April/May/June: Making New Clients Regulars
"To keep a lamp burning we have to keep putting oil in it." —Mother
Teresa
Now that you’ve taken some important steps like beginning your
marketing plan and planning a targeted mailing, this Spring, let’s
get specific about increasing your business. Here are the Spring Quarter’s
steps to success!
Make new clients regular clients right
from the start. Engage with
your clients. Really listen to their concerns. (Also see our article,
Caring for Your Clients).
- Be sure you know what your client wants from his or her session
before you even begin. Then encourage her or him to be honest with
you about responses to the treatment.
- If a client is frustrated that pain is still
an issue or that he or she is not getting as much benefit as desired,
take the opportunity to educate them. Talk to them about the cumulative
effects of regular massage, or suggest they try a new modality you
offer. Use client education brochures describing other modalities
or how massage works for a particular condition, for example, TMJ or arthritis.
Create more satisfied clients by helping
them continue to get the benefit of your work between sessions. Encourage your client to do what they
can to reduce pain or stress, and increase well-being at home. As you
become an educator as well a therapist, they will consider you an even
more valuable resource in their lives.
- Give your clients self-care notes and printed information they can
take home and put to use.
- Take time to prepare your own take-home self-care
handouts that include your name and contact information, such as
simple stretching and stress relief tips. The Natural
Touch Marketing Client Education Handouts and Massage
Newsletter are good sources for take-home information.
Reach out to potential clients. Remember, if you are just a name in
the yellow pages, people won’t know why they should choose your
particular services. Go further to get your name into the community.
- As difficult as it may seem, giving a public
presentation in your community is one of the very best ways to
meet potential clients face-to-face and to establish yourself as
an expert in your field. We have books
and DVDs that
can help you with ideas. We also have presentation guides complete
with ready-to-go scripts and visual aids. (Also see our article, Especially
for New Therapists.)
- Tell your clients you would really appreciate their referrals. When
they do refer someone to you, reward them! Mail or hand them a card,
for example, with a discount for their next massage.
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