Start Your Spray Tan Business: Step-by-Step Guide

Want to start a spray tan business but don’t know where to begin?

This complete guide covers everything you need to know. From choosing equipment to getting your first 100 clients. I’ll show you the exact steps to build a profitable spray tan business.

Here’s what you’ll learn:

How to plan and set up your business
Which equipment and products to buy
Pricing strategies that maximize profits
Marketing tactics to attract clients
How to provide exceptional service
Ways to scale and grow your business

I’ve made every mistake possible. And learned what actually works. My promise to you, No theory or guesswork. Just proven strategies that real business owners use to succeed.

Ready to turn your spray tan dreams into reality? Let’s dive in.

Understanding the Spray Tan Industry

The spray tan market is growing.

Why? Because people care about their health now. They know UV rays cause cancer. But they still want to look good.

Here’s what makes this industry special:

Low startup costs compared to other beauty businesses
High profit margins (often 70-80%)
Flexible scheduling – you control your hours
Repeat customers – tans fade, clients return

The market size? Over $1.2 billion in the US alone. And it’s growing 8% each year.

But here’s the thing, most people fail because they don’t understand the business side. They think it’s just about spraying tan solution on people. Wrong.

Success comes from systems, marketing, and customer experience. I’ll show you how to master all three.

Defining Your Spray Tan Business Model

You have three main options:

Mobile Spray Tan Service

You go to clients’ homes. They love the convenience. You love the lower overhead. The benefits include no rent payments, higher prices due to convenience, and flexible locations.

However, you’ll face travel time between appointments, equipment setup and breakdown each time, and weather can affect your schedule.

Salon-Based Business

You rent or buy a space. Clients come to you. This model offers a professional atmosphere, no travel time, and room for additional services.

On the downside, you’ll have monthly rent costs, a fixed location that limits your clientele, and a longer commitment.

Hybrid Model

Mix of both. This is what I recommend for most people. Start mobile. Build your client base. Then add a salon location later.

The key? Pick one model and master it first. Don’t try to do everything at once.

Planning Your Spray Tan Business

Most businesses fail because of poor planning. Don’t be one of them.

Market Research

Who are your competitors? What do they charge? What makes you different? Drive around your area. Visit other spray tan businesses. Check their websites. Note their prices.

Look for gaps:

Do they offer mobile services?
What about organic solutions?
Are they booked solid or empty?

Target Customer Profile

Your ideal client isn’t everyone. Be specific.

My target customer:

Age 25-45
Female
Household income $50,000+
Cares about appearance
Values convenience

Create a detailed profile. Where do they shop? What do they read? This helps with marketing later.

Legal Requirements

Every state has different rules. Here’s what you typically need:

Business license: from your city/county
Cosmetology license: in most states
Business insurance: liability coverage
Tax ID number: for business taxes

Don’t skip these steps. One lawsuit can destroy your business.

Financial Planning

How much money do you need to start?

Initial Investment Breakdown:

Equipment: $2,000-$5,000
Products: $500-$1,000
Insurance: $200-$500/year
Marketing: $500-$1,000
Working capital: $2,000-$3,000

Total: $5,200-$10,500

Plan for 6 months of expenses. You won’t be profitable immediately.

Securing the Right Equipment and Products

Your equipment is your moneymaker. Buy quality, not cheap.

Essential Equipment List

Spray Tan Machine I recommend HVLP (High Volume Low Pressure) systems. They create even coverage with less overspray.

Top choices:

Maximist Evolution: Professional grade, $1,500-$2,000
Fuji 2150: Reliable workhorse, $800-$1,200
Norvell Mobile: Good starter option, $600-$900

Tent and Flooring

Pop-up spray tent: $300-$600
Disposable floor mats: $50/month
Ventilation fan: $100-$200

Accessories

Spray tan solutions (various shades)
Barrier cream
Disposable items (feet stickies, hair nets, underwear)
Cleaning supplies
pH balancing spray

Choosing Solutions

Your solution quality determines client satisfaction.

Popular Brands:

Norvell: Great color, professional favorite
Sunless Inc: Organic options, good for sensitive skin
Tannymaxx: European quality, longer-lasting
Vita Liberata: Luxury brand, premium pricing

Color Selection: Offer 3-4 shades

Light (for fair skin)
Medium (most popular)
Dark (for olive/darker skin)
Express (1-hour develop time)

Don’t overwhelm clients with too many choices.

Setting Up Your Spray Tan Space

Your setup affects everything. Client comfort, tan quality, and your efficiency.

Mobile Setup Requirements

Vehicle Considerations: An SUV or van works best for mobile services. You need easy loading and unloading capabilities while maintaining a professional appearance.

Space Requirements: You’ll need a minimum of 6×6 feet with 8-foot ceiling height. Make sure you have electrical outlet access and privacy from neighbors.

Climate Control: Temperature affects tan development. Too hot creates streaky results. Too cold leads to uneven coverage.

Ideal conditions include 68-72°F temperature, low humidity, and good ventilation.

Salon Setup

Room Size: Minimum 8×10 feet works, but bigger is better for client comfort.

Flooring: Choose epoxy coating for easy cleaning with a slip-resistant surface. A drain is optional but helpful for maintenance.

Ventilation: Most states require this by law. Install a proper exhaust system to meet regulations.

Lighting: Natural light is best for accurate color assessment. LED strips work well as an alternative.

Crafting a Compelling Brand Identity

Your brand is more than a logo. It’s how clients feel about your business.

Brand Positioning

What makes you different? Don’t say “quality” – everyone claims that.

Examples:

“The organic spray tan specialist”
“Mobile tanning for busy professionals”
“Wedding day tanning expert”

Pick one thing and own it.

Visual Identity

Logo Design: Keep it simple. Think Nike swoosh, not complicated art.

Color Palette:

Warm tones (gold, bronze, copper)
Clean whites and creams
Avoid harsh blacks

Photography: Invest in professional photos. Before/after shots sell services.

Brand Voice

How do you talk to clients?

My approach:

Friendly but professional
Confident without being cocky
Educational, not pushy

Stay consistent across all communications.

Pricing Your Services Strategically

Pricing is psychology, not math.

Market Analysis

What do competitors charge? Don’t automatically go lower.

Service Type	Price Range
Single session	$25-$75
Mobile service	$45-$95
Package deals	10-20% discount

Value-Based Pricing

Price based on value, not cost.

What’s your tan worth to a client? Consider the confidence boost, time savings, special event preparation, and health benefits from avoiding UV damage.

Pricing Structure Example

Service	Price
Basic tan	$45
Premium tan	$65
Competition/special event	$85

Package	Price	Savings
3-session package	$120	Save $15
5-session package	$200	Save $25
Monthly unlimited	$149	–

Add-on Services	Additional Cost
Exfoliation service	+$20
Extending products	+$15
Rush booking	+$25

Psychology Tips

Anchoring: Show your premium service first. Makes others seem reasonable.

Odd Numbers: $47 feels cheaper than $50, even though it’s close.

Package Deals: People love getting a deal. Packages increase customer lifetime value.

Building an Online Presence

Your website is your 24/7 salesperson.

Website Essentials

Must-Have Pages: Your website needs a homepage with a clear value proposition, services and pricing page, before/after gallery, about page telling your story, contact and booking information, and an FAQ section.

Technical Requirements: Ensure your site has mobile-friendly design, fast loading speed, SSL certificate, and local SEO optimization.

Content Strategy

Blog Topics: Write about spray tan preparation tips, how to make tans last longer, seasonal tanning advice, and client success stories.

SEO Keywords: Target phrases like “spray tan [your city]”, “mobile spray tan near me”, “organic spray tanning”, and “wedding spray tan”.

Social Media Marketing

Instagram: This is your most important platform. Post before/after photos, behind-the-scenes content, client testimonials, and educational tips regularly.

Facebook: Great for local marketing. Join local groups, post in community pages, run targeted ads, and share client reviews to build your reputation.

TikTok: This growing platform works well for beauty services. Share quick tan tips, change videos, and day-in-the-life content to reach younger audiences.

Online Booking System

Make it easy for clients to book.

Recommended Platforms: Consider Acuity Scheduling, Schedulicity, Vagaro, or Square Appointments for your booking needs.

Features to include: Set up real-time availability, automatic confirmations, reminder texts and emails, and payment processing to streamline your operations.

Marketing to Get Your First 100 Clients

Getting started is the hardest part. Here’s how I did it.

Pre-Launch Strategy

Soft Opening: Offer free tans to friends and family. Get testimonials and photos.

Professional Photography: Hire a photographer for before/after shots. These sell services.

Social Media Setup: Create business profiles on all platforms. Post regularly before launch.

Grand Opening Campaign

Special Offer: 50% off first session for new clients. Limited time creates urgency.

Referral Program: Free tan for every new client referral. Word-of-mouth is powerful.

Local Partnerships: Partner with hair salons, nail salons, gyms, bridal shops, and boutiques to cross-promote services.

Grassroots Marketing

Community Events: Participate in health fairs, bridal shows, farmers markets, and school fundraisers to reach potential clients.

Free Samples: Offer mini-tans at events. Let people experience your service.

Door Hangers: Target neighborhoods with your ideal customers.

Digital Marketing

Google My Business: Critical for local searches. Optimize your listing with a complete profile, regular posts, review responses, and photos.

Facebook Ads: Target local women aged 25-45. Use before/after photos.

Instagram Influencers: Partner with local micro-influencers. They have engaged audiences.

Seasonal Campaigns

Spring/Summer: Run “Beach body ready” promotions, graduation specials, and wedding season packages.

Fall/Winter: Focus on holiday party prep, maintenance tans, and New Year packages.

Providing an Exceptional Client Experience

Great service creates repeat customers and referrals.

Pre-Service Preparation

Consultation Process:

Assess skin type
Discuss desired results
Explain process
Set expectations

Preparation Instructions: Send clients a preparation guide.

Exfoliate 24 hours before
No deodorant/perfume
Wear dark, loose clothing
Remove jewelry

During the Service

Professional Setup:

Clean, organized space
Proper lighting
Comfortable temperature
Relaxing music

Communication:

Explain each step
Give positioning cues
Address concerns
Stay professional

Post-Service Care

Aftercare Instructions:

Wait 8-12 hours to shower
Use pH-balanced products
Moisturize daily
Avoid chlorine

Follow-Up:

Text next day to check satisfaction
Send maintenance tips
Offer scheduling for next session

Handling Difficult Situations

Streaky Tan: Apologize sincerely and offer a free correction. Take time to learn from the mistake and adjust your technique to prevent future issues.

Allergic Reaction: Stop the service immediately and document everything that happened. If the reaction seems serious, refer the client to a doctor for proper medical attention.

Unsatisfied Client: Listen carefully to their concerns without getting defensive. Offer practical solutions to address their issues and do whatever it takes to make the situation right.

Managing Your Operations Efficiently

Systems create freedom. Build them early.

Scheduling System

Booking Rules	Details
Minimum notice	24 hours
Cancellation policy	Clear terms required
No-show fees	Protect your time
Buffer time	Between appointments

Time Management	Strategy
Service blocking	Group similar services together
Travel time	Account for transit between locations
Maintenance tasks	Schedule equipment care
Break planning	Avoid burnout

Inventory Management

Tracking Items	What to Monitor
Solution usage	Per client consumption
Disposable supplies	Current stock levels
Equipment maintenance	Service schedules and needs
Reorder points	When to purchase more

Supplier Management	Best Practices
Volume discounts	Negotiate better rates
Backup suppliers	Avoid supply disruptions
Delivery tracking	Monitor arrival times
Quality monitoring	Ensure consistent standards

Financial Management

Daily Tasks	Actions
Income recording	Log all payments received
Expense tracking	Document all costs
Client records	Update service history
Payment reconciliation	Match transactions

Monthly Reviews	Focus Areas
Profit/loss analysis	Compare income vs expenses
Budget comparison	Track against projections
Trend identification	Spot patterns in business
Improvement planning	Identify growth opportunities

Client Management

Database Information: Keep detailed records including contact details like phone, email, and address. Track service history with past appointments and client preferences.

Note preferred shades and timing for each client. Document important health information including any allergies or sensitivities.

Communication System: Set up automated appointment reminders through texts and emails. Send follow-up messages for post-service check-ins to ensure satisfaction. Add personal touches like birthday wishes to build loyalty. Create targeted seasonal promotions to keep clients engaged throughout the year.

Scaling Your Spray Tan Business for Long-Term Growth

Success creates new opportunities.

Adding Services

Complementary Offerings: Consider adding teeth whitening, lash extensions, makeup application, and skincare treatments to expand your service menu and increase revenue per client.

Retail Products: Sell extending lotions, exfoliating mitts, pH balancing sprays, and bronzing products to create additional income streams while helping clients maintain their tans.

Geographic Expansion

New Territory: Research demand in neighboring areas, analyze the competition, test with a limited schedule, and gradually increase your presence as you build clientele.

Franchise Opportunities: Some companies offer franchise programs. Consider if you want to build under an established brand.

Hiring Employees

When to Hire: Consider bringing on staff when you’ve been booked solid for 3+ months, you’re turning away clients, working 60+ hours per week, and have systems in place to train new team members.

Finding Good Staff: Look for candidates at cosmetology schools, post on Indeed and job boards, ask for referrals from clients, and network with industry connections.

Training Program: Develop comprehensive training covering technical skills, customer service standards, product knowledge, and safety procedures to ensure consistent service quality.

Technology Upgrades

Advanced Equipment: Invest in professional booth systems, automated spray systems, air filtration units, and POS systems as your business grows and revenue increases.

Software Solutions: Implement CRM systems for better client management, inventory management software, financial tracking tools, and marketing automation to streamline operations.

Common Mistakes to Avoid as a New Spray Tan Business Owner

Don’t compete on price alone. You’ll attract problem clients and hurt your profitability.Single sessions limit your income. Packages increase customer lifetime value significantly.Track everything.

Travel time, supplies, and equipment wear all count as business expenses.Mixed messages confuse clients. Stick to your brand voice and visual identity across all platforms.Bad reviews spread faster than good ones. Monitor and respond to all customer feedback promptly.

Double-bookings and rushed appointments damage your reputation and stress both you and clients.Being unprepared during peak season costs you money and disappoints waiting clients.

One accident can bankrupt your business. Get proper liability coverage before you start. Operating illegally invites serious legal trouble and potential business shutdown.

Unclear terms create confusion and disputes. Protect both yourself and your clients with written agreements.

Resources, Tools, and Ongoing Education

Stay ahead of the competition.

Industry Publications

Magazines: Read Skin Inc., Les Nouvelles Esthétiques, American Spa, and Beauty Independent for industry trends and techniques.

Online Resources: Follow Professional Beauty Association, Sunless.com forums, beauty industry blogs, and YouTube tutorials for continuous learning.

Training Opportunities

Certification Programs: Consider Norvell University, Sunless Inc. training, local beauty schools, and industry conferences for skill development.

Continuing Education: Stay updated on new product launches, technique improvements, safety updates, and business skills enhancement.

Essential Tools

Business Management: Use QuickBooks for accounting, Acuity for scheduling, Mailchimp for email marketing, and Canva for design needs.

Mobile Apps: Download apps for mileage tracking, inventory management, time tracking, and photo editing to streamline operations.

Professional Networks

Industry Associations: Join Professional Beauty Association, Society of Permanent Cosmetic Professionals, local business groups, and Chamber of Commerce.

Online Communities: Participate in Facebook groups, Reddit communities, LinkedIn networks, and Instagram connections for peer support and advice.

Conclusion

Starting a spray tan business is one of the best decisions I made. The freedom, income potential, and satisfaction of making people feel beautiful make it worth the effort.

Success requires more than just spraying tan solution. You need solid planning, quality equipment, and smart pricing strategies. Build systems from day one. Focus on client experiences. Market consistently to grow your customer base.

The beauty industry needs skilled professionals. With the right approach, you can build a profitable business that fits your lifestyle.

Your next step? Pick one area from this guide and take action today. Maybe it’s researching equipment or writing your business plan. Success comes from implementation, not just reading.

The spray tan business changed my life. Now it’s your turn to make it happen.

Frequently Asked Questions

How much money do I need to start a spray tan business?

You’ll need $5,200 to $10,500 for equipment, supplies, and initial expenses. This includes your spray machine, tent, solutions, and working capital for the first few months.

Can I run a spray tan business from home?

Yes, but check local zoning laws first. Many successful owners start with mobile services, then add a home studio or salon space later.

How long does each spray tan appointment take?

A typical session takes 15-20 minutes for the actual spraying. Add 10-15 minutes for consultation, setup, and cleanup for a total of 30-35 minutes.

What’s the biggest mistake new spray tan business owners make?

Pricing too low to compete with established businesses. This attracts problem clients and makes it hard to cover your costs or grow.

Do I need special training to become a spray tan technician?

Most states require cosmetology licensing or certification. Even if not required, professional training helps you avoid costly mistakes and build confidence.

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