I am thinking about making up special shaped coupons of so sort to offer someone a chance to win a 15 minute foot and lower leg massge. I will do this at the senior place that i currently visit weekly to try to build up some new clients. I am thinking about placing the blank coupon at their place setting during lunch next week,then i will be able to walk around and introduce myself to thosethat don't know me. I will then draw a name out of the bowl for the winner. what do you think? I am also thinking about writing up some sort of coupon so as the retirement place can add it to any new residents WELCOME Basket that they give out. just trying to figure out the right wording. i really need to market myself at two places..any more ideas? THis is for seniors.
Namaste,noreen

Hi Noreen!

Great idea!

A couple of comments....

I'm unsure of your title for your 'foot and lower leg massage,' but ensure you 'kick it up a notch' to gain interest.

Find a catch name or phrase that's associated with most of the people there, or an ailment most of them are suffering from, and add it to your title. (In an appealing manner of course!)

You may also want to add some comments in the form of a question to 'allow' your material to sink in. Something like...

"If I Could Show You How To Relieve Chronic Lower Leg and Foot Pain In 15 Minutes Or Less, You’d Be Interested In Knowing More About It, Wouldn’t You?"

I love that you are going to walk around and get to know people. Relationship building is where it's at ;) Another big tip is in conversation with them figure out what they want. There's nothing worse than 'us' as massage therapists with 'our' features (massage modalities) that don't coincide with their wants and needs. Do they suffer from Arthiritis pain? Sciatica pain? Knee problems? Bunyons on their feet? Once you determine your specific target market, then use the headline above to create a message that is dripping with specific benefits for their ailments.

If you are going to create a flyer or coupon ensure you create a sense of urgency. Perhaps state that since you're an independent contractor (just one of you!) that you only have, say, 12 openings available. Also put an expiration date on it as well. "This fabulous offer ends on March 15th, 2010."

The biggest tip I can offer is to LISTEN really well. From my own experience, elderly people want someone (preferably someone new) to tell their story to. Earn their trust and you'll have friends (and clients) for life!

K

Hey Kris
ok you got me pumped up just reading your words of ideas on this paper! THANK YOU so much for your suggestions,I like them! JUst what I needed a little help or push in the right direction. MY intention is to apply more time on marketing myself & massage treatments.which has never been a strong area for me.
THanks again...looking forward to new clients!

Most welcome Noreen, now go get 'm!

Kris

Hey Henry!

I agree, simple is great! (I'm unsure where I mentioned expensive advertising is better??)

The point I'm usually attempting to make is that marketing material and advertising must be specific to the target market and full of benefits, not just features. A 'list of features' is what I see most of the time with brochures.

If they are working for you, great!

Kris

MASSAGE THERAPY CAN HELP
DO YOU FEEL TIRED OR MAYBE FEEL THE WINTER BLUES? DO YOU FEEL STIFF OR EXPERIENCE TIRED SORE FEET?
WOULD YOU LIKE TO HAVE A LIFT AND FEEL BETTER?
I AM NOW OFFERING A NICE, BIG ½ OFF DISCOUNT ON YOUR FIRST SEESION FOR MASSAGE THERAPY.(SAVE $19.00) I WOULD LIKE YOU TO TRY THIS & NOW IS THE TIME, DURING THIS MONTH.
CALL TO GET YOUR APPOINTMENT SET BECAUSE THE TIME IS LIMITED.
EXPERINCE 30 MINUTES FOR ½ THE PRICE
GENTLE TOUCH, UPLIFTING OILS & RELAXATION MUSIC ARE ALL PART OF YOUR TREATMENT. PLEASE CALL WITH ANY QUESTIONS. (First time clients)

Noreen Zakrajsek CMT
In The Moment…Massage Therapy
231-883-3767

OK KRIS WHAT IS YOUR OPTION OF THIS AD? FOR MY SENIOR CLIENTS?

Hey Noreen!

I'm running out the door at the moment, heading off for several couples massage sessions for the afternoon/evening.

I'll get you a reply in the morning, but let me first ask you a quick question.

What size paper are you printing this on? eight and a half by eleven, or half-sheets, or.....?

I'm looking to see how much room you have...

TTYL

K

8x11.is what I had planned,to fold and put in their mailboxes.

Noreen, for your protection do not put fliers in the mailbox without the proper fold over and postage. It is a felony to put unstamped postmarked items in any mail box. Instead take a roll of tape and tape it on their door, or knock first and take a moment to introduce yourself and hand them the flier. One year I put my fliers on the windshield of every auto at the local senior center and nursing home letting the family of the resident know that I offered an affordable way to lower their stress and their loved ones anxiety.

The mailboxes are inside the building and it would be done by the woman in charged iin the office. I have also been around this one place since 07. i do plan on walking through the dinning room and personally introducing myself to all. I do like your idea of knocking on their doors. I think a lunch time walk through may work. Thank you for your input,this is what this is all about,Thanks Kelly.

Since you have the opportunity to meet people face to face, I think that is the best option. You can do it by doing a walk-through at lunch, and/or knocking on their doors. With a personal health-care service like massage, it is so much better if potential clients can actually see your face, and have an opportunity to speak for you in person, even for a moment. Part of the reluctance to book a massage is that the name on a flier is a "stranger". Once they have a chance to meet you in person, it makes a big difference.
One of my graduates wanted to start a home-call practice in a very affluence rural neighbourhood. She spent a lot of time going door to door, knocking, introducing herself and leaving the potential clients with a card and her advertising. It took a while but she built a good clientelle, and of course each person refers their friends and the practice took off.

Hi Noreen!

Ok, now I have a bit of time ;)

First and foremost, I strongly agree with both Lee and Kelly in regards to their comments. Excellent advice.

My entire practice is built on building and developing relationships. Face-to-face 'marketing' is so much more effective as both Kelly and Lee point out.

I still like your ideas for a flyer though, as it's good to be able to hand the prospectives something 'physical' that they can hang on to and remember you.

Let me read what you mentioned below and add my two cents worth ;)

Kris

Here’s my two cents worth:

Are You Sick And Tired Of Winter And Having Frozen Feet?

How does a WARM and RELAXING foot massage sound?

If I Could Send Your Feet To ‘Foot Heaven’ In 15 Minutes Or Less, You’d Be Interested In Knowing More About It, Wouldn’t You??

Here’s a Special Offer Just for YOU:

Give me 60 minutes. If you feel that this isn’t the most relaxing, stress-free hour of your entire week, (and I haven’t sent your dry frozen feet straight to Foot Heaven!) your entire session is free!

That’s how confident I am with my professional massage services, especially my foot rubs!

And guess what???

No other massage therapist offers this guarantee!

Did you know that...

• Therapeutic massage is a natural, healthier response to stress or pain than aspirin or other pills and drugs. Massage is also advocated by most traditional as well as alternative doctors.

• It is an effective means of improving circulation, replacing fatigue with renewed energy, plus relieving stress and tension.

• Relieves pain from exercise and sports-related activities. People who participate in all kinds of physical activities often say that regular massage improves their performance thanks to improved flexibility, range of motion and pain-free movement.

How does this sound? Are you ready to receive the most relaxing hour of your entire week, guaranteed, or you money back??

Call me right now to schedule: (Enter your name and telephone number here.)

However, you must act quickly because...

Availability is shrinking as you're reading this!!!

Because I am a sole proprietor of my practice, I'm only able to accept a limited amount of clients. I'll have no choice but to eventually cap off my time slots.

But hurry!

This special free massage session expires on (enter your expiration here.)

Are you finally ready for your 'Gift of Relaxation'?

Don't Let This Miserable Cold Winter Turn Your Feet Into Rocks!

Call today at (xxx) xxx.xxxx to schedule your 'Heavenly Foot Massage Package Massage!

Wishing you good health,

Kris Kelley, Massage Practitioner
Las Vegas Massage and At-Your-Door-Massage
(702) 203.5670

P.S. - Remember, this no strings attached free massage gift is only available to a select few people, and expires xxxxxxxxxxxxxx.

Mess around with this all you like ;)

Kris

Here's a couple more important items:

I strongly recommend (as mentioned by Lee and Kelly) that you mosey around this complex when everyone else is out and about and talk to these people face to face. Get to know them a bit. Then, you can hand them your information.

Perhaps (also) give them more value if they book right then, with you. (Ensure you have your day planner with you.) Or, offer $20 off the NEXT massage session.

Another couple of huge tips:

Have a notepad with you and write down their names. (The people you talk to.) If they are not interested at this time with your massage, then at least remember their name (with their face) so when you run into them again you can address them by their first name. This makes a huge impression!

Also, do you best to get their contact information. Ask them if you can put your information in their mail boxes, or call them, or text or whatever. Obtaining contact information for further follow-ups is huge!

Building and developing relationships, for me, is huge. The more you talk to people the more you can find out about their very specific and unique issues. Then, you can modify your mailers to very specific groups (foot pain, sciatica pain, shoulder problems, etc., etc.) The more personal, personable and specific you are, the better the results!

kris

One day after I fliered all the cars at the local Sr. center and nearby nursing home,
I took my massage chair at the beginning of the lunch period and during lunch presented upon a willing staff person the benefits received from a massage. After lunch I offered five-10 minute samples. Had so many takers that the center director offered me an available space in the center three days a week to offer massage to center members. Went great until I had to stop to return to college for more training.

Also....

Take a look at my massage website for further ideas. (No, this isn't my offical massage website but one I use for training.)

Feel free to grab ideas from each page to add to your mailers or whatever it is you are doing. Click on the links on the main page to get ideas.

At-Your-Door Massage

Here's an idea I just thought of, once you obtain some of these folks as clients.

Up-sell them to massage packages.

Here's the page for an example:

Mega Massage Packages

Modify as needed ;)

Does this work?

Certainly. I've already had three clients purchase Option 1 as listed in the example. It's nice when in one month over 12k hits the bank account ;) (It's actually more than that, as I've raised my rates since this example, but you get the picture.)

Let me know how this works out!

Kris

Kris, these are excellent ideas! No wonder you have such a successful practice. If I were trying to "grow" my practice, I would use some of your marketing ideas.
We are somewhat limited here in Ontario because we are not permitted to advertise discounts.

Thank Kris for all your wow selling points.
The residents average age at place # 1 is about 89 years old and are in assisted living. The other side of this place is depentent living, average age 86,right now. The ones in asisted deal with demetia, and other health issues. most walk with walkers. I am there to offer 1/2 hr.seesions I have a few (presently) that come up on to my table. The others I visit them in their rooms to have them either lay on their beds or sit comforably in a chair,whtaever works best for them. I just would like for more to experince Massage through a soft and gentle human touch. I will definatly go back to the flier and do some word changing. to give them a bit more wow, but I feel i need to also keep in gentle.
my plan is to get into the dinning room to introduce myself along w/some type of drawing (FREE) maybe win a massage for your birthday. . to perk them up into massage.as well as demo a table,& comfortable chair session on what to expect. plus fliers in mailboxes.
Next time I get to vegas i may have to look you up and your massage. my husband wants me to to go this month with him,not sure yet!
THANK YOU!!

Noreen;
In the assisted living home where I was a full time (independent), not staff caregiver/sitter support person for a 92 yr old. I helpedher to and from dining room and with her ADLs. At lunch or dinner while they were seated I would give some residents neck shoulder upper back rubs and asked them if at dinner they would like a foot rub. Was very popular so the beauty shop girl asked if I would do that on the feet or hands of the ladies waiting to be beautified. Went over well until me and the adminisstrater had words, so I gave up that self employed position and moved to FL to become a live in caregiver. Personally speaking, I do not believe nursing homes or any type institutional facility is good for our elders or the family. Keep your loved one at home and hire helpers.

Noreen, let us know how this all works out.

Sounds like a great opportunity you have.

Kris

That is a good question Samantha. Where i practice we are not permitted to use testimonials, unless they are from an organization that has knowledge of heath care. Personal testimonials are not permitted - partly because of patient confidentiality.

I agree Rick, that we should ask if it's okay, and just use their first name and town. As I said, our regulations do not permit that type of advertising. Testimonials cannot be used here.
But since this type of advertising is available to you, go for it.

I just ask them, no written consent.

Hey Samantha!

For testimonials, I don't get written permission. Now, If I'm asking to use a picture or a video of them, especially on the Internet, I receive written permission.

P.S. Rick, thanks for mentioning Yelp. I was going to mention it a couple of weeks ago and got side-tracked. I've seen great success stories in regards to this site.

For those who do not know what this is, go take a look. It's like an on-line testimonial/referral system. Create your own account, have a couple clients create an account and promote you and your massage services, then take it and splash it on Facebook, Twitter, MySpace, Linkedin, etc., etc.

A couple people I know have stated that this site alone has brought in more business than most of their on-line marketing efforts combined!

Kris

For those of you following Rick Haysdale post regarding chair massage pros needed in Hinsdale, IL. I looked at the IL cities, counties in my Atlas and there is no hinsdale. So that post might very well be a scam.

Hi Kris, thanx for creating this group, I have a question, I've been a therapist for a year and few months now, i have just open my business in town and I would like to know what are good ways to attract clients? I do not have a clientel since I use work for other people, but finally decided I wanted my own practice, currently I go to my office once a day to take walk ins,when i do walk ins I lower my prices 15 min. chair for $10 normally $15, 1 hour massage $ 45 normally $60, I have a website,i'm on search engines, have put brochures in different locations. any other ideas?

~

Hi Maria!

There's a ton that you can do!

First though, in regards to what you mention about lowering your rates...don't do it! (My opinion of course)!

Instead, add value to your services!

It would take me pages and pages to describe all that you can do, so instead, I'll link you to where you can just read all of this.

First, scroll through my topics here on Massage Marketing Solutions.

Second, visit my massage marketing tips site here and read:

Massage Marketing Tips Oh, and don't forget my blog that's listed right on top of this page! Go read that as well.

Next, read over my friends blog, here: Ultimate Massage Success

Then, sign up for his autoresponders here

Now, on this link mentioned above, once you've signed up to his mailing list, scroll down a bit further and download his free e-book, "How to get Day Spas and Chiropractors Eagerly Giving You Their Clients".

I'm good friends with Jeff and have had this e-book of his for awhile now. It may sound like it's not similiar to what you're doing, but since I've read it, there are some GREAT idea's in there for you and specifically what it is you're doing.

Also, he should be rolling out his Hybrid Massage Therapy Practice™ in the next week or so.

When he does this, PURCHASE IT IMMEDIATELY. If you are serious about being successful in your business, just buy it. Don't mess around, don't look at other massage marketing materials, just purchase his material.

Why? It works and he lays it all right out for you to use.

I purchased his material about three years ago. I was struggling and decided to purchase all I could on how to market my business. I spent over one thousand dollars on all sorts of programs. Yea, they were good, but...

Jeff's program is just down-to-earth practical. Oh, and it works.

I went from one client a week to thirty per week in less than six months. Now, a couple of years later? I work four hours per day, four to five days per week and make over six figures annually just performing massage.

Can you say I'm his number one fan? Certainly. Most of what I've written about is directly attributed to him.

If you are serious about growing your business, follow the steps above. Yes, it will take some time in reading all this material. Good. Work is what is needed. This only works if YOU do.

Let's get to work! :-)

Kris

I totally agree with Kris. Do NOT lower your rates. Your massage has value. If you want clients to respect what you do, then you must respect its value.
I keep saying on these chat groups - WE ARE HEALTH CARE PROFESSIONALS. I don't see other healthcare professionals giving discounted rates.
Kris has great suggestions for adding value to your services and I really think that is the way to go.

Thanx, I did stop doing the discount, now what I'm doing is if the book a massage they get a foot soak with scrub free. which really doesnt cost me much to do, so thats what im doing at the moment, I will look into the website kris, thanx

I use arial 12 point bold on my intake form. It is a one page form fot the client to fill out, but I back it up with my soap notes page. At the bottom of the intake page I have a little soap men chart and I ask the client to mark on their form their most worrisome problem on the little soap me. Then while I'm reviewing their form I transpose it onto my soap notes page.

~

Hi Samantha!

Good question.

I've actually tapered my intake form using MS Excel so I can get everything I need to fit properly on the page. It's only 10pt. font. The larger the font the better, as we're walking a fine line of attempting to get all our information on 1 page (which is what I prefer,) and having the font large enough for our clients so that they can read it. ;) I do attach a second page, copied out of one of my school books entitled, Client Status Report. This shows a human in different positions so the client can draw out areas of pain, stiff areas, etc., etc.

What's AS important though....

Is WHAT you put on your intake form!

Now I'm referring to marketing rather than actual physical maladies.

Here are a couple of tips:

Always ensure you capture their physical address. (Where they live.) This is critical for me as I'm a huge fan of mailers. Get their E-mail addy and phone number as well.

Also ensure you have a short and sweet disclaimer that their personal information is private.

I also ask how they found me. At that moment it may seem obvious, but after several clients you may not remember that first client (especially if they are a new client.) This assists me in knowing which marketing and advertising is working or not. I'm huge on documentation. ;)

This then lead to....

SOAP Notes. Nothing special here, although I will point out that for my SOAP notes it's more on the medical and physical side of the session.

What I spend just as much time on is a new form I created called Client Session Notes. This is a personal form that's just for me. Although there's some duplication to the SOAP notes, it includes much more, such as:

What is the clients attitude upon my arrival? What were the first words out of their mouth? What's the weather like outside? What did we talk about? What EXACT wording did they use to describe this stiffness or that ache or pain? What are their hobbies? (If they mentioned them.) And, a bunch of other stuff....

All of this information is critical to my marketing to them again! Yes, I'm always asking them to re-schedule prior to leaving, but some don't. So, I'll send them a letter or mailer.

I now have their physical address (from intake form) and have detailed notes on our conversations. Now, it's like I'm a mind reader! My letter is tapered to fit them, perfectly.

If Mary, a client, is having shoulder problems with her right shoulder, I can now mail her a letter with a headline direct to her such as:

"Mary, Is That Knot In Your Right Shoulder Still Causing You Pain?"

I then compose my letter, etc., etc.

Now, she thinks I'm a mind reader! It's a personalized letter that addresses her specifically. This personalization works wonders for getting people back for another massage session.

Let us know if you have any other further questions, and if you'd like, I can E-mail you my intake for and the client session notes form.

Kris

P.S. - What I've learned is that to keep accurate documentation and notes, I've had to really work on my perceptive skills and listening skills. All my attention has to be focused on the client; not having my mind flit off to what's for dinner later that night, etc., etc. I've found that the time prior to the massage session and the time after the massage is just as important as the massage itself.

Cheers!

Just curious if any one has gone to an electronic intake form. This is the direction for most medical professionals based on HIPAA regulations. With an electronic form, font size is no longer an issue. I am not sure how clients would respond to presenting their history in this manner and what type of security would be needed to protect the information.

~

Hello again, Samantha!

Yes, it's another fine line in regards to what we put on our intake form. In my humble opinion, it should be short and to the point. Clients shouldn't have to feel like they are taking a multi-page survey just to get a massage. I have found that exit surveys work well.

As to any legal matters, I've never had any with my massage business. With that being said, for the past 20 years I have also worked in the retail and gaming (slot) business, and have dealt with lawsuits and lawyers quite a bit.

From my own expeience with this, if there's legal action or someone is sued, it doesn't matter if it's one form or twenty, they are most likely going to subpoena all your records. Keep all notes professional and to the point as well as organized.

I'm going to back-track to my previous comments just for a moment.

Yes, I document conversations with clients. I'm not digging or prying into clients personal lives. Some clients talk quite a bit, some don't. Some of my notes are sparse, some have great detail. Newer clients I usually allow to dictate the conversations. If I've built a stronger professinal relationship with someone, I may initiate more of the conversation.

This is a professional relationship; all notes are in regards to massage, benefits of massage, how to market to them further, etc., etc. I'm not attempting to get information to impress them for a date on friday night ;)

I've also taken the time to discuss my 'note taking' with my clients. Not one object. If anything they love it, as again, it's personal to them and makes them feel special. Most people also love it when someone actually LISTENS to them!

Let me get off the soapbox....;)

Kris

If you have a laptop with the Island software Massage Office loaded then you can input the data during intake. I did that when I was doing outcall work or independent contract work in a salon. then you can save it to a thumb drive and transfer it to your office computer as time allows. Personally, I like my client history form that is one page. I've had it printed in NCR so I can give the client their copy after session. I'm still working on my out take or feedback form.

Electronic record keeping is being used more and more, particularly by therapists who work in multi-disciplinary settings, since the doctors, chiropractors and physiotherapists are typically using electronic.
Health histories can be done in one of thee ways. Some therapists email them to the client and ask the client to fill it in electronically and send back. Then they start the electronic file.
Other therapists take the information verbally and type it into the file.
Still others ask the client to fill in a hard-copy file and they scan it into the electronic file.
I would like to keep my Health History to one page but the jurisdiction where I practice (ontario) has a fair amount of required information. It can fit onto one page but only if it's done with a very small font and little space is left for write-in information, so I have gone to 2 pages.
A concern with electronic records is that they should be password-protected for privacy, and they should be backed up. I have had my computer crash and lost a lot of files, and we would not want that to happen with our client files

Hi all, I just posted this in the other forum, but wanted to make sure that you all knew about this great free marketing site, I am already showing up Google and Yahoo. Its called WholeVisit Health www.wholevisit.com, you can sign up for a free health professional account (no gimmicks I checked it out for myself). I was wondering why it was free but simply put its just a site to connect clients to practitioners and further the field of integrative medicine. Enjoy it!

ty checking it out now.

~

Hi Nancy!

I'll check it out as well.

Kris

My listing has been in it for a while already, although I am not aware of any referral hits that I have received from it to date. Thanks for the info though Nancy.
Michael

I would like to extend an invitation to join my holistic wellness directory under massage therapists. the basic listing is free and gives you a listing by name and state. The premium listing gives you more exposure, links, etc.
http://www.synergisticcenter.com/Directory-listing-form.html

Hi Samantha!

Great question....

I make my own, yet, I'm going to throw this out to my Facebook friends and see what others do. Will report back with the results for ya' ;)

Kris

I make my own but there is a company that advertises all kinds of advertising including gift certificates - they put out a catalogue.Can't think of the name right now. Places like Staples/ Business Depot will also design and print them up for you

~

Hi Samantha!

Check out my Facebook profile for the replies in regards to massage gift certificates. I'd copy over here, but it would take up to much space.

Log-in to Facebook first, then click here:

Kris Kelley on Facebook

Then, just scroll down a couple of posts and you'll see the replies to my question in regards to massage gift certificates.

Kris

Hi all, looking forward to learning more and how this group and actions work.
Ed

September 14 Is Massage For The Cure, raising money for the American Cancer Society

~

Hi Samantha!

I didn't understand what you were first asking, was going to ask you for further explanation, then I got busy ;)

Glad you found what you were looking for!

Kris

i'm new in this profession and i want to learn more techniques in proper massaging. any massage theraphy technique for diabetic person

There are no specific techniques for massaging people with diabetes. It is all about knowing the appropriate precautions. It has to start with a good health history intake to determine what effects the client is experiencing from the diabetes. Could be circulatory or neurological symptoms, particularly in the legs and feet. Examine the feet for any lesions.
Read up on diabetes so you know what to watch for.
With the client, interview to determine what his or her goals are from massage. You obviously cannot cure the diabetes! So what is the client expecting from the massage treatment?
The client may in fact be just wanting relaxation (like any other client) or may have a stiff back or neck (like other clients). Then you do a regular massage for that concern, being mindful of any relevant precautions

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