Last time we chatted, I told you about something new my massage therapist was trying. She has always been great about taking cues from her clients’ personalities when it comes to marketing her business. These days when she gets a cancellation, she starts calling clients who:

A) Usually make appointments with her around the time that was just cancelled or leap at a chance for a discounted session (she offers $10 off) and

B) Wouldn’t be offended if she called out of the blue.

This gives her a good reason to reach out to clients, it demonstrates that she is aware of her clients’ habits and it’s a chance to fill an otherwise empty time slot.

This may be an approach outside of many therapist’s comfort zones (it was out of hers). It takes some guts to just up and call a client. But it’s been working out pretty well for her.

So take her idea. Bend it, twist it. Make it fit.

Here’s some of my bendy-twisties off the top of my head:

Ask your clients if they would like to be on a cancellation list. Make note of the general times they prefer. (Remember to ask at each session or phone call if they still want to be on the list. If they do, are they still interested in the same session times?)

Note which clients seem to respond to special offers most frequently. Ask if they would like you to call when you send out your next offer so they can watch for it. (Also ask which offers they like best. It’s a natural time to do it and it will help you focus your efforts more effectively.)

Do any of your clients always get your gift certificates from their family? Tell your clients you’re starting a birthday/anniversary service list. You’ll call or send a card to the client’s spouse/parent/kid two weeks before a special occasion and remind them of the event.

OR

When a client’s family member or friend buys a gift certificate for your client, ask if they’d like a reminder call around the same time next year.

Do have any other twists on this idea? Share. Send me an email or respond to this entry.

All my best,

Eileen

Forecast: I feel the need to explain a term I’ll be using frequently: “Shower Thought.” Tune in Thursday to see what that’s all about.