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You didn’t start your spray tan business just to break even—you started it to make money and build something amazing. Yet, so many artists underprice their services out of fear: fear of losing clients, fear of charging too much, fear of rejection. But here’s the truth: you deserve to be paid what you're worth. Pricing isn’t just about covering costs—it’s about building a profitable, sustainable business that allows you to thrive.
Step 1: Know Your Costs (So You’re Not Losing Money)
Before you even think about setting a price, you need to get real about what it actually costs to perform each spray tan. This includes:
Solution Costs: How much does each tan cost in solution?
Supplies: Barrier cream, sticky feet, hair nets, disposable thongs—these add up!
Time: Your time is money. Factor in setup, application, drying, and cleanup.
Business Expenses: Rent, utilities, marketing, and other overhead costs.
Taxes & Fees: If you’re self-employed, you need to factor in what you’ll owe in taxes!
💡 Use the Spray Tan Expense Tracker (included as a digital download) to track your costs per service. This tool will help you break down:
Single-use product costs per tan (solution, disposables, prep items).
Fixed monthly business expenses (rent, utilities, marketing, software).
Annual investments (spray tan machines, insurance, continuing education).
Step 2: Establish Your Pricing Strategy
Instead of focusing on specific price points, focus on how to build a pricing structure that works for your business:
Cover Your Costs: Your pricing should always include a profit margin above your costs.
Consider Your Market Position: Are you offering premium services or competing on affordability?
Value-Based Pricing: Charge based on the quality, experience, and results you provide—not just your costs.
💡 Exercise: Write down the unique selling points of your spray tan service. What makes it valuable? How do you differentiate yourself from competitors?
Step 3: Choose a Pricing Model That Maximizes Profit
1. Flat Fee Per Tan – Simple and effective. Charge a set rate per session based on experience and market demand.
2. Tiered Pricing – Offer different levels of tans with added value, such as express services or add on treatments.
3. Membership Model – Clients pay a monthly fee for unlimited or discounted tans. This creates consistent, predictable income.
4. Package Deals – Sell tans in bundles, increasing your immediate cash flow.
💡 Exercise: Use the Spray Tan Budget Sheet to test different pricing models and determine which aligns best with your business goals.
Step 4: Stop Discounting & Start Adding Value
Constant discounts make clients expect lower prices. Instead of slashing prices, add value:
✅ Include a complimentary aftercare kit.
✅ Offer free Vitamin D drops, for VIP clients.
✅ Provide exclusive perks for repeat customers.
💡 Exercise: Brainstorm three ways to add value to your services without reducing your prices.
Step 5: Track and Adjust Your Pricing Strategy
Your pricing isn’t set in stone—it should evolve as your business grows.
Regularly Review Costs – Use the Spray Tan Budget Sheet quarterly to check expenses and adjust pricing accordingly.
Monitor Competitor Pricing – Stay aware of market trends without undervaluing yourself.
Collect Client Feedback – Understand if clients see the value in your pricing.
💡 Exercise: Set a reminder every quarter to analyze your expenses and adjust your pricing if needed.
Final Thoughts: You’re Worth It
Your prices should reflect the skill, time, and expertise you bring to every spray tan. Stop competing with the cheapest artists in town and start charging based on the quality and experience you deliver. The right clients will happily pay for it.
🔥 Ready to level up? Use the Spray Tan Expense Tracker to structure your pricing with confidence and watch your business thrive!
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