The Barbershop Success Formula: Keep It Simple, Make More Money

By Dwight Hodge

Ever feel like running a barbershop— or working as a barber—shouldn’t be this complicated? The constant hustle, managing clients, figuring out pricing, trying to sell products, and keeping the shop busy can feel like a lot. But here’s the thing: success in this industry isn’t about doing more. It’s about doing the right things and doing them well.

You don’t need complex business strategies or fancy marketing gimmicks. You just need to focus on three key things:

Right pricing + Building Client Loyalty + Keeping Clients on Track = A Thriving Barbershop

Let’s break it down.

1. Right Pricing: Stop Underselling Yourself

3. Keeping Clients on Track: Helping Them Look Sharp, Always

One of the biggest differences between a barbershop that’s always busy and one that struggles? The busy shop has clients who know when to come back.

Too many barbers and shop owners set their prices based on what the local competition is charging or what they think clients will pay instead of what their service is actually worth. The result? Overworked, underpaid, and frustrated barbers.

The right price isn’t just about covering costs—it’s about making sure you’re earning enough to grow, invest in better tools, and avoid burnout while making good profit.

How to Price with Confidence:

• Know your worth. If your cuts are sharp and your service is solid, charge accordingly. Clients who value quality will pay for it.

• Look at your costs. Rent, equipment, utilities—these all go up over time, so your prices should too.

• Stop racing to the bottom. If the shop down the street charges peanuts, that’s their problem. Don’t devalue your work just to compete. If your clients are paying peanuts, you’re the monkey...

• Consider memberships. Offering a monthly membership (e.g., unlimited cuts or priority booking) creates predictable income and builds loyalty. If you price right, you don’t have to jam-pack your schedule to make ends meet. You can focus on quality service and actually enjoy your work.

2. Building Client Loyalty: It’s More Than Just a Haircut

Most barbers focus on getting new clients, but the real money is in keeping the ones you already have. A loyal client is worth way more than a one-time walk-in. They come back regularly, spend more on services and products, and bring their mates with them.

So, how do you turn a first-time client into a long-term one? How to Keep Clients Coming Back:

• Make it personal. Remember their name, their usual cut, and even small details about their life. A good barber isn’t just cutting hair—they’re building a relationship.

• Educate, don’t sell. Instead of pushing products, explain why a specific pomade or beard oil will make their style easier to manage. People buy from barbers they trust.

• Offer memberships or loyalty perks. Even a simple “every 5th cut gets a free beard trim” can make a difference.

• Stay in touch. A quick message—”Hey mate, your fade’s probably growing out by now. Would it be a crazy idea to book you in this week?”—keeps you top of mind.

Loyal clients are the backbone of a successful barbershop. Treat them well, and they’ll stick with you.

A lot of barbers rely on clients to book their next visit, but here’s the truth— most people don’t know when they need a cut. They just come in when their hair starts bugging them. By that point, they’ve already spent a few weeks looking messy.

You can fix that by telling them exactly when they should return to keep their style fresh.

How to Keep Clients on Schedule:

• Set the expectation. “This cut will look sharp for about three weeks— after that, it’ll start losing shape. Let’s get you back in before then.”

• Write it down. If they don’t want to book right away, hand them a card with their expected return date. A little reminder goes a long way.

• Use tech if possible. If your shop has a system, send an automated reminder: “Time to freshen up your cut!” Simple, effective, and keeps your chairs full.

You’re the expert—don’t wait for clients to decide when they need a cut. Guide them, and they’ll thank you for it.

Success in a Barbershop is Simpler Than You Think

You don’t need to work harder—you just need to work smarter. By following this simple formula:

Right Pricing: Charge what you’re worth, not what you think clients will pay. Building Client Loyalty: Give them a reason to come back, not just a good haircut.

Keeping Clients on Track: Guide them on when to return so they always look their best.

This isn’t rocket science. It’s about doing the basics really well, consistently. Stick to this formula, and your barbershop will be busy, profitable, and stress-free.

So, what’s the one thing you can simplify in your barbershop today?

Dwight Hodge is an experienced salon coach and mentor. His career spans over two decades as a business owner, company director and coach. He founded The Creative Leader, a leadership coaching practice that assists salon owners and independent stylists to propel their businesses to the next level. Dwight is a salon owner, a member of the International Coaching Federation (ICF), holds qualifications in Business and Personal Coaching, is a Master Coach of Neuro-Linguistic Programming (NLP), and holds a Bachelor of Fine Arts (Sculpture) from the Victorian Collage of the Arts (VCA) dwight@dwighthodge.com