ReBook Clients

Replies to This Discussion

Permalink Reply by Las Vegas Massage In Summerlin on March 29, 2011 at 2:08pm

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I'm a bit curious that there were no comments on this.  Ok.  What 'line' do you use after the massage to get clients to re-schedule with you?

 

Kris

Permalink Reply by Meekee R McDougald, LMT, NCTM on April 16, 2011 at 9:33am

Hey Kris~ This is very interesting but it prompts some questions.  I understand all the techniques and wording methodologies, and I see why this would work but what is my new technique, or what if I don't have something new to offer?  Is it just the idea of getting to the next session and focusing on the problem area with finesse instead of a whole body treatment?  Then I guess my next question is, what happens at the end of THAT session??  Really good stuff though, I like all of the marketing tips and I think as a group we do a really poor job of marketing ourselves.

 

Thanks Kris!!!

Permalink Reply by Daniel Cohen on April 16, 2011 at 10:37am

I think the massage and the dialoguing should already have shown them what you are capable of helping them achieve. It can also be worked in that there is another technique that could be tried next time. Since I do not use music my clients really get into listening to their body, feeling changes, noticing the circulations, hearing the subtle adjustments. When they get off the table they usually ask me, how soon do you think I should come back. It is all about them. I am usually booked for ten days out.

 

It takes time to build this kind of a following but it is nice being in demand. In fact with the holidays coming up family members of clients have already called and booked appointments for when they come to town. So rather than suggesting, let the massage and dialogue do the sell. They will ask you when.

Perhaps if a non-dialoguing modality with music background then the paragraph you came up with is a good way to suggest the next session. We should never feel shy about offering help. It isn't marketing, it is offering a helping hand with something they need.

Permalink Reply by Las Vegas Massage In Summerlin on April 17, 2011 at 9:58am

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Hello!  I've been super-duper busy, hence my tardy response.

 

What Daniel mentions is excellent advice!  Much of what I write is directed to therapists who are just beginning their careers or those who don't have a full schedule. 

 

As to Meekee's comments, you don't need to re-invent the wheel or keep creating new modalities or massage packages or whatever.  What you do need to emphasize is that you have personalized the massage to that specific client and the dialogue re-inforces that.  This shows the clients you are listening to them; listening to the words they speak and to what their body is telling you.  Then, you are just reiterating this back to them.  It goes a long way in getting clients to re-book with you. 

 

With that said, I do name my massage packages.  "Upper back and neck pain massage package."  "Stress relief massage package."  "Weekend warrior ache and pain relief massage package."  Again, nothing that much different than what you are already doing.  Of course you are going to spend more time on their body where they need more work. 

 

What you want to try to accomplish with a massage package is to:

 

1.  Offer something new to your clients.  (Mostly what is new is the 'name' of the massage package directed to what it is your target markets want and need, chocked full of benefits and solutions for them!)

 

2.  Offer your clients something that your competition isn't.

 

3.  Have a reason to contact your clients.

 

4.  Offer them something fun.

 

Here are two huge target markets that I'm very successful with:  CPA's and Mothers. 

 

Mothers Day is right around the corner. Here's a couple of lines from my advertising to promote Mothers Day:

 

"How about giving mom something she’ll really appreciate, a relaxing, stress-relieving one hour “It’s All About Mom” neck, back and shoulder massage this Mother’s Day?  Give her something she will appreciate more than the same old, ‘card, flowers and chocolate’ scenario every year.  And, honestly, what mother wouldn’t love a relaxing one hour massage to take away her stress?  (Hey, you probably caused it to begin with!)"

 

What about the CPA's?  They are currently stressed to the max, as taxes are due this coming Monday.  What do they want after this rush is over?  Rest and relaxation!  What better than a massage from you?

 

Meekee also asks what to do after that.  Listen to the clients.  What are they telling you?  What is their body telling you?  IMHO, if we can't figure this out during the massage, then we're doing something wrong.  You see, I don't just do massage for massages sake.  I'm always receptive to what they want and need.  As Daniel stated, the massage SHOULD be enough to get them rescheduling with you.  Yet, as I've found out, many clients just need a bit more dialogue, specific dialogue to their wants and needs, to get them to re-book.

 

Ok, gotta run.  Hope this helps!

 

Kris

 

  

Permalink Reply by Las Vegas Massage In Summerlin on April 17, 2011 at 10:06am

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P.S. - Also to what Daniel states, turning off the music is a great idea. 

 

As for myself, once the massage is complete, and the client is dressed once again, I ALWAYS turn off the music; no distractions when I'm having a face to face discussion.  Not to jump into another rant, yet....

 

The way I go about my business is quality, not quantity.  I've grown my business to a point of charging higher prices than most therapists.  Thus, I don't perform as many massage sessions as most.  Also, another aspect of my business, which some may disagree with, is that I spend more time with each client than most.  If I'm in an hour session, I'm also with this client for about an hour and a half.  Prior to the massage there's the intake form and assessment, after the massage there's also more discussion of what occured during the massage, getting them to re-scheduled, etc., etc. 

 

Why I've found that this works is because very few professionals in other industries (as well as M.D., etc.) don't spend much time with patients or clients.  This works to my advantage.  I build professional relationships with clients, I'm not just their massage therapist.  If the client wants to spend 5 minutes telling me their story of why their ROM in their neck is so limited, I listen.  This goes a long way, imho  :)

 

K

 

Permalink Reply by Alex V on April 20, 2011 at 12:49pm

Hey, Kris, thanks for the advice- i will try this on my clients and let you know what my experience was with rebooks- I work for Massage Envy and i have a nice clientelle but i want it to be bigger!

Permalink Reply by Dawn Williams on April 21, 2011 at 7:24am

Good stuff, Kris, as always~

Permalink Reply by Sandra Winston on June 30, 2011 at 1:32am

Hi Kris, This is a good question. I used to work in a chiropractic office and most of the patient's looked to the Dr for when they should reschedule. Now, I am starting out on my own, and know this will probably be an issue. What I have done previously is, when I first see my clients I sit and ask questions to find out what is going on with them and what it is they are looking for in the massage sessions. Some are just looking for the de-stressing and relaxation, others want that chronic issue to go away. Once I know what they are looking for, then we can work together on a plan that they feel will bring them the best benefits. Once I have worked on them, and they can feel that they definately need the work, they are more open to re-booking. When they come out of the room, I always have my appointment book open. If they don't know what their schedule is, then I write their name & phone number on my book and tell them I'll call in a week, 2 weeks, a month etc -  they always say "OK". It seems to work.

Permalink Reply by David Burrows on January 8, 2013 at 10:31pm

that's interesting. I'm not sure I can pull it off, that paragraph. First I need a new great technique