Massage & Bodywork

MARCH | APRIL 2015

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18 m a s s a g e & b o d y w o r k m a r c h / a p r i l 2 0 1 5 TELL ME … ❱❱❱ ❱❱❱ Keep Clients Coming Back A BIRD IN THE HAND The key to a successful bodywork practice is return clients. When you think about the time and cost involved in acquiring new clients for your practice, it becomes clear that the most sustainable method for a successful practice is to keep the clients you already have, and get them to book more sessions with you, with more frequency. There are a lot of factors that go into creating a good massage experience beyond the manual therapy itself. The little extras that make the session special are what will create the kind of experience that keeps your clients coming back for more. How do you enhance your clients' sessions? THE EXTRA MILE Have you ever been to a really fancy restaurant, the kind that has a bathroom attendant? A spritz of perfume, a nice soft hand towel, and a breath mint—these things all cost the establishment very little to provide, but think about how different that experience made you feel compared to a normal restroom visit. You can do the same thing for your practice, and the difference in your clients' experience can be drastic as a result. I have colored sheets from JCPenney and work to remember clients' favorite colors. THERESE SCHWARTZ, OKLAHOMA In the winter, I'll place a warm pillow instead of a bolster under their feet and one under their neck and shoulders when they turn over. DARIA JAGERSKY, ARIZONA All of these little extras cost hardly anything for you to add to a session, but they make clients feel pampered and special, which is invaluable for encouraging repeat bookings. Sit down today and brainstorm one or two little extras that you can incorporate into your massage routine, and the return could be huge. What percentage of your clients would you estimate are return clients, rather than brand-new clients? 94%of you said that more than half of your clients are return clients. We genuinely listen to our guests, remember their likes and dislikes, send cards when they are having a rough time, etc. They know we love them. It isn't just a job. JENNY KEFFER, PENNSYLVANIA ❱❱❱ A warm towel under the neck always elicits a big sigh, whether it is warm or cold out. DIANE MINUTILLI, NEW YORK

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