Recurring memberships are the heartbeat of a strong tanning business, but only if your staff knows how to sell them with purpose and authenticity. But for many front desk staff, membership sales can feel awkward or pushy. That’s why training is essential.

A confident membership pitch is about believing in the value of what you’re offering and helping clients see it too. Here’s how to build a confident, effective, and natural approach to selling memberships:

1. Teach the Why—Not Just the What

Don’t train your team to recite prices and perks. Train them to understand why memberships matter—to the salon and to the client. For the salon: steady income, better forecasting, client loyalty. For the client: more value, consistency, better results, fewer decisions.

• “When you make wellness part of your routine, the results really add up. Our memberships are designed to make that easy and affordable.”
• “You’ll see better results and save more in the long run when you commit to regular sessions—and that’s exactly what our membership is built for.”
• “Think of it like a gym membership—but for your skin, mood, and energy.”
• “Memberships take the guesswork out of your routine. You can focus on feeling your best without stressing over individual costs.”
• “We created our memberships to help clients stay consistent, save money, and see the full benefits of what we offer.”

Click here to read the entire article in the September issue of Smart Tan Magazine online.