How to Sell Retail in a Tanning Salon

Sales can feel hard, particularly in a salon where your customers are usually coming in for one service. However, if you can learn the trick to it, selling retail is an amazing way to boost business and help problem solve for your clients. The perfect place to make these sales is in the spray-tan room! your clients can often feel naked and nervous, but this is an ideal time to build rapport with your client and sell them products in an authentic way. We have the perfect five step process to making sales in the tanning room, and keeping your clients returning for more!

Small talk

While spraying a client it is always important to build a relationship and make a lasting impression. Just like everything in life, we are much more likely to gravitate towards someone that is friendly and engaging, so make sure to ask plenty of questions.

During this time ask your client questions such as, what are your plans for the weekend, do you fake tan at home, do you have any trips planned, etc. These little bits of information are natural paths to selling your products.

Problem-solving

The next phase of our method involves using all the information you have learned and figuring out how you can problem solve for your customer. The most authentic sales come when the seller offers a solution to an issue the client has, rather than suggesting a product that may have no relevance to them. For example, If your client has events two weekend in a row you can suggest an Exfoliator to help buff away the tan, in between weekends. Travelling customers are also great to sell to, as you can recommend a Gradual Tan to extend their spray-tan over the length of their trip or let them know about any travel sized products you might stock.

If you notice their skin is a little dry on certain areas, you can advise them about Creme De la Creme moisturiser. The possibilities are endless, as long as you listen carefully to your customer and make sure you are thinking of what would best suit them. There is no use selling them a product they don’t need, this will make you appear in-genuine, and lessen your chances of a repeat customer.  

Retail

Once you bring up a product the client will usually ask about it, which gives you the opportunity to show them how well you know the product, and why it would be perfect for them. List off the key features, talk naturally, and be sure to ask relevant questions to discern what product would be ideal for them. For example, if you were talking about a tanning product, find out what their skin type is, how often they tan or how dark they like to go. These questions enable you to figure out what product would work best for them. If you choose wisely your customer will value your opinion and will be more receptive to trying other products you suggest next time they come for an appointment.

Discuss

Once the clients spray-tan is over, if you have followed the previous steps, you are in the perfect position to make a sale! Once your client leaves the spray-tan room, lead them to the counter and show them the products that you had discussed. Let them test, smell and feel the product. If you spoke about your retail earnestly and with consideration of their needs, they will, likely, follow through with a purchase.

 

Follow up

One often ignored, but vitally important, part of sales is the follow-up. Next time your client comes in remember to ask them how they liked the product. Not only does this provide you valuable feedback on your retail, but it shows the customer that you care and value them as a part of your business. We would suggest keeping notes of what clients purchased on their card, or on your scheduling app. Once they come in you will be able to give suggestions on other products based on what they did or didn’t like about the one they purchased last time.

Follow these tips and not only will your retail fly off the shelves, but you will build stronger relationships with your customers. There is nothing wrong with making sales, so long as you put them first.  

Our Guide to Glow!

The word of the moment in the beauty world is GLOW! Everyone wants to have that natural radiance that’s all over Instagram. We have some hot tips on how to get that ‘I just got back from the Maldives’ glow!

 

– Beautiful skin starts from within- so drink plenty of water!

– Make sure to moisturise after every shower and before and after tanning. Our Crème de la crème is made of Shea Butter that will leave your skin super hydrated.

– Use our Body Exfoliator to gently buff away your dead skin. This will make your complexion appear brighter and will prepare you to apply your tan.

– At least 12 hours after exfoliating choose a self-tan product and apply, but don’t forget to moisturise after to lock in your tan!

– You can also use a gradual tanner to give your skin a natural sun-kissed look all year round.

– One of our favourite product for creating beautiful dewy skin is our instant tan. It contains Mica, which is a natural material that gives off an iridescent shimmer. You can apply it all over your body!

– For a subtle look, apply the instant tan to; the tops of your cheekbones, under your brow ridge, along your cupid’s bow, on your collarbones and your shoulders. This will highlight your features and is a fun way to add some subtle glamour.

– Chuck on some lip balm to top it all off.

 

A little luminosity is an easy way to make you feel better about yourself, and these tips will work for any woman, any skin tone. Let us know in the comments If you have any of your own tips!