How to Sell SPF in Your Salon Like a Pro

By Kristin Jackson

Protect skin. Build trust. Boost retail.

You’re already the go-to expert when it comes to glowing skin, but if your salon isn’t confidently selling SPF, you’re leaving money on the table and missing a key opportunity to build client trust.

The good news? Selling SPF doesn’t require a hard pitch. It just takes a little know-how, a shift in mindset, and some strategic conversations with your clients. Let’s break it down.

Why SPF Belongs in Your Salon Retail

We know—tanning and sunscreen sound like opposites. But here’s the truth: the right SPF is part of a smart, safe tanning strategy. Your clients trust you with their skin health, and SPF is an easy way to show that you care beyond the bulbs.

Selling SPF also:

Boosts retail revenue during UV and sunless season
Positions your salon as skin- and wellness-focused
Increases client loyalty with thoughtful aftercare recommendations

Understand the Psychology: Why Clients Skip SPF

Here’s why some tanners don’t buy SPF unless it’s recommended:

They think it “blocks their tan” (hint: you can bust this myth)
They buy whatever’s cheap at the drugstore
They’re not educated on reapplication or ingredients
No one’s explained why salon-grade SPF is different

This is your opening.

How to Start the SPF Conversation (Without Being Pushy)

Timing is everything. Train your team to weave SPF into conversations during:

Package upgrades: “Do you have an SPF you love for your outdoor days? We have one made for tanners that won’t mess with your glow.”
Lotion checkouts: “If you're using this intensifier, SPF is your skin’s best friend when you're outside—it helps preserve the color you just worked for.”
Casual convo: “Are you headed to the lake this weekend? Don’t forget your SPF—it makes a huge difference in how long your color lasts!”

Mini Script:

“A lot of people don’t realize the sun breaks down your skin’s barrier faster without SPF—so even for tanners, a good sunscreen actually helps keep your color looking smooth and even longer.”

Educate on the Differences: Salon SPF vs. Drugstore Bottles

You don’t need to bash big brands, but you can highlight why professional-grade SPF is better:

No pore-clogging oils that break down sunless or tan extenders
Formulated for skincare, not just sun protection
Smells amazing and layers well with tanning lotions
Often includes anti-aging ingredients, antioxidants, and lightweight hydration

Smart Tips to Sell More SPF

1. Place SPF near the front desk

Keep it visible and make it part of every consultation during sunny months.

2. Use Signage:

A simple message like:

“Protect your glow. Ask us which SPF is right for you!”

3. Create SPF bundles

Tan Extender + SPF = Vacation-Ready Kit
Outdoor Lotion + SPF Spray = “Sunny Day Duo”
Sunless Tan + SPF = Color Preservation Combo

4. Offer Staff Incentives

Even a small bonus for each SPF sold helps keep it top of mind.

What to Say When They Say “I already have sunscreen.”

Reframe it, don’t argue.

“That’s great you use SPF! Ours is designed specifically for tanners, so it protects without interfering with your color or leaving you greasy. Plus, it has ingredients that nourish your skin post-tan.”

Selling SPF = Selling Skin Confidence

When you approach SPF as part of your client’s glow-up routine—not a buzzkill—you remove resistance. You become their guide, not just their salesperson.

You're not just selling a bottle. You’re selling:

Healthier, longer-lasting color
Trust in your expert advice
A client who feels seen and supported

And that? That keeps them coming back.