Recently I spoke to a lovely Therapist and she asked me some pretty great stuff about her massage business. She was doing everything great but there was one thing that she needed to address pretty fast, or increase the chances of loosing new business. That was; following up. You see if you wanted to, you could place getting new clients into two phases. The first phase is marketing to get new clients, which I teach people, and the second is client retention, which I also teach people. If your marketing is good then you have won 50% of what the battle is. But if you don't have clients coming back to you thats the other 50% of what this is all about. So how do we convince or persuade people to come back to us? Do a checklist. Thats the first thing. Make sure you are covering all bases with your client follow up. The first thing to make sure of is your masage treatement. Did you give them a massage that they loved, or was it what you wanted to do? You must give them what they want, but if what they want is not rigt for them, then you must educate them gently and caringly as to why deep tissue won't do them any good now. Explain it as caringly and kindly as possible so they know you are putting their needs first. The second thing is do you contact them after the treatment? Do you send out a letter or email to ask them how they are feeling, and thank them for their business and support? If not, why not? If yousimply sent them out something that thanked them for coming to you, even a small card just a few days after the treatment you will increase your client retention rate ten fold. You increase your client retention rate because of the amount of value you are placing on to the client and how much more valued by you they feel. If you can really work on this in your massage business you'll notice the effects straight away. And it's not just trying to get soemthing from them, its to express value. Expressing how much you value someone who pays you is smart! It gives you amazing credibility in their eyes. So always remember to increase your clients by valuing them and keepig in regular conact with them. Best wishes,
Amy Roberts www.massagetherapymarketingsuccess.com |
