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[maggiebridget09]

What do you think of offering massage therapy (or spa treatments) in special bundles/packages for savings? I have done so in the past, but get a little frustrated that it seems to be my regular clients (who book & rebook anyway) taking advaneforum.xxxe, and not new clients that I'd like to attract.  :Anybody have any great ideas, or thoughts? Is anybody out there?  sagetherapist

 

[stingray]

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Maybe you could try offering discounts to your existing customers who refer new customers. Just a thought. :-/

 

[mcj0423]

You know that is just the problem, how do you get new business and maximize revenuewithout existing business profits dipping as recurrent clients take advaneforum.xxxe of specialsand packages?If it makes you feel better, big fortune 500 companies have the same conumdrum ( I still have my day job : o( ) .Then if you give discounts to clients for referrals that is great but what about the new client- shouldn't they get some kind of incentive for walking in the door?  These are the people you need to impress. Like you said, the existing client base is loyal, they will come back pretty much no matter what you do.I've been "in business" for about a year and I'm amazed at how long it takes to build a clientbase and how even regulars don't schedule as often as I would think. I get a massage moreoften than they do!In school we had to attend a business seminar and the guy told us, for his massage business, direct mail did not work, he gives out thousands in gift certificates (charity auctions) that are never redeemed (nice tax write off but no new clients). The concensus I hear is the yellow pagesand word of mouth- if you can find that one client that not only raves about you but manages toinspire people to come and see you- treat her/him like GOLD.Packages spark interest but don't seem to really affect clientale or improve profits all that much.What is daunting, is I've heard numbers for advertising that the average consumer gets a direct mail or watches a commercial about 13 times before they actually get up off the couch and pickup the phone/go to the store- start tracking how long people knew about you versus when they actually called you.That will give you a good idea of your average marketing cycle and you can start timing your incentives against that baseline.  Let me know if you figure out the magical marketing combination!Michelle

 

[SteveC is a Level2]

Michelle,I really feel much the same as you, and am becoming more and more convinced that word of mouth is the biggest draw for newbies. Honestly, my best 'resource' has been my friends & colleagues in related fields (beauty & health) that keep up the reassurances that THEIR massage treatments are what keeps THEM going. Honestly, my biggest fans (& friends for that matter) are the hair stylists & aestheticians I know & do business with.Which brings up another point for discussion:  what about trades/bartering? I had always done so in the past, but for the last 5-6 months I have stopped. I have decided to pay full price for the bodywork and beauty services, etc, that I need & love. I feel good about supporting the profession, and I never get put off or bumped. I try like heck to be the best client I can be:  on time, not rescheduling & cancelling, etc. 9and I write each treatment off on my taxes!) I really appreciate the rewards that this change has effected. Does anybody else want to add/agree/disagree?I love having this site to write to you all. I hope you'll all get your fingers on those keyboards & exercise your opinions! This is great.Jill/Sagetherapist

 

[Can]

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I don't know about bartering, you then have to makesure there is balance in the exchange. Sometimes you don't get as much as you give.The other thing I was thinking about were those magnetic advertising thingys for your car. You probably drive the most in the area where you are trying to draw clients from and the same people would be seeing it over and over- someone will eventually call.Its cheap and visible.

 

[Kratos]

Series Packages

About those magnetic signs: they're really not very expensive, but I found an even less expensive alternative. It's great if you are confident with desktop publishing on your own computer (or have a friend who'd like to help you!). Avery brand makes a product called "Ink Jet Decals for Windows". I do my own rack cards (menu of services) and gift certs, so I have a logo & mottoe, etc for my business. translating this into a printable decal for the car window took all of about 20 minutes, even with the tinkering & tweaking I did to get it "just right". I asked a couple of my favorite clients & friends that live in the East Valley to put them on their autos & it's great. They peel right off with no residue. You can reverse the print to have them adhere to the inside of the window; although if you have very dark privacy glass (like we all do here in the Arizona heat) it's a little more difficult choosing colors that will "read" well through the tinted auto glass. If I remember correctly, it's about $13 for a package of 6 sheets (8.5 x 11). I made 2 per sheet. They're not 'jump-out-at-you-large', but they also don't hinder your rear view as a driver!

 

[Valeria]

I have made a lot of mistakes along the way.  I am a single Mom working 2 jobs. I've been a Dental Assistant for nine years and 4 years ago decided to go to school to do what I love. Massage Therapy is the ultimate job if you love what you do. It is a great feeling to make others feel good. I have volunteered to do chair massages at community functions and health fairs. It is very important to be in the public eye. Curiosity gets the best of them. People will ask lots of questions and you should be ready to answer them. Informing your clients to things they can do at home, along with massages that relate to their particular stress areas will keep them coming back. I have the Gift of Gab, thankfully just in conversation, I manage to advertise my work. I also leave business cards wherever I can. Beauty Salons are great also. Offer the stylist and estheticians a freebie on the chair, or a 15 min. neck and shoulders on the table. They will be very thankful and loyal to building up business for you. In my brochure I offer my clients 1 free hour for every 3 new clients they refer. It sounds like you're giving away a lot of freebies. I hope so because that brings in new clients. You should date gift certificates and allow @90 days to redeem, then revert it back to the purchaser for @2 weeks.

 

[All Star]

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Here's what I do...Two ideas... First is the 10 Massages for the price of 9.Second, Referral Program... if someone mentions you referred them, then your next massage is TEN bucks off.

 

[bushisajerk]

New and continuing clients is a challenge---I have found word of mouth the best--yellow pages and leaving cards just anywhere can get an unwanted element coming to yo.  I have been working for 5 years--at first only part time and my clients came from friends, co-workers and a couple of chiropractors I know--I now have more chiros and some medical doctors referring and my business has doubled.  I also keep my prices lower than the norm--many of my massage friends tell me they get much more--but there are many clients who just can not afford the $65 and up cost for a massage--I find they appreciate my fees and come more often(many tell me) than if they had to pay $20+ more.  I adjust my rate lower for my senior population(have several in their 80s---they love coming and are very regular.  Mailings are a waste--and chair massage can be a great money maker(get a few good contracts in some companies)--can bring in more per hour than on the table--but it is not going to bring many new table clients.  I talk my a business all the tiime-and make my husband tell people also------you might tell 25 people to get one client!You will find that there are a lot of us out there--more schools are churning out more therapists-but there are still "untouched" clients to find--keep talking and telling everyone what you do           Enjoy your work  Vickie

 

[lalo fublilk]

If I remember correctly only 18% of america's adult population has recieved professional massage.  Thats alot of people who have never been "touched".  What I have found works best for me is getting in the circle of people you want as clients and promoting yourself.  I joined the Chamber of Commerce (of which I am now on the Board of Directors) and started meeting business owners.  Not only do I get the owners in but I get their employees also.  Just a quick note- Never give a prospective client a business card.....Always give them at least two. (People have a hard time giving away the only card they have for someone, but it they have an extra they will give it to someone else)  8)

 

[eddie f13]

I'm with Bettirocker on this one.  This is what I do too.  Please forgive the length.  I just had a lot to share.  I am an Oregon Licensed Massage Therapist in private practice for 9 years.  I offer several "specialized" services at different prices--the more advanced training, the higher price.  Basic Swedish massage is the cheapest, and I market that at $60/hour, $45/half-hour.  All specialized services go up $5 or $10 from there.  There are also services they can add on.  Anyway, people come in for the "cheap" work, just to try me out.  If I keep something "cheap" on my menu, they come in (yes, I have a brochure called "Guide to Services and Products" which lists everything and their prices--half hour, full hour, 1.5 hour, etc.).  On a first "cheap" visit, I give them maybe 5 minutes of deep tissue, neuromuscular therapy or some other specialized therapy during their treatment, and get them hooked into having the more expensive specialized treatment next time.  Also, I offer Gift Certificates at $10 off normal prices (full hour or more only), because they are purchasing the service IN ADVANCE.  Many people purchase Gift Certificates and never use them, or lose them.  I have a disclaimer at the bottom of all GCs that says I am not responsible for lost GCs, and I don't keep track of them.  All single GCs have a 6-month expiration date.  I also advertise $10 OFF Coupon Specials that are usually only valid for a month (like for Mother's Day).  I also offer 5- and 10-Packs in a variety of services (they pay for 4 and get the 5th FREE), and they have a full year expiration date.  For example, "Relaxation" 5-Pack offers a selection of Swedish, Foot Reflexology or Reiki--Half Hour is $159--Full Hour is $239.  "Weight Loss" 5-Pack offers Lypossage and Mayan Massage Half-Hour 179, and Full Hour with Herbal Body Wrap for $259.  "Deep Tissue" 5-Pack Half-Hour is $219 and Full Hour is $295.  I sell the MOST Deep Tissue 5-Packs.  (10-Packs are just double the $$)  I LOVE selling the 5- and 10-Packs because I get paid IN ADVANCE.  Oh, another thing: Gift Certificates are NOT valid if they NO SHOW on a GC appoitnment.  So, if they buy a 5-Pack, I try to schedule all 5 visits in advance, and if they forget to show up for one, ooops, that was their FREE one (I give reminder calls the day before all appointments--they know).  Gift Certificates are also NOT valid on Same-Day, Evening or Holiday appointments.  They need to schedule in advance during NORMAL business hours (9 a.m. to 5 p.m., the last GC visit allowed is 4 p.m.--even for Half-Hours).  If people resist scheduling an appoitnment during the day, I ask when they have other medical appointments?  Massage Therapy is a healthcare service, and they can truthfully tell their employer they have a "medical" appointment if they need to leave work early.  Ummmm, that's enough.  Thanks for reading.

 

[tui]

Tamara,  I know you were stating the resons for them to make the appt. during the day, but I thought I would share this for information purposes   (this is just for info purpose)  It is illegal in the US to sell Gift Certificates for medical procedures.  You can sell them for "alternative approaches" and "cosmetic procedures" but not for a medical procedure.  It is also illegal for you to have a credit on the books for more then 90 days in a medical office.  I just learned this and thought it should be passed on.  Alas, there is a way around this.  If you put the money received in a escrow account and only take it out at the time of procedure. (some of the DC's have told me of this)  I have not found out what happens with a no-show yet but I will post it when I find out.  

 

[Light.]

Series Packages

Hey there Tamara. It sounds like you have so many disclaimers to your "deals", that my clients would be turned off by all the "rules and regulations". People are coming to you for relaxation. They want to be cared for and probably would not want to have to remember all those details, (hours, fees, expiration dates, cancellation policies). Sure, I have a sliding scale...to some degree. Ultimately, I want people to make an appointment, and know exactly what they will get, when they get it, and how much it will cost. You are O.K. with knowing all the rules, but maybe the clients don't want to have to study before they call for an appointment. I have a one year expiration on purchased GC's, and 4 months on free GC's. I also give free 1/2 hour GC's to regular clients to give to their friends and co-workers for gifts. They appreciate this.

 

[Carolina K]

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Personally, I have never had any complaints about the differences in pricing for different types of massage treatments offered. I really think that it's fairly common to price according to the specialized training and/or special equipment & supplies necessary for different services. In fact, it has really enhanced some of my regular clients' experiences with me. Some have a regularly scheduled (and budgeted) hour long massage, but really want to treat themselves once in a while, trying the hot stone, etc, etc. I always say that the most requested and most popular treatment is the one hour customized therapeutic massage. That usually way lays any confusion over the matter, and my receptionist has experienced each and every service I offer, so she can really help clients decide (and suggest upgrades!). Jill/Sagetherapist

 

[Cato U]

I sort of agree and disagree with some of the postings on this site.  I always hear from therapists that their marketing strategy is to lower prices and/or give away massage.  i personally would rather cultivate the one client that could can/will pay $100 per massage than running around trying to "buy" the two clients that will only pay $50.  As for rules and regulations regarding GC's.  It's imperative.  Any business that I buy a gift certificate from has rules and regs regarding GC purchases.  They have expiration dates and they don't honor them after that date.  My business is as legit as those and I don't honor them either.  I know when I started my practice I had prepared for very slow times and had set aside funds to get through the rough times.  Now I have a select group who come regularly, pay well and never miss appointments.  They are my focus and I've never given anyone a free massage, discount yes, but never free.  Free anything invites bargain hunters and they rarely ever become repeat customers or at the best, complain that it's too expensive.  WEll, I'd agree, anything looks expensive after it's been free.  Good luck everyone.  Joe. E.

 

[theoneandonlycharlotte]

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I agree with Joe mostly. I have seen people offer packages on a one time only basis to get people "hooked." But if you are always giving discounts, you are telling people you aren't worth the cost you have set. If you feel like you always need to lower your prices for one reason or another, just lower them all around and give everyone the same price. It's easier to keep it straight too instead of remembering who you charge what.

 

[Steveman3014]

another comment on GC's....a classmate in school worked at a pizza parlor that had a gc protocol i find intriguing. their gc's were two part...what went with the customer and then a stub with the GC number date, etc that the store kept. they attached the funds paid for that gc to the stub and had a little file that held them. when the gc was redeemed it was matched up with it's stub and that's when the money actually entered the books.

part of this was probably due to california law where after x-amount of time unredeemed gc's are supposed to be turned into the state as unclaimed property. *shrug*