Gray coverage clients are your major moneymakers, but there’s an untapped market—the guys! Floyd’s 99 Barbershop handles a LOT of gray coverage on men in their 100+ locations, so we went right to Technical Education Director Patrick Butler for his best tips.

1. Get Him To Open Up

The convo about haircolor doesn’t have to be awkward. Start by saying, “I can make you look 10 years younger in 10 minutes,” Patrick suggests. “This catches their attention. I then talk about how I can ‘blend’ the gray away so it’s not noticeable, or I can make it…