How to Upsell with Retail in 5 Easy Steps

If you’re only making money from spray tan sessions, you’re leaving profit on the table. The smartest spray tan artists know that retail upsells are where consistent revenue and client loyalty come from. Retail not only increases your average ticket but also gives your clients the products they need to maintain their glow at home.

At X-Tan Sunless, we offer professional-grade spray tan retail products that make upselling easy—and natural. When you integrate these items into your client experience, you’ll boost sales without feeling “salesy.”

Here’s how to upsell retail in your spray tan business:

1. Educate During the Service

Upselling starts with education. While applying the spray tan, explain how proper prep and aftercare affect results. Then introduce products that support those steps.

Example:

    •    Recommend the X-Tan Sunless Safe Body Cleanser to clients who struggle with the longevity of their spray tan or uneven fading. Position it as a solution to a common problem, not just a product. When using a sunless safe body cleanser, your clients can help keep their spray tan lasting long post tan and ensure that they are not applying any products that will disrupt the development of their tan before they even get to their appointment.

2. Create Bundles at Checkout

Clients love convenience. Packaging retail products with services makes it easy for them to say yes. Throwing in discount on a bundle can also give an incentive to clients who want to invest in more products while being awarded with a special savings.

Example:

    •    Bundle a spray tan with the X-Tan Sunless tanning Mousse with the Streak-Free Self Tanning Mitt so clients can extend their glow for up to a week longer. Market it as an “investment in their tan.”

3. Highlight What NOT to Use

Many clients don’t realize that drugstore soaps and lotions strip their tan. By pointing this out, you create an opportunity to upsell protective retail options. Remember—selling doesn't have to be thought of as being "salesy." Oftentimes, sales is all about educating your clients so they can get the best results possible for their investment.

Example:

    •    Recommend the X-Tan Shimmer Lotion as a must-have. Explain that it's sunless safe and specifically designed to keep tans from fading patchy.

4. Offer Event-Ready Add-Ons

Upsells work best when tied to client goals. If someone mentions a wedding, vacation, or big event, suggest a product that makes their glow pop.

Example:

    •    The X-Tan Sunless Tan Remover Spray is the perfect option for brides to have on hand during all their wedding-related events. Whether they're booking just a single trial tan before their big day or they have a line-up of appointment to keep them glowing the months leading up to the wedding date, this Remover Spray is the perfect product to help them completely remove their previous tan and prep their skin prior to their next glow appointment.

5. Use Visual Merchandising

Display products where clients check out. Attractive displays act as a silent sales tool, reminding clients of the retail options available. If you're in a small studio, have a dedicated space to showcase your retail products. For mobile artists, have a small stool you can line up 1-2 recommended products during an appointment. Pair this with verbal recommendations for maximum impact after every single appointment with personalized discussions on why this will be beneficial to their results.

Why Upselling Retail Works

Upselling isn’t about being pushy—it’s about providing value. When you educate, bundle, and recommend with intention, your clients feel cared for, and you build trust. Plus, retail sales create steady income even when your schedule isn’t fully booked.

By stocking X-Tan retail products, you’ll have everything you need to:

    •    Maximize your profits

    •    Improve client results

    •    Position yourself as the spray tan expert in your area

✨ Start upselling with ease. Stock your studio with X-Tan Sunless retail products today and give your clients everything they need for the perfect glow. Shop now on the X-Tan Sunless website.