Make it Easy for Clients to Rebook
Numerous studies show that attracting new clients costs more in time
and money than encouraging the clients that already appreciate you
to rebook. A full schedule of established clients is your best source
of regular income.
The best time to reschedule a client is just after their massage with
you. That's when they are most aware of the wonderful benefits of your
services. Have your schedule book out and open at that time.
Here are three ways to encourage your clients to make regular appointments.
- Explain the benefits of cumulative
sessions to every client, unless they are already true believers.
If they ask, tell them the average frequency of sessions, or describe
the range of scheduling frequency that meets a range of incomes.
- Once a client has seen
you a few times, offer a standing appointment at their favorite time.
- Many practitioners
offer a discount for buying a certain amount of sessions in advance.
Offer to call or send them a
reminder postcard after several weeks or a month.
- Ask them, "Would
you like me to give you a call in two (or three) weeks to make an
appointment?"
- Be
sure you follow through. Add it to your official "to-do" list
on your calendar or computer.
Keep in mind, however, that some clients
will not want to schedule in advance nor receive a call from you.
If you can, especially in the first years of your practice, make yourself
available when your clients can most conveniently come in. This will
probably mean offering evening and weekend appointments.
For people
you see infrequently, give them a call occasionally to check in with
them or send them a postcard telling them you've been thinking about
them. With your phone number on the card, this may be the only nudge
they need to remember book an appointment.
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