You’re competition is Not other tan salons

Well, it’s not Just tan salons.

Women have just so many dollars to spend on …

  • Nails
  • Wax
  • Hair
  • Massage
  • Clothes
  • Spray tan

She has to decide:

Which one do I like the most? Which one gives me the best bang for my buck? Which one is reasonably priced? Which one is quick? Which one will get me a compliment?

The outer layer of a human’s skin sheds every 7 days – thanks Mother Nature.

So, the benefit of a spray tan cannot match the number of days provided by those other beauty options.

Better set the price for a spray tan appropriately if your salon is going to be the first choice for those beauty dollars.

If you’d like to discuss ideas to build a bigger and more profitable spray tan business – connect with your a Sunless, Inc. representative at 888-974-9977.

Check out 2 most popular posts:

Simplified (not lower) prices grow sales & sessions

1,022 salons grew spray sessions 28+%

Millennials – a management nightmare! Really?

What retailers offer the very best customer service and customer experience?

Disney
Chick-Fil-A
Apple stores
Chipotle

Those stores are stocked with Millennial workers.

How have they solved the … Millennial dilemma?

Mission:
They clearly, simply and repeatedly communicate how the retailer will make their customers day and life a little better. The retailer can’t save the world or change someone’s life but it can give a moment or two of unexpected delight. So, the mission doesn’t have to be fancy or high-minded, just real and doable.

Training:
The companies have a very defined process of do’s and don’ts to deliver the mission. They train their staff to act that way and then hold employees accountable and train/coach it every day, every shift. Wash, Rinse, Repeat!

Check out 2 most popular posts:

Simplified (not lower) prices grow sales & sessions

1,022 salons grew spray sessions 28+%

“No problem” — is a problem

According to customer service expert John DiJulius of the DeJulius Group the phrase/response “No Problem” should be banned.

What does John know?

Well, aside from his enormously successful customer service consulting business, he owns the John Roberts Salon chain in Cleveland, which is equally successful.

So, why is “No problem, or Not a problem” a problem. 

It usually follows when a customers says “Thank you” – when a customer has showed respect and courtesy to a staffer.

“No problem” is a ‘flip-response’ and does not properly demonstrate respect and courtesy. John coaches that it is better to match respect/courtesy with the same, such as: “You’re welcome, or My pleasure, or Certainly, or Absolutely”.

Check out 2 most popular posts:

Simplified (not lower) prices grow sales & sessions

1,022 salons grew spray sessions 28+%

 

3 x $25 — worth a lot more than — 1 x $45

The NFL (National Football League) is a huge business.

Ever go to an NFL game at a big stadium? Practically have to mortgage the house to pay for the outing.

What does that have to do with your salon?

In 2017, the Atlanta Falcons did what no other NFL team could – they increased DOLLAR sales dramatically … food/beverage +16%,  Jerseys/Hats/Gear +88%.

How?

The Falcons did the unthinkable, making a move every other NFL team thought was foolish.

They reduced prices to a more reasonable level. The new price wasn’t exactly ‘low’, but lower and ‘reasonable’ for the average customer. Lower/reasonable prices actually grew dollar sales – whodah thunk it?

So?

One of the top reasons spray tanners don’t tan more often is price … they feel $40+ for spray tan is just too much and EFT is not for them. They pay less for a manicure which lasts much longer.

If a ‘walk-in’ single session price is $15-$25, they’d be much more likely to tan more often.

3 x $25 —— or —— 1 x $45?

If you’d like to discuss ideas to build a bigger and more profitable spray tan business – connect with your a Sunless, Inc. representative at 888-974-9977.

Check out 2 most popular posts:

Simplified (not lower) prices grow sales & sessions

1,022 salons grew spray sessions 28+%

Make local Bloggers (and her followers) fall in love with spray tanning

Bloggers have lots of fans who follow their advise.

So, VersaSpa invited 50 bloggers to spray tan and then write about their experience – good, bad, in-between, anything they wanted to write – no strings. The bloggers lived all across USA.

Other than covering cost of the tan ($45 on average), they were not compensated. Mystic Tan had no previous dealings with the bloggers.

31 accepted the invitation.

The results – drum roll!!!!

They loved it – yes, loved it.

Most of the posts were ‘crazy’ similar

  • Never did it before
  • Was afraid I’d turn orange/Ross
  • Salon staffers were friendly and helpful
  • Anxious to get in booth
  • Spray experience was quick & really pleasant
  • Tan turned out great — much better than expected

What now for a local salon?

Find local bloggers who write about beauty, health, lifestyle, fashion, culture, society, entertainment.

Where? Local … Newspapers, TV stations, Colleges, High Schools, Chamber of Commerce.

Invite them to tan for Free (any & all options, don’t scrimp with bloggers, ask them to bring along 1-2 friends) and ask them to write about the experience – no string attached.

Once bloggers get hooked on the spray tan, they’ll keep mentioning it in other posts, and on social media.

If you’d like to discuss ideas to build a bigger and more profitable spray tan business – connect with your Sunless, Inc. representative at 888-974-9977.

Check out 2 most popular posts:

Simplified (not lower) prices grow sales & sessions

1,022 salons grew spray sessions 28+%

Free Spray Tan Day – it turns a lot of customers off

4 reasons why Customers get turned-off by “Free Tan Day”:

  1. “Free Isn’t Free”
  2. Free spray only includes lowest level tan, which does not provide enough color for many tanners
  3. The limitations of Free are not clearly communicated
  4. Staffers start up-selling when it’s supposed to be a ‘Free Tan’

Ideas to improve Free Spray Tan

  1. No fine print – be clear about what is being offered
  2. All tan/color levels included in free offer (from Light to Dark)
  3. Go easier on the Up-sell — lots people trying for 1st time,  or trying again after long lapse. Offer an easy to buy 2 or 3 tan package, rather than EFT.

Free spray tan days should create (new) raving fans, who brag about their tan and your salon to their friends – creating even more paying customers.

Make Free, Free … so this day will become your #1 driver of new customers.

If Free Spray Day is not driving the kind of results you planned, call your Sunless, Inc. representative for more ideas to win more new customers at 888-974-9977.

Check out 2 most popular posts:

Simplified (not lower) prices grow sales & sessions

1,022 salons grew spray sessions 28+%

Doing fewer spray sessions than your competition? Find out.

You can find out how many spray tan sessions your salon performs vs. other salons in your State and USA.

The chart below depicts actual data from the latest 12 months which shows that Salon ‘A’ performs 4.9 tan sessions per day on average, versus all other salons in South Carolina which perform 6.1, and all salons nationally at 5.8. So, Salon ‘A’ performs 24% LESS session on an average day than nearest competitors. Yikes!

A Sunless, Inc. representative can do the same calculation for your salon, and more importantly discuss ideas to build a bigger and more profitable spray tan business – call 888-974-9977.

FYI: Regarding data about a specific competitor – Your rep will not disclose specific data for another salon – only generalized data for the local market, state and nationally.

Check out 2 most popular posts:

Simplified (not lower) prices grow sales & sessions

1,022 salons grew spray sessions 28+%

Simplified (not lower) prices grow sales & sessions

Customers are often confused by all the spray tan options & prices, even when a salon staffer takes time to explain it. That complexity and confusion hurts sales.

Sunless, Inc. has case studies which show that simplified price for the tan and ‘additives’ increase the number of sessions and the revenue per session.

How does simplification work?

In most salons, over 12 months, the average revenue per spray session ranges from $12 to $19 (varies by market).

How is that determined?

    1. What were total number single spray tan sessions at your salon in 2017 (e.g. no deal, deal, free sessions): ____
    2. What were total Sales dollars from all single spray tan sessions at your salon in 2017: ____
    3. Divide # Sessions by Sales = Salon’s Average Revenue per Single Session: ____
    4. Make that your everyday price for a single spray session (no additives): ______
    5. Additive price: Keep it simple … Charge $3, or $4, or $5 for every additive: $_____
    6. EFT price? It’s already a great deal – don’t change

Believe it or not, the simplified approach makes it easier for the customer to understand the options and, more important, easier to say “Yes”.

So, press the EASY button to increase sessions and dollars per session.

If you’d like to discuss ideas to build a bigger and more profitable spray tan business – connect with your a Sunless, Inc. representative at 888-974-9977.

1,022 salons grew spray sessions 28+%

1,022 —  that’s a lot of salons
+28% — that’s a lot more sessions

What did they do?
First and foremost, the salon owner decided to make spray tanning a focal point of the business growth plan.

Then …
The most common activity was making the price of a single session more reasonable (3 x $25 is worth much, much more than 1 x $45).

The next most common activity was staffer training. Staffers became spray tanners and were much more persuasive salespeople.

3 x $25 = More Tanners, More Tans!

If you’d like to discuss ideas to build a bigger and more profitable spray tan business – connect with your VersaSpa representative at 888-974-9977.

 

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