barbershop's bookings and upsells while you focus on the blade. Start your 14-day trial for just $19.99/month today.

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