While focusing their efforts on bringing more clients in, building new revenue streams, and cutting costs, it seems that too many indoor tanning business operators have overlooked an obvious key to success: Become more efficient at selling to your current customers.

You might think that’s easier said than done, but when you institute a definitive sales process that helps customers see the value in your salon their purchases, the action actually becomes less selling and more telling. There’s no need to be pushy or “trick” customers into purchases, because the best choices for them are also the most beneficial to your business.

You certainly don’t want to neglect marketing efforts to bring in new clientele, but keep in mind that less customers doesn’t necessarily mean there’s not still room for you to grow your business. However, it does mean that it’s more important than ever to make the most out of every selling opportunity.

Smart Tan has worked with leading salons to develop a sales process that will make selling simple for any employee, improve both your short-term and long-term sales and increase client satisfaction at the same time. The method incorporates technology to ensure employees stay consistent but also avoid rattling off monotonous script verbatim. This ensures that each salesperson is selling the way you want them to, regardless of their sales experience.

At the same time, the process is designed to appeal to clients and set the tone for a heightened experience in your salon. By focusing on the customer and asking them questions about their needs, you remove the used car salesman vibe from the experience and make them feel that it’s all about their satisfaction. It creates a VIP experience for every customer and will lead to better experiences and results throughout their time as your customer.

With this innovative approach, you should expect a membership sign-up as well as product sales in your first interaction with a new client, and set the expectations for a long-standing memberships and regular additional sales. We shared it with salons that attended the Sales Track at the Smart Tan Nashville education conference, and now we’re sharing it with you.

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