This is the place where you can post your questions about marketing your practice. It’s a great opportunity to find out what other therapists are challenged by or are curious about.
It’s also my chance to talk with you rather than at you.
I’ll be checking in here frequently and responding to as many as I can; some directly and some as a blog entries.
You can see what kind of ideas I sprout and get a chance to put your two cents in, too.
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27 users commented in " Just Ask Eileen! "
Eileen Hi,
We’ve recently made a small order of brochures from your products.
We`decided to personalise them with our names, tel no’s email, web address etc.
Do you think its a good idea to include some kind of pricing on this personalisation? or not.
I’ve sent an email today to Noah asking the same question . Later on I saw your section on the website and I thought to ask again
We opted for the “therapeutic massage, how can it help you” brochure.
Ah! Excellent question.
In brief, I would not include pricing. I think it would limit the flexibility of the brochures as a marketing tool.
One of the things we DO recommend to our customers is to design a simple 1/3 page introduction/menu that can be slipped into the folds of the brochure.
While the brochure is a great introduction to the benefits of massage, it may behoove you to give new/potential clients an insight into your business philosophy, cancellation policy or your approach to healing. On the opposite side of the page you can list your current menu.
Now, you can give me some help here: We have been playing with the idea of creating a free, on-line menu template that people can download and personalize for their practice. It would be for inclusion in a brochure or gift certificate. What do you think? Useful? Is there any other thing like that you wish were available and would make your marketing easier?
Thanks again for the great question.
All my best,
Eileen
Eileen,
Thank you for your prompt reply.
Since our website entails all relevant information and since our web address is included on the brochure WE CAN ONLY HOPE that people will take the time to look at the specifics of our treatments/practice.
The same applies in my opinion with your question regarding a free on line menu template.
We are about to start handing our 300 initial brochures in selected houses/apartment blocks in central London .
We are anxious to see the response.
Accordingly we will adjust our approach and thankfully you are only few clicks away for further advice.
Once again , thank you for your advice .
kind regards
Andreas
I’ll want to hear how it goes, too. Good or bad.
I realize now I should have asked what you were planning on using the brochures for. My oversight.
Tell you what, I’ll have a look at your layout tomorrow (if you haven’t already had it sent) and see how it looks. Actively inviting people to your website would increase your visits and therefore your appointments.
Look for an entry on this.
Please stay in touch.
Eileen
YESSSSSSSSSSSSSSSSSSSSSSS! I love this. OMG. OK here goes. I am currently renting space in what really is a Chiropractor’s office turned wellness practice. It’s a goof thing. While we all benifit for each other being there. The thing is I really would like to have a space of my own I share the room with two other people. I’m paying $400.00 rent and that’s really great considering. But sometimes it feels a little crowded. I would like a spot of my own and wonder what will I be giving up and gaining from such a move.
Good one! I just got off the road from Montana so give me a couple hours and I’ll get right back to you.
Eileen
Okay, Fran, this is turning into a blog entry. I called a couple MT buddies and they are giving me many opinions; too many for a comment box. So look for tomorrow’s or Monday’s entry to address your question.
Any one else out there want to get in on this? Please do.
Eileen
Hello Eileen,
I have worked with a senior group for the past 6 months at a reasonable rate doing chair massage 5 days out of the month. I am now being offered a 1 year contract but have been asked to reduce my fee as their budget is tight. They feel that since they are guaranteeing me work for a full year, I should accept a reduction in fee.
I love working with this population but my budget is also tight. I now receive $90.00 for 90 minutes, they are now asking me to accept 75.00 for 90 minutes. Everyone, including me is feeling the squeeze now and I really depend on this money and hate to loose it but I think they are asking for too much of a decrease.
Hi Sandra—
Let’s see what we can do for you.
I called Cherie Sohnen-Moe (her Business Mastery book is having its 20 birthday next month [www.businessmastery.us])about this one. I know what I would do, but …
She had a lot of questions for you:
1. Are you there for 90 minutes ONLY per day?
2. Are you working on seniors or staff or both?
3. Do any of them give a supplemental payment?
4. Is your business table AND chair or just chair?
5. Is there an opportunity through this work to get clients for your table?
6. What are other people in your area charging? Is $75 for 90 minutes close?
Not knowing the answers to these, Cherie’s first suggestions are to negotiate for a bigger timeslot (maybe three hours) so the drive, set-up and take-down are more cost-effective.
Can you open up your chair to paying customers (like inviting the staff to get work done when you’ve finished with the seniors — charge a come-on rate to the staff)?
Let us know and we’ll get cracking.
Eileen
[...] an experienced smartypants. You can read her immediate response towards the bottom of the Just Ask page. I’ll be fleshing things out for Monday’s entry. See you then. [...]
Hi Aileen,
I want to develop a website.Could you recommend a company specialzing in websites for massage therapists or one that would provide assistance
in developing a site?thank you.
Hi Eileen
I’ve left a comment on your post about me, so hopefully your readers will have a better idea of where I’m coming from, what my background is about and the fact it’s not a scam and instead I’m genuinely out there to help
I’d love to have a chat, but can’t find anywhere I can email you. Hopefully you can get my email address from this…
Perhaps we could interview each other and make the interviews available to each of our lists so more MT’s know what’s out there to help them with their marketing.
Thanks!
Karen Dimmick
Eileen,
I have just recently moved from Chicago to Cape Cod, Ma and accepted a job at a spa/gym. The space and business is new to the owners of the spa. THey have two other locations on the cape. I have been hired to be the massage therapist/marketing person. We have tried numerous marketing ideas. Some examples: Spring stimulus package for $99.00 (includes-hair cut,facial, massage), Beauty bucks-$20.00 off a purchase of $80.00 or more, referral program for the trainers- refer 2 people get half-off a service. We have even attended a ladies community night in which over 500 women get together at a local venue, to see the local businesses and what services they have to offer. Not one have called or come by. What are we not seeing? I have learned not to discount your services or give them away for free. The web-site for the gym is http://www.fitness500club.com and we are under the link Beyond Beauty. We also have our own link for the salon/spas, http://www.beyondbeautycapecod.com. Please, Please help. I do not want to give up on this venture.
How do you know when to step back? I feel like I am drowning sometimes with constantly trying to get my weekly book filled. I always manage to average the same amount of appointments per month which cover expenses with little else left. I post business cards, fliers,offer discounts, blog, email, do newsletters… emailing.
Oh, Little Button Fran, you sound overwhelmed. Let me get a blog entry up and see what everyone has to say.
Massage2go! I did an entry for you: http://www.naturaltouchmarketing.com/blog/marketing-matters/2009/05/do-not-give-up/
Check it out, answer some questions and we’ll see who says what. AND, what is your name?
[...] Posted in May 21st, 2009 by Eileen in Ask Eileen, Get Going I got a question this week on the Ask Eileen page from a long-time reader/commentor, Fran [...]
Hello Eileen,
Defining a niche and going with it..
Firstly I would like to say how excellent and informative I find your site and blog; it really is a treasure for our line of work.
I am a trained bodyworker (shiatsu) since 1996 and also a now highly graded martial artist; my introduction to therapeutic work came whilst living in Japan studying martial arts when I was eighteen.
Its funny because all my life I have wandered around just making enough to ‘get by on’ and to keep me training but now, reaching thirty-three I want to make a determined effort to set up a good client base and perhaps spread some roots; maybe even a fulltime studio in a year or two.
So I started coding my own site (just one of the skills I’ve picked up) and hit my first wall because I would like to do so much; how do I define my niche? I am qualified to teach yoga, martial arts, tai chi and shiatsu.
I figure first that shiatsu is perhaps my most rewarding, in that I love to help others in whatever way I can.
I have put the first page of my site up already and I am working (in between a part time job) to get the other pages completed.
I’d really appreciate any input from you or readers. I was contemplating making the ‘about’ page on me and my experience with possible links to articles or something on the other disciplines of yoga, martial arts etc. (or do you think that will be too much?)
The main flow of the site will focus on my style and approach of shiatsu (which oddly is different to what is taught and practiced here in the UK?)
Lastly, I hope to be taking on a room in a popular gym soon, this will be ‘my’ room and I have worked there once before a few years back. I should find out for sure by the end of this week. (I very much like some of the ideas that have been on the blog role for this)
Thanks and keep up the great work,
Wishing health and fortune
Joel
JOEL! Firstly, let me compliment you on some well thought-out writing.
It sounds like you have made some sound decisions so far. If shiatsu is how you feel you can make the most impact AND how you can make a good living, then that’s the way you should go.
I don’t want to leave you hanging. So look for an email from me in the next few whiles. Then I’ll turn this discussion into a blog entry (if that’s all right) and see what kind of response we get from any readers. I want to time the entry so it coincides with our mid-month, Marketing Minutes email. (That’s the one with a lot of marketing resources we come across during the month.) We’re likely to get fuller responses then.
Eileen
[...] Dynamics in the UK sent in a series of questions to the Ask Eileen page. If you’d like to read Joel’s entire entry, scroll to the bottom of Ask Eileen and see where Joel has been and where he is [...]
Dear Eileen,
Hope you are doing well. I have been a massage therapist in KY for about 8 months and got a good job at Day Spa here. I am moving to another city and just went to 2 interviews at the different Aveda’s salon and spa. My questions for you is according to this following:
1. The smaller business but is established in their hair and nail offered me the better commission. The only con at this place is that they have never had massage therapist before so they are planning to put a massage room at the basement in a small corner and no warranty how many massage I would get per week. They said tip is usually good but No hourly pay.
2. The bigger business is good and very professional but they don’t pay commission but $15 an hour. I have to sale the products without any commission and give hands, head and shoulders complimentary massage to the customers there. No tipping!
Where would be the place for me to work when I move to the new city?
Thank you so much!
Brenda
Holy schmoly, Brenda. This is a good question. I did a blog entry about it tonight and have invited your colleagues to comment. Let’s see what we get, eh?
http://www.naturaltouchmarketing.com/blog/marketing-matters/2009/10/where-work-new-town/
Hi Eileen,
In the UK, schools run pamper nights to bring the ladies in and make money for the school. The night consists of retail stall as well as a range massage therapy: massage, reflexology, etc. Having done this occasionally, the question is, why don’t we get business from the night? (I’ve tried special vouchers.) Any ideas?
Ooo! Nice one, Lib. Yes, I have some initial ideas. Look for a blog entry this week.
Hi Eileen,
I really enjoy reading your articles. They always seem to fit right in with whatever problem I am having. I like the way you write your articles as well - seems like you are talking to a friend yet professional. I do have a question about Thank You cards. I am trying to build my new massage practice and I would like to send Thank You cards to my new clients, but don’t know how to word it.
Thank you so much,
Cindy
I will be doing chair massage at a health fair this Sat. Do I charge for that? I know the economy is low, but the thoughts of free = no paid clients later runs through my mind. I wondered if I offered the first 5 minutes free and charged $5 for 10 minutes? I’ve been reading your information and have a lot of good tips I will be using. THANKS for the support! Rhonda
@Cindy Onions —
Thanks! I’m doing the “Aw, shucks” thing right now.
I love thank you cards. They are a great way to show your dedication to and willingness to work with a client.
I wrote a blog entry just for you at http://www.naturaltouchmarketing.com/blog/marketing-matters/2010/03/massage-clients-thank-you/
Keep it up, Cindy. You’re asking good question.
@Rhonda —
I was just writing about this response to another comment in this entry today: http://www.naturaltouchmarketing.com/blog/marketing-matters/2010/02/spa-nights-pay-market-massage/
Cruise on down to my last comment. The looooong one.
It all depends what this health fair is all about, what you’re doing there and what YOU want out of it.
The more you can find out about the type of attendees the better.
Definitely go prepared to collect potential clients’ contact information. Be prepared with a plan for how you will communicate with them afterwords (be SURE to categorize them into groups, eg: neck pain, RSI, active senior).
Doing something like: “SAVE $5! $10 for 10 minutes, $15 for 20 minutes!” might be the way to go.
If you find that what you’re doing isn’t working, don’t be afraid to make a logical, rational, thoughtful decision and change your approach halfway through.
* A side thought: Tax time is coming. Think about how you could parlay your services into a tax-relief “special.” Ask people what they do. If you get ANY CPAs or bookkeepers or whatever, tell them you are available to go to offices and provide relief for their customers and/or the employees.
It doesn’t have to be taxes either. You’re looking for a reason for them to *need* you. Sometimes, they don’t get that they need you until you tell them they do.
If you haven’t already, check out these two entries, too:
http://www.naturaltouchmarketing.com/blog/marketing-matters/2009/12/fair-game-market-massage-fair/
and
http://www.naturaltouchmarketing.com/blog/marketing-matters/2009/05/dipping-in-your-oar/
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