Running a successful spray tanning business takes more than just giving a beautiful glow. It’s about delivering consistent results, offering an exceptional experience, and pricing your services in a way that supports your growth. As the owner of SunFX, I’ve helped countless salons and solo artists build thriving sunless tanning businesses — and I know firsthand how much pricing strategy matters.
Let’s break down a few pricing ideas that actually work.
One of the biggest mistakes I see is undercharging out of fear that clients won’t pay more. If you’re using premium products (like our 100% natural DHA solutions), providing clean, comfortable service, and giving expert advice — your price should reflect that.
Clients aren’t just paying for a tan. They’re paying for the confidence they walk out with.
Confidence, safety, skin health — all part of your value.
If you need help building a profitable pricing model, this Shopify pricing strategy guide is a helpful reference.
Instead of relying on one-off appointments, introduce tanning packages that encourage clients to come back regularly.
Example:
1 tan: $55
3 tans: $148 ($17 savings)
5 tans: $248 ($50 savings)
Loyal clients = consistent income and referrals.
Rather than small add-ons here and there, bundle your extras into one premium upgrade that makes the client feel pampered.
Example Add-On Package:
The Glow Boost Pack ($15–20)
Includes your choice of:
Scented drops (choose your vibe)
Skin-enhancing tanning serum (hydrating or color depth)
Finishing powder to set and refresh
It feels like a mini luxury upgrade — and adds real value without eating up extra time.
If you’re not carrying retail, you’re missing out on a huge opportunity. Offering products like our gradual tanners, exfoliators, or DHA drops helps clients maintain their tan between visits — and helps you increase revenue without booking another appointment.
Not sure where to start? Check out this great read on how salon retail boosts client loyalty and income.
Tip: Always recommend what you use. Clients trust your expertise.
You can also explore pricing by service type, technician level, or convenience.
Example Tiering:
Classic Tan: $55
Rapid Rinse: $60
Mobile (local): $75+
VIP Glow Experience (with bundle): $85+
This enables flexibility for different clients, while still maintaining respect for your time and value.
You can’t price correctly if you don’t know your costs. Track your:
Cost per tan (solution, disposables, time)
Travel or rent expenses
Equipment and upkeep
Product usage and retail margins
Knowing your margins helps you price with confidence — and profit.
Clients are becoming more ingredient-savvy. Educate them on what’s in their spray tan by referencing trusted, third-party resources like the EWG Skin Deep database or the FDA’s guide on sunless tanners.
Smart pricing is a blend of confidence, strategy, and knowing what your clients value. Don’t be afraid to adjust as you grow — especially as your skills and reputation increase.
The spray tanning industry is thriving — with demand for clean, convenient beauty services continuing to rise.
At SunFX, we’re here to support you every step of the way — not just with high-performance tanning products, but with real-world business tools to help your brand shine.
— Kylie
Owner, SunFX
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