Building Your Sunless Profits

As spray tan technicians you want to make the most out of each spray tan sale. Whether you offer additional treatments (i.e. Anti-aging post treatment, drying powder finish, prep & moisture treatments, etc.) or selling retail sunless skincare, the more you can increase the per client transaction, the better your profit margin.

Perception = Price Value

Think about a “spa experience” and how they create an environment of luxury. You know that you are going to pay more for the service, but you are going to get all the extras you expect a spa to provide (i.e. robes, slippers, etc.). We can almost taste the cucumber water...  The same applies for sunless services.

Create The Appearance of Luxury

Even if you are a mobile technician, you want your clients to look at your service as if it were a spa experience.  We often hear that technicians will cut corners on certain supplies because it gives them a better profit margin.  Don’t.  If your service is perceived as cheap the client may not see the value in your treatment price.  Include all the extras but make sure to build the cost into the overall price.

Example 1: Rather than use towels for your client’s feet, include disposable strapless sandals as part of the service.  It will make the client’s experience nicer and your application around the feet easier.  Many disposable sandals are designed to be worn home from the session.  This is a better alternative to wearing shoes that can potentially smudge the feet.  Build the cost of the disposables into the price for the service.

Example 2: Rather than charge $5.00 for the drying powder treatment, add it to your spray tan cost and give it to everyone. The client will think they are receiving the luxury treatment. Plus now you can sell an additional treatment (i.e. prep and moisture or anti-aging treatment) which adds to your profit per service total.

Selling Skincare

As technicians we want our clients to take the best possible care for their tan (both pre and post tan) so that they get the longest wear.  However, by suggesting they purchase drug store brand products to care for their tan, you are leaving money on the table. Try offering retail products that support sunless tans (i.e. daily moisturizers, tan extenders, body washes, etc.). This allows you to increase your per client transaction.

You can only spray tan so many people in a single day. The key is to grow your business by maximizing your profit per client visit.  Don’t pitch the sales. Educate your client on why the services and products you offer are beneficial to them experiencing a longer lasting tan. Your clients won’t think twice about spending the money and they will love the flawless tan they receive.