How to Get Clients to come back again, and again, and again

[Kalaz]

How many times have you thought you had a great session with a client only to have them disappear and never be heard from again?

You performed a great massage, you were confident your client was very happy when they left, and you can't think of a single reason they wouldn't come back. But they didn't.

What Happened?

This happens to everyone, but it's the savvy Therapist who understands how to increase the odds to get those first time clients to come back and turn a one-timer into a regular.

The Secret?
No secret really, just normal human behavior that needs to be understood. Many times a person will get a massage for the first time because of an injury, crazy stress, a recommendation of a friend, or some other singular reason that most likely won't happen with regularity.
Think about shopping for a new pair of shoes vs. buying groceries. Same concept - shoes you buy when need meets opportunity (my shoes are old and I walk by a shoe store), groceries are purchased more on a need/schedule basis. (I go grocery shopping Tuesday on my way home from work).

Now how do you convert a new client's thinking from a shoe buyer's mentality to that of a routine grocery buyer?
The challenge is to get that new client to come back often enough to make it a routine where the client is more aware of the absence of their massage than the occurance of a massage.

Effective tools to make this happen are First time client coupons (your next visit is 1/2 off if you schedule it now.). At the second massage, your client should feel much more comfortable and then will be more open to purchase a multi-massage package (with a savings incentive, of course). Whatever you do, don't let that first time client walk away without some meaningful incentive to see you again!

What else can you do?
The above is only one idea. While I'm happy to share more that have worked well for me, we can discuss those further in the discussion forums. The point I'm trying to make is that every therapist needs to think about getting their customers to come back every time they see them, whether they're first timers or loyal routine customers.

Take aways:
1) Be willing to make short term sacrifices in your hourly rate to keep and attract clients.
2) Always ask yourself how you can get a client in on a regular basis to make their massage a habit rather than an exception.
3) You need more than good massage technique and a good personality to get clients to come back.

Mark Volkmann - Author of " Ideas and methods for building a vibrant practice" http://www.massagesuccess.ning.com

 

[anjellaaxd]

How to Get Clients to come back again, and again, and again

2Thumbs,

Every single one of your posts seems to be a promo for your blog.

If you'll just stick your blog in your "signature", you can still have it on every page. It will free you up to just use general conversation and become one of the group again. You can see my siggy as an example.

 

[Apple Pi]

How to Get Clients to come back again, and again, and again

2Thumbs,

Every single one of your posts seems to be a promo for your blog.

If you'll just stick your blog in your "signature", you can still have it on every page. It will free you up to just use general conversation and become one of the group again. You can see my siggy as an example.

I've read a whopping two posts so far and I agree.

 

[Jonathan]

How to Get Clients to come back again, and again, and again

Sorry to give the impression I wanted to send you away. I've been reprimanded by the powers that be and schooled as to the appropriate way to post articles.
Deepest apologies. I hope you find the content useful.