By Grant Miller, Salon Consultant

During this time of the year, most salons around the country are starting to see business slow. The kids have gone back to school, the days are getting shorter and cooler, and the EFT cancellations start to outnumber the registrations. New customers and existing members are coming in less frequently, which means less upgrades and lotion sales and lower revenue per member.

As always, you have three basic ways to grow your business:

1. Get more new customers

2. Get your existing customers to buy more frequently

3. Get existing customers to spend more per visit

We will be talking a lot about the first strategy in Nashville this November and in future magazine issues. Today we will be talking about your existing customers.

I love getting new customers by stealing them from other salons. It’s easier than it should be since most salons spend too much time finding new ones and not taking care of the tannings they have currently.

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