How do you do effective marketing?
1. Know what results and change you can offer your clients.
2. Know who you want to talk to.
3. Choose marketing tools that are a good fit for *you*.
4. Do your marketing with love. Everything we do, we do better with love.
Keeping a client is far less expensive (and less work) than attracting a new client. The key to strengthening that existing client relationship? Great customer service.
It doesn’t have to be expensive or time-consuming. You don’t have to do what everyone else does. You can make your customer service an authentic extension of your vision and your mission.
Learn easy ways to deliver the best customer service at every point of contact.
How do you grow your practice (make more money)? One way is attracting new clients. Another way is to “grow” your existing client base.
Are there clients who would benefit from longer or more frequent sessions? Can you, standing confidently in your professional expertise, make that recommendation?
Are there clients currently getting 1-hour sessions that would benefit from a 75-minute or 90-minute session? Are there clients seeing you monthly that could benefit from every 3 week sessions? Can you, again standing authentically in your professional expertise, suggest that to them?
Are there session lengths (the 30-minute session is one to think about) that just don’t serve your practice well and keep you from having the schedule you’d like to have?
Are you confident and consistent in suggesting / offering clients a chance to re-book their next session at the end of this session?
When you genuinely believe a client needs to see you a certain number of times / in a compressed schedule (for example, twice a week for 3 weeks; every week for 4 weeks, etc.) to get ahead of a problem, are you offering that to them in a way that shows you are coming from a place of professional concern and compassion?
Are you “spending” too much money on discounts? Are your discounts too large? Are they serving your practice (every discount should help strengthen and grow your practice)?
Is it time to raise your rates? Is it past time to raise your rates?
Are there products you regularly recommend to your clients — even giving them links to where they can buy them — that you could carry? This works best if these are products that legitimately fit your client’s needs.
We jump quickly to “must get more clients!!” but that isn’t the only way to “grow” your practice. Take a look at what’s already going on and ways you can step up your game.
Make sure, too, that you’re offering your best customer service. https://www.amazon.com/dp/B08NJ3XWHQ
If I were to give a gift to my business it would be a steady hand. 2020 has done a number on me — as it has for so many of you — and anxiety and depression have sidelined me more than once. I don’t want miracles for 2021 but I would like more…steadiness. For me and for my business.
There are a metric ton of business books out there but very few that I actually enjoy reading (much less understand!). “Company of One” by Paul Jarvis is one that I think is worth reading. I highlighted something on practically every other page that I think is relevant to the business of massage.
Warning: his idea of a “small” business is making $500,000 annually so some of this reflections have to be “translated” to our reality.
Here’s one passage to give you a sense of the book:
“It’s assumed that hard work and smart thinking always result in business growth. But the opposite is often true: not all growth is beneficial, and some growth can actually reduce your resilience and your autonomy.”
Your energy flows towards others (doing your work) and towards yourself (taking care of business). Maintain a healthy flow between these two energies if you want to thrive.