Massage Marketing for Repeat Clients
February 23rd, 2008 by Alexander KohlMy main problem seems to be keeping the majority of clients coming for more than 2 or 3 visits.
Is there a certain phrase or seed that can be planted in their minds from the initial contact that will have them returning for week after week month after month?
Find out Why
As a first step, I would want to find out why they are not coming back.
- Have you healed them so well that they do not feel they need it?
- Are you doing something they don’t like (maybe become too familiar)?
- Do they feel it is getting too expensive?
How to find out? Call them and talk to them a certain time after they have been with you.
Take the Lead in Making Contact
Either they tell you something that you can change for the better. Or you might actually find that your calls result in many of your clients coming back.
Turn that into a system where you make contact in a variety of ways.
- send cards
- phone
- send a text message
The Passionate Training has a section on how to set up that system.
Lock them in
Most humans are lazy. Taking action is an effort. So you need to take away the effort for your clients to come back.
Here are some possibilities:
- Book them into the next appointment when they leave
- Call them a certain time after their last visit, inquire how they are feeling, offer a new appointment
- Book them into a recurring spot (e.g. Wednesday at 10am every fortnight)
- Sell a pack of 10 appointments for a reduced price (payable upfront)
But the most important first step is to find out why they are not coming back. If there is anything you can learn from that to improve your service, you’ve gained a lot.
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March 3rd, 2008 at 2:48 am
I’ve found the best method for my own practice to keep clients coming back is to use a pre-paid massage discount program.
I sometimes feel it’s a little “cheezy”, but it works great. Two reasons it seems to work.
First, clients pay up front, so I have the money. They now feel obligated to use what they paid for, else they might loose their cash. Hence, they come in regularly.
Second, because it’s a discount plan, they are saving money. People love to walk away thinking:
“I just saved a butt-load of money on something I would have bought anyways. Now I’m one up on the ‘Man’.”
Weird as it sounds, it works.
check out my sample discount plans for your own ideas:
http://www.a-body-for-living.com/massage-plan.html