Issue link: https://www.massageandbodyworkdigital.com/i/149404
Perhaps the most important factor in securing longterm clients is the unique experience that you offer in your practice. Whether it's spa-like luxury, treatmentoriented work, or even just an easy place to get in for a lastminute session, figure out what sets you apart from the competition and focus on that. "Where I live, I'm the only therapist who can provide certain modalities," says Therese Schwartz of Oklahoma—in her case, advanced training and a knowledge of uncommon modalities ensures she always has a niche of clients to serve. Other therapists, like Christopher P. Scott in New York, have a practice aimed at helping clients with specific, acute issues: "Clients want to return because they know they will get results, whether that's in one or multiple sessions." In addition to a strong focus on your area of specialization, simple professionalism and excellence can go a long way, as Patricia Gail McClary in Hawaii knows. "My best client-retention practice is to be extraordinarily good at my work. Every day. Every time. I leave my ego out of the massage room. I provide a clean, calm atmosphere and never go outside my scope of practice. I listen and respond to what clients tell me." Think like a new client and imagine what it would be like to experience one of your sessions from first contact, to booking, to the conclusion of the appointment. What are your strong points? What are some areas to work on? The quality of the massage experience you offer is ultimately the deciding factor when a client is considering whether to book another appointment. Make sure every aspect of the experience is dialed in, and that next appointment will be a sure thing! tips & tricks Differentiate Your Practice 80 percent of your business will come from 20 percent of your clients, so the key is to really make sure those 20 percent are happy. Stephan Shipe, Florida Listen to guests' needs and tailor each massage the way they want it—not the way you think it should be. Keep notes to track guests' preferences. Rodney Erickson, California My "trick" is to truly care about the welfare of every person who gets on my table. Ana Snyder, Arizona I use my mornings to personally call every client from the day before and see how they feel. Chris Pannan, Queensland, Australia Make sure you connect with us to get your voice heard in next issue's Tell Me … www.facebook.com/ABMPpage @ABMPmassage http://abmp.us/LinkedInMT mp www.massageprofessionals.com www.abmp.com. See what benefits await you. 23