Courage to approach people

[indicabud1uk]

I'm just starting my massage practice, and the going is slow. (People who fell in love with my massage while I gave away some freebies and swore they'd tell all their friends and come back when I charged full price mostly evaporated. Poo on them. sniffle.)

I know I need to be proactive and make contacts. This includes both with those people who were enthusiastic about my practice early on and should be clients, and approaching people that I think could mutually benefit with me from things like joint advertising or referals.

But, although I am not precisely shy, I don't know how to make that first step. I want to introduce myself and suggest a "strategic partnership" (the wording was recommended to me in an other post). I believe in myself, my abilities as an RMT, and the fact that I can help people, but I'm very unconfident telling people they need me. Interupting someone's busy day and saying "Mr. So-and-so, I have a business proposition" just isn't my style. Any ideas on how I can get past that, or some wording suggestions?


Same problem with clients/potiential clients. I've heard that I do direct marketing with phone calls to the people who I know are interested in my progress as a massage therapist, but I just don't know what to say beyond the empty pleasantries "How are you? How are the kids? By the way, I'm doing massage these days, when do you want your appointment?" (They already know I'm open for massage business, they got a gorgeous post card in the mail about it.)

Arggh...and don't tell me the worst they can say is no. I need a way to present myself that I can imagine, if someone else came to ME, me saying yes to.

 

[TeeHee]

The majority of the business that I have, I have gotten from the help of friends, family, and past/current clients.

I have done marketing to businesses that I have know the owner of - I have done marketing to businesses my friends or family work for.

For example:
My friend works for Company C. She started talking me up to the people she works with and soon a few took the plunge and tried me out. Once they were happy with me and my massages they chatted me up to others at work. I gained many table clients from just the chatting and referrals to each other. I came in during a company lunch and talked about massage and myself. Got a few more table clients from that. A few others showed interest in bringing me in to do chair massage - so once the interested was there I pursued it. Got into contact with them and set things up - this was easy since the interest was already established. A large part of my regular business is coming from this one company - a big thanks to my caring friend with the big mouth!
One of the really great things - is that the employees that do get the massages end up buying gift certificated for coworkers that haven't gotten one yet. Once they try it - they are hooked!

My best advice: Be enthusiastic! Believe in what you have to offer. Be as friendly as you can be. Practice what you preach (if you want them to get massages - get them yourself and talk about it)

Put yourself out there and don't feel like to have to offer anything for free.
Market to the clients you want. I want steady - loyal - maintenance clients. My business is set up to benefit them the most and that works great for them and me.

 

[b_witch]

Courage to approach people

I know I need to be proactive and make contacts. This includes both with those people who were enthusiastic about my practice early on and should be clients, and approaching people that I think could mutually benefit with me from things like joint advertising or referals.

One suggestion is to find an esthetician who would be willing to do trades with you. Estheticians need regular massage and if you find one who really likes your work, you will be amazed by the amount of referral business that you can receive from just one person.
8)

 

[Purusottam]

Thank you, that's very good advice Just today I started telling people that very thing, $10 off with each refferal after reading about it in another message topics. I really like the little introduction script about introducing myself with the "excuse" of simply introducing myself. It's so obvious, but I couldn't seem to picture it in my head before that.

I don't have a regular stylist, I go in to some random place whenever I can't remember the last time I had a haircut. Maybe I should get one...they ARE known for chattering to people, aren't they?


I want to share my little success story from just a few hours ago. While I'm starting up my massage practice, I'm also hostessing at a nice restaurant. Some of the regulars are interested in my life and, therefore, my massage business. One of those regulars came in and asked how I was, how my business was going, and said "Yeah, I haven't scheduled a massage yet!" And (go me!) I replied, "Why not?" I ended up getting his card so that I could call HIM on Monday when he had his calendar to schedule him in. Yay! I feel all..proactive!

 

[Ihtiyorhon M]

Good job Seeb!

I'm finding it really is a matter of putting yourself out there a bit. While I've picked up most of my clients from people I know, some I've seen just from just being willing to talk about what I do and not being hesitant to hand out a business card. A small salon close to my office is a big source of referrals. I visit them regularly for a manicure. Most of the gals there have been on my table and I barter with two of them. I've picked up clients from dropping cards off with the front desk of my son's orthodontist, our doctor office, etc. There's a sports nutrition store I've supported as a customer for a while and last week I just asked the owner if I could leave a few coupons with him. "Oh wow... that's what you do?" Not only did he say he'd be happy to put one in each of the magazines he gives customers when they purchase product, but asked if I might be able to help his wife who has chronic back pain. Ya just never know if you don't ask.

I do send out a welcome letter after I've seen a client the first time, include a couple of business cards for them to pass along and give an explanation of my referral program along with other information.

You've already broken new ground being more proactive.

Maire

 

[ratul]

I want to share my little success story from just a few hours ago. While I'm starting up my massage practice, I'm also hostessing at a nice restaurant. Some of the regulars are interested in my life and, therefore, my massage business. One of those regulars came in and asked how I was, how my business was going, and said "Yeah, I haven't scheduled a massage yet!" And (go me!) I replied, "Why not?" I ended up getting his card so that I could call HIM on Monday when he had his calendar to schedule him in. Yay! I feel all..proactive!

Good going Seebs!

 

[mallos731]

Congrats on your progress Seebs! Little steps at a time and it will all become more comfortable for you. To steal some advice from Nike....."Just do it!"

Wow! I wish I had a big mouth friend! There are people out there, who may love what you do, but just aren't the "promoting" types. Seems that my friends are that way. So, to start with I had to be the BIG MOUTH! I don't like to seem pushy and was worried about that in the beginning. But, you do figure out ways to work massage into some conversations.

Take those people who were all excited in the beginning when you were giving things away for free and who SAID they would be one of your paying clients. Call them! Put them on the spot!!! You could say "Hey, Janie!!! Good news!!! I know you've just been waiting to be set up in my practice and all ready to go as a PROFESSIONAL MT. You said you'd be lined up to be one of my first clients. Well, I'm calling to get you set up with that first appointment! What day can I schedule you for?"

I used to have people who I would run into and they'd say "I'll have to call you." And, of course, they never did. So, now.......I ALWAYS have my appointment schedule with me. When they said "I have to call you." I whip out my appointment book and say "Is Tuesday at 3 good for you?" If they say they have to check, I will give them my card. If I don't hear from them in a couple of days I call them. This seemed to be too pushy to me at first, but it really does work and the majority of the time, the person really did mean to call me, but just hadn't made it a priority. They were actually grateful that I had contacted them.

 

[SNFcj (Back on my grind)]

Estheticians & Hairstylists

As Nordic1 said estheticians are GREAT sources for referrals. One downside is that not all of them are self-employed and able to do trades. How about your hairstylist? Stylists tend to have TONS of clients and they TALK ALL DAY LONG. Get your stylist to talk you up to their clients. Also, you should be trading with your stylist for services. It will encourage them to get regular massage which they need and if they are going to you regularly, they will be more inclined to talk you up regularly. It will also save you a few $$ on haircuts.

You are definitely correct about the fact that many estheticians are not self-employed and aren't able to do trades, but I have so far had great success finding estheticians who can do trades. One even took a phone call from one of her regular clients right after her massage session was over and immediately booked a massage appointment for her with me, which was very cool. 8)

I used to trade quite a bit with hairstylists during the first year that I did massage and got a lot of business this way. Even thought it would have been more fair to have traded two haircuts for every one massage, I still did an even trade with them and as a result of this I think that helped motivate them to promote me even more.

 

[Jenna H]

From a slightly different angle - get a web site. People that will find your website will do so probably because they typed in "massage " they are already interested in massage.

You may think that a web site it too expensive, but if you do it yourself, it's VERY cheap for a full year of advertising, 24hr a day, probably cheaper than a single mail out promotion. Check the Web site area of this board for more info/help.

If you were thinking of a web site later, do it now. Google likes to ignore brand new web site for a few months, it's their way of checking you are a legit web site that isn't going to disappear after they've provided you a few people through search results (it's called the Google sandbox), so the sooner you get a web site going and tell Google you're there, the sooner they will let you out of the sandbox. Yahoo and MSN will list you fairly quickly, so you will still get some use out of the web site.

Web sites are VERY good for gift certificate purchases - I get lots of gift certificate purchases from people outside of the area for their friend that does live in my area - without the web, I'd never be able to reach that market.

 

[Erin N]

Websites are a really good idea! This month my client intake has really jumped, and everyone I speak to are mentioning my website.

You can put a lot more information on your website too, and keep it upto date.

Goodluck with whatever you decide to do.

Mat xx