Start a Conversation about Wellness
In most cases, listening to people talk about their problems isn’t something we look forward to. We all have them – problems at work, problems at home, problems with money, health problems…the list goes on. But if you’re a tanning business owner who has a SmartSun Therapy SST28, people’s problems are exactly what you want to hear about. While you probably can’t save their marriage or make their groceries less expensive, you can profit handsomely from helping your customers with any number of physical ailments.
Since investing in a SmartSun Therapy SST28, the physical problems customers are dealing with has become a regular topic of conversation at Tropical Tan & Wellness, and owner Ron Haskett is happy to hear all about it.
“It’s amazing how you start a conversation about the potential of that device and where the conversations go with people and their ailments and a lot of problems people have,” Haskett says.
“There was one lady doing it for her skin. She noticed huge results. She had a blemish on her skin, and after a couple sessions, it was gone. She was talking about it, and there were two other clients standing at the counter when she said that. One of them chimed in that she just had a hip surgery, so it turned into a conversation about that and how it will benefit her. I just had a surgery on my back so I could share my experience as well. I used SmartSun Therapy five days a week for three weeks, and I’m really excited to see how minimal the scar is once it’s fully healed. It just opens up the doors for communication and more sales.”
Haskett has identified several ways to package the service that make it practical for them to achieve their goals. He started by giving his members three free sessions to introduce them to the service and reward them for their loyalty. From there, he added limited access (four sessions a month) to the salon’s All-Access Sun Club membership at $159 per month. Unlimited SmartSun Therapy access is also available on its own for $199 per month at Tropical Tan.
In response to feedback from clients, Haskett also added a package of sessions that don’t expire. At $399 for 20 sessions, customers can save their sessions for particular times and purposes without losing them. He was unsure about offering session packages because EFTs are always preferred for the business, but by offering no less than 20 sessions, he can make a sizable sale while catering to his customers’ needs.
Haskett has also introduced a package for those who want it all and are willing to pay for it. The price tag may seem astronomical, but the overall value broken down is still more than three times the cost of the package, and adding tangible perks makes it more convenient and appealing. The package comes with a branded robe and tote bag, along with eyewear and a product of the client’s choice.
“We have the Total Body Enhancement package for $699. We added the robe and bag because we found that clients didn’t like the idea of getting dressed and undressed between services. We branded it with our logo and threw in everything they need. It takes a lot off the salesperson when the bundle and package and everything they need is already built in. We’ve maybe sold a half dozen. It’s hard to transition UV clients to go form spending $100 to $700. It was new clients that came in that bought it,” Haskett says.
As he refines his advertising strategy and continues to evolve the wellness side of his business, Haskett looks forward to maximizing the potential of SmartSun Therapy and creating a unique space for comprehensive well-being at Tropical Tan & Wellness.
“We got it in and we got the staff using it and going through all the training and kind of did more of a soft launch with it than coming out the gates hard. I wanted to make sure we covered everything its capable of. We’ve spent a lot of time going over research and studies and talking with clients, showing them the room and pumping them up,” he says.
“There are many opportunities to incorporate this and create more revenue. There’s so much you can do and pair it with other services. I’ve been working for a while on really kicking off the wellness side of the business. I wouldn’t say it’s in full swing yet, but I’m getting closer to where I want to be with more services and wellness and not just tanning alone.”
