You can't catch a bear without baiting the trap. It's always good to put the feelers out and make sure everyone knows about you AND it looks much better for you to be working rather than sitting there twiddling your thumbs.
How about offering something like a free 'taster' massage while they wait/their colour develops or something like that; that way, they get a lovely extra little treatment and you haven't spent that much in product, just time and then you can talk to them about who you are, what you do, take the time to build a rapport with them and they'll keep you in mind the next time they fancy a treatment. OR offer them a mini manicure at an extra special discounted, never-to-be-repeated offer price?