By Jenny Backman, Carolina Tan Factory

It’s true that “it’s never too late.” Let me go on record and be on of may that will tell you that if you aren’t selling memberships in your salon, do not wait another minute to make this change!

The reasons we must sell memberships are very simple to understand. Tanning is seasonal, your customers are only so loyal, membership perks make customers feel special and the affordable monthly rates make clients appreciative of your services. So, how do you craft the perfect membership structure? There are a few things to keep in mind for a successful EFT program.

Strategic Structuring

It’s crucial to have variety of packages, including individual months and sessions, but never sell those options first. You may even consider having a completely separate price list that is only brought out if necessary. I instruct my staff to sell the memberships first and not to even mention the other options unless the customer does not see a membership that fits them.

Expect rebuttals such as “I want to tan for just a month,” “I don’t want to draft” or “I just need a few sessions.”  Your job is to make your memberships so affordable even the session tanner finds it to be a better value to join as a member. if you craft affordable, attractive memberships, you’ll easily combat those common rebuttals.

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