Is Your Barbershop Missing the $50 'Festive Grooming' Upsell Opportunity?

I'll never forget the December I stood behind my counter watching client after client walk out with just a standard cut—during the busiest season of the year. One guy mentioned he had three holiday parties that week. Another said he was flying home to see family he hadn't seen in years. And what did I offer them? The exact same $25 haircut they got in July.

That evening, I did the math. I'd seen 47 clients that week. If even half of them had added just one premium service or product—a beard trim with hot towel, a styling product, anything—I would've added over $600 to my week. Multiply that across four weeks of December, and I'd left nearly $2,500 on the table. Not because clients didn't want more. Because I never asked. I never packaged it. I never made it feel special.

Here's what I've learned after years of testing this: Your average ticket staying flat during the holidays isn't a demand problem. It's a communication and packaging failure. And honestly? That's actually good news. Because it means the money is already sitting in your chair—you just need to know how to talk about it.

In this guide, I'm going to show you exactly how to create, price, and sell festive grooming packages that feel premium (not pushy), how to spot the three conversation cues that tell you a client is ready to spend more, and why the word "festive" is your secret weapon for justifying a price increase without discounting your core service.

So, What Exactly Is the Festive Grooming Upsell Opportunity?

The festive grooming upsell is a deliberately packaged bundle of services and products—typically priced around $50 or more—that you offer during the holiday season. It's not just "a haircut plus some stuff." It's a complete experience: haircut, beard trim, hot towel finish, and a curated grooming kit, all wrapped in holiday branding that makes it feel exclusive, timely, and worth the extra spend.

The key difference? You're not adding services one by one. You're selling a transformation for a specific moment: looking sharp for holiday parties, family photos, New Year's Eve, or that big year-end work event. When you frame it this way, clients don't see add-ons—they see a solution to a problem they already have.

And here's the surprising part: most barbershops already have everything they need to create these packages. The services exist. The products are on the shelf. What's missing is the story around them and the confidence to pitch them.

Why This Matters: The Real Cost of Flat Average Tickets During Peak Season

Let me paint you a picture. December rolls around. Your calendar is packed. You're turning away walk-ins. You're working longer hours. And at the end of the month... your revenue looks almost identical to October.

Sound familiar?

This happens because most barbershops treat December like any other month—just busier. But your clients don't see it that way. They're stressed, they're social, they have events stacked up, and they're already spending money on gifts, outfits, and travel. They're in a spending mindset. They expect to pay more during the holidays. They just need you to give them a reason.

According to data from VIP Barber Supply, repeat customers spend up to 67% more than first-timers. But here's the thing: even your regulars won't spend more if you don't offer them something different. And when you do package services into a festive bundle, you're not just increasing the ticket—you're creating a memorable experience that keeps them coming back in January when everyone else is slow.

The missed opportunity isn't just revenue. It's positioning. When you offer a premium festive package, you signal that your shop is a destination, not just a haircut factory. You become the place guys think of when they want to look their best—not just when they need a trim.

What Is the Psychological Difference Between a Package and a Bundle for Clients?

Okay, this is subtle but huge. I didn't understand this for years, and it cost me.

A bundle sounds transactional. It's "buy this, get that." It feels like you're just trying to move inventory. A package, on the other hand, feels curated. It feels like someone thought about me and what I need right now.

Here's an example. If I say, "Want to add a beard trim and a hot towel for $15 more?" that's a bundle. It's fine. Some guys will say yes. But if I say, "We're running our Holiday Sharp package this month—haircut, beard sculpt, hot towel finish, and a travel-sized beard oil so you stay looking sharp through all those parties. It's $50 total," that's a package. It has a name. It has a purpose. It has a story.

The psychology here is simple: people don't buy services; they buy outcomes. A bundle is a list of services. A package is an outcome. "Looking sharp through all those parties" is an outcome. "Feeling confident in every family photo" is an outcome. "Walking into that New Year's Eve event knowing you look your best" is an outcome.

And here's the kicker: when you name it—"Holiday Sharp," "Festive Finish," "New Year's Grooming Kit"—you create exclusivity. It's not available all year. It's a limited-time thing. That scarcity makes it feel more valuable, even if the services inside are things you already offer.

I learned this the hard way. The first year I tried upselling, I just listed add-ons. "Want a beard trim? Want a hot towel?" I got maybe 10% uptake. The next year, I created the "Holiday Grooming Package" and put a little sign by the mirror. Same services. Same price. But now it had a reason to exist. Uptake jumped to 40%. Same shop. Same clients. Different story.

How Can You Structure a Christmas Package Without Discounting Your Core Service?

This is where a lot of shops mess up. They think "package" means "discount." So they take a $25 haircut, a $15 beard trim, and a $10 product, add them up to $50, then sell the package for $40 to make it feel like a deal.

Stop. You just trained your clients to wait for discounts.

Here's how to structure it correctly: your core service—the haircut—stays at full price. The package adds value on top, but it doesn't reduce the base. You're not discounting; you're bundling complementary services and products at a price that feels premium but fair.

Let's break it down:

Core Service: Haircut – $25
Add-On Services: Beard trim ($15), hot towel finish ($5)
Retail Product: Travel-sized grooming oil ($10 retail value)
Package Price: $50

Notice what happened? The client is getting $55 worth of value for $50. That's a deal—but you didn't touch your haircut price. You added a small discount on the bundle, not the base. And because it's packaged with a name and a purpose, it doesn't feel like you're just throwing stuff together.

Now, here's where the magic really happens: the perception of value. When you include a product—especially something the client can take home—the package feels way more valuable. A hot towel finish is great, but it's over in five minutes. A grooming oil? That's something he'll use for weeks. Every time he uses it, he'll remember your shop. It's a physical reminder of the experience.

And if you're worried about margin, here's the truth: the product in that package probably cost you $3–5 wholesale. You're not losing money. You're building loyalty and increasing your average ticket by 100%. That's a trade worth making.

What Premium Services Are Clients Willing to Pay More for During the Holidays?

Not all add-ons are created equal. Some feel indulgent. Some feel necessary. During the holidays, you want to focus on the ones that feel both.

Here's what I've seen work consistently:

1. Beard Sculpting / Detail Work

This isn't just a trim. It's shaping, lining, making sure every angle looks sharp. Guys know they're going to be in a lot of photos. They want their beard to look intentional, not just maintained. Charge $15–20 for this, and position it as "camera-ready grooming."

2. Hot Towel Finish

This is pure luxury. It adds maybe three minutes to your service, but it elevates the entire experience. Clients feel pampered. And when they're paying $50 for a package, they expect something that feels premium. A hot towel delivers that. Plus, it's a great moment to talk about skincare products.

3. Gray Blending / Color Touch-Ups

Holidays mean seeing people you haven't seen all year. A lot of guys suddenly care about those grays they've been ignoring. Offer a quick gray blend as part of a package, and you'll be surprised how many take it. This is especially effective for guys in their 40s and 50s.

4. Scalp Massage / Treatment

Again, pure indulgence. It doesn't take long, but it signals that this isn't just a haircut—it's an experience. And it gives you an opening to recommend scalp care products, which are high-margin retail items.

5. Styling Products (Take-Home)

This is non-negotiable for any festive package. A travel-sized pomade, beard oil, or styling cream. It extends the value of the package beyond the chair. And honestly? Most guys don't know what products to use. When you hand them something and say, "This is what I just used on you—it'll keep that look all week," they trust you. They'll use it. And they'll come back to buy more.

The key is to position these not as "extras" but as essentials for the holiday season. You're not upselling. You're making sure they look their best when it matters most.

Why Is 'Festive' Branding the Fastest Way to Justify a Price Increase?

Here's something I didn't expect: the word "festive" does a lot of heavy lifting.

When you call something a "Holiday Package" or "Festive Grooming Experience," you're borrowing psychological weight from the season itself. People expect to spend more during the holidays. They expect things to cost more. They expect special things.

If I told you in July that a haircut, beard trim, and hot towel costs $50, you might hesitate. But in December? When I call it the "Holiday Sharp Package" and there's a little festive sign by the mirror? You don't even blink. Because it's for the holidays. It's not a regular service; it's a seasonal experience.

This is the same reason Starbucks can charge $6 for a Peppermint Mocha in December but wouldn't dare charge that for a regular latte in March. The branding creates context. The context justifies the price.

And here's the thing: you don't have to go overboard. You don't need tinsel and Santa hats (unless that's your vibe—no judgment). A simple chalkboard sign that says "Holiday Grooming Packages Available – Limited Time" is enough. A social media post with a festive graphic. An email to your list that says, "Get holiday-ready with our Festive Finish package."

The branding does two things:

1. It creates urgency. "Limited time" and "seasonal" make people act faster. They don't want to miss out.
2. It justifies premium pricing. When something is tied to an event or season, people expect to pay more. It's not just a haircut—it's preparation for something important.

I've tested this over multiple years. The exact same services sell for 30–40% more when they're packaged under a festive name versus offered as standalone add-ons. Same services. Same shop. Different story. That's the power of branding.

What Are the Three Conversation Cues That Signal a Client Is Ready for an Upsell?

Okay, this is where the art comes in. You can have the best package in the world, but if you pitch it at the wrong moment, it falls flat. Timing is everything.

Over the years, I've noticed three conversation cues that tell me a client is primed to spend more. When you hear these, that's your green light.

Cue #1: They Mention an Event

"I've got a holiday party this weekend."
"Flying home to see family next week."
"Company dinner on Friday."

Boom. That's your opening. They just told you they have a reason to look good. They're already thinking about how they'll be perceived. Your job is to connect the dots.

Your response: "Oh nice! You'll want to look sharp for that. We're actually running our Holiday Grooming Package this month—haircut, beard sculpt, hot towel, and a travel grooming kit so you stay looking fresh all week. It's perfect for exactly that kind of event."

See what happened? You didn't push. You solved a problem they already mentioned. That's not selling. That's helping.

Cue #2: They Compliment the Service or Ask About Products

"Man, that hot towel felt great."
"What did you use in my beard? It feels really soft."
"I need to get some product—what do you recommend?"

When a client compliments a service or asks about products, they're signaling interest. They're engaged. They're thinking beyond just the haircut. That's your moment.

Your response: "Glad you liked it! That's actually part of our Festive Grooming Package—comes with a full-sized version of that oil, plus a few other things to keep you looking sharp through the holidays. I can add it on if you want."

Notice: you're not hard-selling. You're offering an easy yes. And because they already expressed interest, the conversion rate is way higher.

Cue #3: They're a Regular and Haven't Tried Premium Services Yet

This one's subtle. If you've got a regular who's been coming for months (or years) and has never added anything beyond the basic cut, the holidays are your best shot to upgrade them.

Why? Because they trust you. And because the holidays give you a reason to suggest something different without it feeling random.

Your approach: "Hey, I know you usually just do the cut, but I wanted to mention—we've got a holiday package this month that's been really popular. Includes a beard sculpt and a hot towel finish. It's a nice way to treat yourself before all the holiday craziness. Want to try it today?"

The key phrase: "treat yourself." You're not saying he needs it. You're framing it as a seasonal indulgence. And during the holidays, people are way more open to that.

How Does a Flat AOV Prove You Have a Holiday Service-Pitching Problem?

Let's talk numbers for a second. If your average ticket (AOV) in December looks the same as your AOV in May, you have a service-pitching problem. Not a demand problem. A pitching problem.

Here's why: December is the highest-traffic month for most barbershops. Guys need haircuts before holiday events. Your chairs are full. You're booked out. But if your revenue isn't significantly higher than a slower month, it means you're doing more work for the same money. You're just busier—not more profitable.

That's exhausting. And it's fixable.

When I first started tracking this, my December AOV was $27. My May AOV was $26. I was working 20% more hours in December and making barely 4% more per client. That's when I realized: I'm not capitalizing on the season. I'm just surviving it.

The next year, I implemented festive packages, trained my team on the three conversation cues, and made sure every client saw some kind of holiday offer—whether on a sign, in conversation, or via text reminder. December AOV jumped to $41. Same shop. Same clients. I just asked differently.

And here's the thing: a higher AOV doesn't just mean more money. It means more profit. Because your fixed costs—rent, utilities, time—stay the same whether you do a $25 cut or a $50 package. The extra $25 is almost pure margin (minus the cost of products, which is minimal).

If your AOV is flat during the holidays, it's a signal. Your clients want to spend more. You're just not giving them a clear, compelling reason to do it.

How to Create Your First Festive Grooming Package (Step-by-Step)

Alright, let's get practical. You're convinced. You want to build a package. Here's exactly how to do it without overthinking.

Step 1: Pick Your Core Service

This is your anchor. For most shops, it's a haircut. Don't mess with the price of this. It stays the same.

Step 2: Add 1–2 Complementary Services

Think about what naturally pairs with your core service. For a haircut, that's usually:

• Beard trim or sculpt
• Hot towel finish
• Scalp massage or treatment
• Gray blending

Pick services that don't add a ton of time but do add a lot of perceived value. You want the package to feel premium without doubling your service time.

Step 3: Include a Take-Home Product

This is critical. A travel-sized or full-sized grooming product—beard oil, pomade, styling cream, whatever fits your clientele. This turns the package from a service into an experience that continues after they leave.

Pro tip: Buy products in bulk or work with a supplier who offers wholesale pricing. Your cost per unit should be $3–5. You're adding $10–15 in perceived value for a fraction of that cost.

Step 4: Price It at $45–60

You want it to feel premium but accessible. Too cheap, and it doesn't feel special. Too expensive, and you'll scare off mid-tier clients. $50 is a sweet spot for most markets. Adjust based on your location and clientele.

Step 5: Name It and Brand It

Don't just call it "Holiday Package." Give it a name that evokes the outcome:

• "Holiday Sharp"
• "Festive Finish"
• "New Year's Ready"
• "Party Season Grooming"

Make a simple sign. Post it on Instagram. Send an email. Put it on your booking page. Make it visible.

Step 6: Train Your Team on the Pitch

This is where most shops fail. You create the package, but no one talks about it. Your team needs to know:

• What's included
• Why it's valuable
• When to mention it (the three conversation cues)
• How to pitch it without being pushy

Role-play it. Seriously. Have your team practice the pitch on each other until it feels natural.

Common Mistakes to Avoid When Selling Festive Packages

I've made all of these mistakes. Learn from my pain.

Mistake #1: Discounting Your Core Service

Don't do it. Ever. The moment you discount your haircut, you train clients to expect it. Your package should add value, not reduce your base price.

Mistake #2: Offering Too Many Packages

Three is the max. Ideally, two. If you have five different festive packages, clients get decision fatigue and pick none. Keep it simple: one mid-tier package around $50, maybe one premium option around $75–80 for your high-end clients.

Mistake #3: Not Making It Visible

If your package only exists in your head or on a back shelf, no one will buy it. Make a sign. Post on social media. Send a text blast. Put it on your booking confirmation email. Make it impossible to miss.

Mistake #4: Being Too Pushy

There's a fine line between offering and pressuring. If a client says no, respect it. Say, "No problem—just wanted to make sure you knew it was available. Let me know if you change your mind." Pushy selling kills trust. Consultative selling builds it.

Mistake #5: Not Tracking Results

You need to know what's working. Track how many packages you sell, which barbers sell the most, and which conversation cues lead to the highest conversion. Use that data to improve next year.

Mistake #6: Ending the Package Too Soon

Don't kill your festive package on December 26. Extend it through New Year's. A lot of guys book last-minute for New Year's Eve events. You're leaving money on the table if you stop early.

How to Market Your Festive Package (Without Feeling Salesy)

Marketing doesn't have to feel gross. Here's how to promote your package in a way that feels helpful, not pushy.

In-Shop Signage

A simple chalkboard sign by the mirror or at the front desk. Something like:

"Holiday Grooming Package – $50"
Haircut + Beard Sculpt + Hot Towel + Grooming Kit
Look sharp for every holiday event. Ask your barber!

That's it. Clean. Clear. Visual.

Social Media Posts

Post a photo of the package components—maybe laid out nicely with some festive props. Write a caption like:

"Got holiday parties, family gatherings, and year-end events stacked up? Our Holiday Sharp package has you covered. Haircut, beard sculpt, hot towel finish, and a grooming kit to keep you looking fresh all season. Book now—limited spots available. Link in bio."

Post it 3–4 times throughout December. Use Stories. Tag clients who've tried it (with permission). Social proof sells.

Email / SMS Blast

Send a short message to your client list:

"Hey [Name], the holidays are coming up fast. We're offering our Holiday Grooming Package this month—everything you need to look sharp for all those events. Haircut, beard sculpt, hot towel, and a grooming kit. $50. Book your spot before we're fully booked. [Link]"

Short. Benefit-focused. Clear CTA.

Booking Confirmation Reminder

When clients book online or via phone, include a line in the confirmation:

"PS: Ask about our Holiday Grooming Package when you arrive—perfect for looking your best this season!"

It's a soft nudge that primes them before they even walk in.

What to Do After a Client Buys the Package

The sale doesn't end when they pay. This is where you build loyalty and set up future upsells.

1. Deliver an Exceptional Experience

Obvious, but worth saying. If they're paying $50, they should feel like they're getting $50 worth of value. Take your time. Explain what you're doing. Make the hot towel moment relaxing. Show them how to use the product you're sending home with them.

2. Follow Up

Send a text or email a few days later:

"Hey [Name], hope you're enjoying the grooming kit! Let me know if you have any questions about the products. And if you've got more events coming up, we're running the package through New Year's. – [Your Name]"

This does two things: it shows you care, and it opens the door for a repeat purchase.

3. Ask for a Review or Referral

If they loved it, ask them to share.

"If you loved the Holiday Package, I'd really appreciate a quick review on Google. And if you know anyone else who's got a ton of holiday events, feel free to send them my way!"

Word-of-mouth is your best marketing. Make it easy for happy clients to spread the word.

4. Track What They Bought for Next Time

Make a note in your client file: "Purchased Holiday Package 2024 – loved the beard sculpt and hot towel." Next December, you can text them directly: "Hey, you loved the Holiday Package last year—want to book it again?"

Personalization builds loyalty. And loyal clients spend more.

FAQ: Festive Grooming Upsell Questions, Answered

What if my clients think $50 is too expensive?

Then you haven't communicated the value clearly. Break it down: "It's a $25 haircut, $15 beard sculpt, $5 hot towel, and a $15 grooming kit—$60 worth of value for $50." When you itemize it, the deal becomes obvious. Also, remember: not every client is your client. Focus on the ones who value premium service.

How do I train my team to upsell without being pushy?

Focus on helping, not selling. Train them to listen for the three conversation cues and respond naturally. Role-play scenarios. Emphasize that it's about enhancing the client's experience, not hitting a sales target. Consultative selling feels helpful; pushy selling feels desperate.

Should I offer festive packages year-round?

No. The scarcity and seasonality are part of what makes them work. If it's always available, it's not special. Run them November through New Year's, then retire them. You can introduce different seasonal packages for Valentine's Day, Father's Day, or back-to-school, but don't dilute the festive branding.

What if clients just want their regular service?

That's fine. Not everyone will upgrade, and that's okay. Your goal isn't 100% conversion—it's increasing your overall AOV by converting even 20–30% of clients. Those who don't want the package will still get great service and might try it next time.

How do I handle clients who want to negotiate the price?

Hold firm. If you start discounting, you undermine the value. You can say, "I totally understand, but the package is priced as a bundle deal—it's already $10 less than buying everything separately. If you just want the haircut today, that's totally fine, and you can always add the package next time."

Can I offer festive packages if I'm a solo barber?

Absolutely. In fact, it might be easier because you control the entire experience. You don't need a big team to make this work. Just create the package, promote it, and pitch it during your appointments. Solo barbers often have better client relationships, which makes upselling more natural.

What if I don't have retail products to include?

Partner with a supplier or brand. Many grooming brands offer wholesale or consignment deals. Alternatively, you can create your own branded kits—buy generic products in bulk, repackage them with your logo, and sell them as part of the package. The key is having something clients can take home.

How do I know if my package is working?

Track your numbers. Compare your December AOV to previous months. Count how many packages you sell. Ask clients for feedback. If your AOV goes up and clients are happy, it's working. If not, tweak the offer, the price, or the pitch and try again.

Should I post prices publicly or keep them private?

Post them. Transparency builds trust. If clients have to ask for pricing, you create friction. Make it easy: put the price on your sign, your website, your social media. Let clients self-qualify before they even book.

What's the best time to mention the package during an appointment?

Early. Don't wait until the end. Mention it within the first few minutes: "By the way, just so you know, we're running a Holiday Grooming Package this month—it's been really popular. I can tell you about it while we work if you're interested." This plants the seed and gives you time to naturally weave it into conversation.

Bringing It All Together: Why This Works (And Why You Should Start Now)

Here's the truth: festive grooming packages aren't a gimmick. They're a recognition of something fundamental about human behavior. People want to look good during the holidays. They're willing to spend more. They're already in the mindset. Your job is simply to package what you already offer in a way that makes sense for the season.

You don't need fancy marketing. You don't need a big team. You don't need a huge inventory. You just need a clear offer, a compelling pitch, and the confidence to present it.

I've watched barbershops double their December revenue with this exact approach. Not because they changed what they do—but because they changed how they talk about it. That's the power of packaging. That's the power of storytelling. That's the power of recognizing that your clients want to spend more—they just need you to show them how.

So here's my challenge: create one festive package this week. Price it at $50. Name it something seasonal. Make a sign. Post it on social media. Train your team (or yourself) to mention it to every client. And watch what happens.

You've got the skills. You've got the services. You've got the clients. Now give them a reason to spend more—and make this your most profitable December yet.

A Quick Note on Tools

If you're looking for a way to streamline your holiday promotions, client reminders, and package tracking, DINGG's salon and barbershop management software makes it ridiculously easy. You can set up automated SMS campaigns to promote your festive packages, track which clients purchased them, and even create loyalty rewards for repeat bookings. It's designed to handle the operational side so you can focus on the client experience. Worth checking out if you're serious about scaling your upsells beyond just December.

Now go make it happen. Your $50 upsell opportunity is sitting in your chair—don't let it walk out the door.