How to sell more products to your Salon or Barber Shop clients?

For small businesses like salons and barbershops, generating additional revenue sources should be top of mind.

One simple way to add an additional revenue stream to your salon or barbershop is by selling products to your clients. 

These products could be anything from brushes and combs to shampoos/conditioners, at-home treatments, and skincare. Just make sure the products align with your brand values and are at a price point that would be suitable for your customers’ demographic profiles. 

In this article, we’ll examine a few different ways of selling products in the salon or barbershop. 

1. Use the products you sell 

2. Only sell and use products you enjoy

3. Apply product knowledge 

4. Consult with your clients 

Here are four ways to help your customers extend their salon and barbershop experience into their own hands by offering products available for sale after their appointments or through your website. 

Now, this doesn’t mean you should be using the products in your own hair, but by all means, if it helps you to sell the products, go for it! 

Using the products you sell in your barbershop or salon means to use them while the client is in the chair. If you have a superb product for ultra-curly hair and you use it during the appointment to create the desired result for the client, these products will sell themselves. 

Showing someone how a product will change their hair game for the better, will also change your salon or barbershop bottom line for the positive 😉

Just be sure to mention how to use the product (educate the client), and at the end of the appointment if they don’t ask about it, casually mention the product is available for sale. It helps if you’re an exclusive distributor and the product you’re selling isn’t available elsewhere. 



This one seems self-explanatory but that’s not always the case. Selling products in the salon is SO easy if you’re only selling and using products that you truly believe in and enjoy using.

Have you ever experienced a super awkward sales pitch where the salesperson didn’t really seem to care what they were talking about? That shouldn’t be you. You live and breathe hair, so let your products reflect that!

Only choose to sell and use products that can provide the salon experience for your customers at their home. This doesn’t mean they’ll leave you and become their own stylist. It just means you’ll be giving them a happy experience every time they use your products on their own. Positive associations for the win!

Again, it helps that if you seek out products that perform well and aren’t readily available elsewhere, to help set your salon apart. 



In addition to applying the product, be sure to apply your product knowledge! 

Brand reps for these salon-quality products are also equipped with education pieces on every item they’re selling, so take advantage of their knowledge and learn all about the products available for sale in your store. 

Passing this knowledge on to the consumer will help them when they are using the product, and they will feel they got more than they bargained for from their appointment. Selling products in the salon or barbershop should be an educational experience (not a “salesy” one). 

Ironically enough, this will help you sell much more than if you turned on the hard sell at the end of the appointment. 



Again, this might seem obvious to some but it’s SO important to consult with your clients before, during, and after the appointment. 

You can do this a number of ways, but the easiest is to ask how they would like to style their cut once it’s completed. If they want to wear their hair curly, use products that complement curls, and make it easy to style. They’ll be more likely to purchase the products if they’re easy to use, of course. 

Commenting on the weight, viscosity, ingredients and excellent smell of the products you’re using during the appointment is another easy way to create some positive associations between the client and the product. If they are educated and interested in how it works, they will buy! 

Finally, connecting with your customers after their appointment is another way to sell products in the salon or barbershop. Following up with a friendly email or text message saying “thanks” and offering a deal or showcasing the products they used during their appointment will likely remind them of the good experience. 

More positive associations and friendly reminders mean more sales in the end!



So, what we’ve learned is that selling products in the salon shouldn’t be a complicated experience. It should be pleasant, educational, consultative, and overall, quite a natural flow. 

Demonstrating the products in-use during the appointment is the only demo you should need, and explaining the “why” behind some of the products or tools being used can help change someone’s mind or “plant the seed” that it’s something they should own at home.

And, of course, if you want to increase the likelihood that your clients will buy your products, or buy them more frequently.... then you should sell them online.

This is one of the most significant ways you can increase the lifetime value of your clients, and is easy with our Salon & Barber Shop Apps.

We provide an easy to use shop feature, which allows you to upload the details of the products you sell. Your clients can then purchase those items through the app, using our safe & secure payment system.

If you'd like to learn more about selling your products online through an app, start your FREE trial here.