Potential clients are not going to come in because you give a full body massage for 33 dollars. Well. To be honest, some will, but they probably won’t be the kind of client who will really support your practice.
What else won’t work
People aren’t going to schedule with you (and become regular clients) just because you:
- Have a fancy storefront.
- Do the most fabulous technique that’s ever been invented.
- State that your passion is bodywork.
- Trained at this or that institute.
All of these things are what excites you and that’s great. But they are not what attracts people in need of bodywork.
The key to getting people interested is to give them what they are looking for. When you’re talking to people and putting out marketing materials, remember you are speaking to people with a problem that keeps them awake at night.
You can offer to make it better.
What problem does your work solve?
With massage and bodywork, it’s usually pain or stress. And that‘s what you want to talk about.
In conversation, really connect. Ask people how their lives are, and listen. If they are going through a divorce, say, or caring for kids or an elder, or if life is simply feeling overwhelming, educate them about what bodywork can do. Tell them how you help people — specifically.
Examples?
“I help people recover from injuries.” Or get even more specific. For example, “I recently helped a guy who fell on the ice and injured his shoulder. I worked on him for 3 sessions, and he was able to return to his landscaping job.” OR, “The last pregnant woman I worked on said she had no back pain for a week after I worked on her.” OR “I give on-site massage to 17 people who work at Group Health, and they say that it makes it possible for them to get through the week.”
People have troubles. You can help many of them. But they will only know if you tell them that — not how cheap your massage is, what technique you practice, or how much you love bodywork.
Agree? Disagree? Have other examples? I would love to hear your thoughts below.
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3 users commented in " 5 Things NOT To Say "
I completely agree. Have a great storefront means nothing in my opinion. I once worked in a clinic that had a very dingy-looking storefront. The building was old and looked somewhat run down, but the business was always busy and everyone loved the place and people who worked there.
I do think the things you listed do help to support a good first impression, but in the end it’s personality and willingness to help the person that really matter. Clients will be wary until they know their therapist can help them.
I have the wonderful opportunity to work out of a chiropractor’s office, a Dr. who has been a great mentor and advocate of my practice. She’s sincere and fun and great at helping people. I try to emulate that, as I always have, “selling” (retail items) by educating. I educate while I work, which seems to shed the light and helps to relax. Also, my hope is to let them understand that I take my job seriously by knowing anatomy and physiology so that I can help in the best way. I also draw the line when a problem is out of my scope of practice. This helps create a trustworthy relationship. The work is serious, but my room is relaxed and cheerful. Also, I offer 5 minute free samples. This a nice introduction time that sells the massage and starts a nice relationship of trust and return business. Deals? Sure, I try to treat my regulars or potential regulars to birthday deals and referral bonuses, but these are treats, not bribes. And thank you for all your helpful ideas everybody!
The willingness to help and the intent to educate in a serious, professional manner.
Thanks for sharing, Bluseydaisy and Nanette. I believe that’s the kind of focus that does your marketing for you!
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