Are You Selling the Experience… or Just the Tan?

By Kristin Jackson

Why the Best Salons Go Beyond Lamps

In today’s competitive tanning market, offering a great tan isn’t enough. Salon-goers can get a tan anywhere—but they choose your salon because of how you make them feel. So ask yourself:

👉 Are you selling a transformation… or just time in a tanning bed?

Here’s how top-performing salons turn every UV session into an unforgettable experience—and how you can too.

1. First Impressions Are Everything

The tanning experience starts before your customer even steps into a bed.

Is your front desk warm and welcoming?
A smile and a quick consultation go a long way.
Does your salon smell amazing?
Scent is a memory trigger. Make it part of your brand.
What does your waiting area say about you?
Comfortable seating, clean displays, music, and lighting create a “mood” that either invites or repels.

✨ Pro Tip: Consider a branded signature scent or a Spotify playlist that adds energy or relaxation depending on the vibe you want to create.

2. Staff Interactions Make (or Break) the Experience

Technology can’t replace human connection. Empower your team to elevate each customer interaction by:

Asking the right questions: “Are you tanning for an event or just maintaining your glow?”
Offering expert advice: Recommend lotions, upgrade beds, and tanning plans based on skin type and goals.
Using names and notes: CRM systems or even old-school index cards can help staff remember returning clients and personalize each visit.

🎯 Training Tip: Practice soft selling that sounds like education—not a pitch. For example:

“This lotion has a little shimmer in it—perfect if you’re tanning before that wedding this weekend!”

3. Curate the Entire Environment

Your beds and lamps are important—but so is everything around them. Create a consistent, sensory experience by upgrading:

Lighting: Soft, flattering light in prep and post-tan areas
Music: Energetic playlists or chill vibes, depending on the time of day
Extras: Cold towels, face mists, lip balm samples—small touches = big impact

💡 Upscale doesn’t mean expensive—it means thoughtful.

4. Personalization is the Secret Sauce

Think beyond memberships and session packages. Use client profiles to personalize:

Tanning recommendations
Lotion preferences
Timing between visits
Special offers on birthdays or events

📝 Example:

“Hey Megan! We saw you loved the bronzer you tried last time. Want to try our new limited-edition formula with niacinamide?”

This kind of attention makes customers feel seen—and builds fierce loyalty.

5. Sell Confidence, Not Just Color

At the heart of every tanning visit is someone who wants to feel better about how they look. Your job? Help them walk out feeling unstoppable.

Celebrate glow-ups
Compliment progress
Reinforce self-care, not vanity

❤️ When you focus on how they feel—not just how they look—you create lifelong clients, not one-time tanners.

Final Glow-Up Thoughts

UV tanning is just one piece of what you offer. Elevate your business by delivering an experience from start to finish.
Your salon isn’t just where people get tan. It’s where they recharge, feel seen, and leave with a little more swagger.

✨ Ready to take your service to the next level? Start with a simple question:

“What do our clients feel when they walk in—and what do they feel when they walk out?”