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.  

 How to Maintain a Spray Tanning Service During Cooler Months

Every year, around this time, we are inundated with emails from salons asking how they can keep business coming in over the colder months. So, if things are getting a little slow in the salon, don’t worry, you aren’t alone!

So, to help keep our Naked Tan goddesses busy, we thought we would make a little list of our 5 top tips and tricks…

  1. Loyalty cards:

Loyalty cards are a fun way to give back to your clients, while bringing business in. You can even purchase Naked Tan loyalty cards directly through us! The cards we sell offer your client their 6th tan free. It’s a great incentive for your client to return and make spray-tanning a part of the regular beauty regime.

  1. Offer discounts:

Any discount is a good discount! Taking even $5 off the price of your spray tans is a wonderful way to maintain work over winter. A popular strategy is to advertise this deal on social media, then state that to receive the deal customers should mention it when booking. That way you can see which customers you have brought in because of the discount!

  1. BFF- Best Fake (tan) Friend:

We love female friendships, so let’s reward them! If your client brings in a friend, they get 10% off their spray tans. You can pick the discount percent based on your salon pricing, but we have seen this deal offered in a variety of different ways. Some salons have a flash ‘buy one get one free’ Spray tan sale, or 5% off each. This is also an amazing way to broaden your clientele, by having your clients bring in customers that may not have used your services before.

 

  1. Speaking of best friends, social media is yours!

We all know that social media is taking over the business world, and chance are if you are reading this you probably have your salon set up online. If you aren’t already on it, we highly recommend creating an Instagram, particularly if you are looking for a younger clientele. This social media platform is an amazing way to showcase your salons unique style and come up with a fun aesthetic that will bring in customers. On Instagram and Facebook, you can also advertise all your deals, and show off your amazing spray tan skills (before and afters are always popular). The benefit of Instagram is it is easier to build a following than on Facebook, and you can tag any great client pics to broaden your reach.

 

  1. Collab!

Try reaching out to other businesses for collaborations, such as event or wedding planners, broadcasting networks etc. Companies that operate in the limelight all year are amazing to work with. Try contacting a local news station, or an events company and offer them a great deal on spray tans. This little tip is one people don’t take advantage of enough, and it is an incredibly effective way to ensure business year-round.

 

Well that’s that ladies and gents, our main tips on how to keep you busy through the cold months. Test out a variety of these tips to work out which is most effective for your salon. If you need any help we are always here, and if you have any ideas leave a comment below!

 

 

Our Ultimate Tanning Routine

Holiday season is upon on us, and that means lots of fake tanning! So we’ve created the perfect tanning routine that will turn you into a pro in no time. We want you feeling like the natural beauty you are!

 

 

 

 

 

Preparation: 12-24 hours before you plan to tan

Like a house needs a good foundation, so does a fake tan! it’s a personal choice whether you want to shave or not, but a tan does apply a little easier onto smooth skin. Next step, jump in a hot shower (this will open your pores) and use an Exfoliator Mitt and Body Exfoliator scrub to slough away that dead skin. Be careful if you have sensitive skin, you don’t want to be too rough and aggravate it.  A great product to use now is our Body Cleanser, it will make your skin super soft and the aloe vera will soothe any redness caused by exfoliating.

Now hop out of the shower and lather yourself in moisturiser- we recommend the crème de la crème! Your skin will drink it all up, leaving you feeling soft as silk.

We recommend doing all of this 12-24 hours before you plan on tanning, so that your pores are closed and your moisturiser has sunk in. If you don’t have 12 hours, give it at least 1-2 after showering to tan. As well as this, after you have exfoliated, turn on the cold water for a minute to close all your pores up again.

 

 

 

 

Application: At least a day before your event

Get out your Tanning mitt and get in front of a mirror! First things first, apply some creme de la creme to your dry areas; elbows, knees and hands. By doing this you will stop the tan caking into the skin and appearing dark on these spots. Next, apply an even layer of the Goddess Bronzing Mousse all over your body in circular motions, to ensure a streak free finish. Check in the mirror that you haven’t missed any spots! Then wait until your skin feels dry to touch and put your clothes back on.

Leave it on for 2-4 hours before washing it off, the longer you leave it the darker you will go. So, if you have fair skin naturally and want a more subtle look, stick to the 2 hour mark. Once you have washed it off, pat yourself dry with a towel and then your tan will begin to develop, it will reach its peak in about 6 hours.

 

 

 

 

 

Maintenance

Now that your tan is all washed off and your feeling fabulous, don’t race out the door! You should moisturise once you’ve hopped out of the shower, and then keep up this moisturising everyday to prolong the life of your tan. Drinking plenty of water and not swimming or exercising strenuously will also help keep your tan for longer!  Our gradual tanner can also be used everyday to deepen the colour.

 

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All Done Babe!