In a SmartTan.com poll last week, nearly half of respondents said that lotions priced in the $26 to $50 range sell best in their salons.

46 percent said that the $26 to $50 range is their best selling lotion price-point and 33 percent said that $51-$75 is their number one price-point.

While it shouldn’t come as a surprise that these middle price points are the most popular sellers in the majority of salons, that doesn’t mean those lotions are the only ones that you need to carry. According to the poll, the highest price point lotions come in at a close second.

Use samples and special offers to push customers from the middle price range to the premium level.  With new customers, don’t be afraid to start at the top, selling a high end tanning lotion can be easier than you think when you sell them on the benefits, rather than the product itself. Once again, offering a one time sample can be all it takes to get that person to fall in love with the product.