Issue link: https://www.massageandbodyworkdigital.com/i/68178
'ROUND THE TABLE 4. Timely service, including not shorting their time (an hour in my office meant 60 or more minutes). 5. Being diplomatic. 6. Fresh, clean linens and lotions. 7. A refreshing, warm, cheerful atmosphere. 8. Letting clients know we really cared about them. 9. Keeping talk to a minimum; learning to listen. 10. Reasonable fees. VIVIAN MADISON MAHONEY GATLINBURG, TENNESSEE Cross promotions! I routinely give my clients a coupon or discount from another type of wellness provider. Specifically, if I am doing a massage in a person's home, I try to get a mobile personal trainer to donate a consultation (which is easy to do because they all want to get their foot in the door of a new in-home client). This usually works out because I can offer something to my client when they rebook a massage and the fitness trainer gets a lead. Ultimate, it's a wellness strategy for the client, so it's a win- win situation for all parties involved. NATHALIE KUFFER ELLWOOD CITY, PENNSYLVANIA I've written several articles about getting clients to rebook, but these are two simple things that have worked for me the last 15 years. 1. When you meet a client for the first time, determine their goals for the session (pain relief, general relaxation, doing something to pamper themselves, etc.). Once you determine that, you can begin to formulate a treatment plan or begin to educate them about how you usually work with people who have that goal. I usually suggest people come in once a month at a minimum for "maintenance." 2. Ask clients to come back. Once you have determined that there is a good fit between you and the client, invite them to reschedule their next appointment before they leave your office. Reiterate the treatment plan suggested and then find out a good time for the next visit. Example: "John, I really enjoyed working with you today and think your shoulder would benefit from another treatment next week. What day would work for you?" You can do it! FELICIA BROWN GREENSBORO, NORTH CAROLINA Even before a client lies down on your table, talk about massage needs. Based on pressure-preference, past injuries, current stress levels, and daily exercise regimen, you can create the perfect massage recipe. Each individual appreciates the extra attention and recognizes the personal effort you put forth in talking about and listening to their needs. Make a personal connection through eye contact, a warm handshake, and initial small talk. By asking some simple, noninvasive questions, most clients open up about themselves and their lives. You can easily take something they say and relate it to something you've experienced, which creates a quick bond and something they will remember about you after they leave. Always guide your client toward a personalized package. Offer a special combination of three, five, or 10 sessions that incorporate their goals and needs. E-mails and texts are very trendy, but how about an old-fashioned, hand-written, thank-you note? You will stand out from the rest of the therapists they've been to and it adds a little nostalgic touch to your particular service. They will surely reminisce about the last time they received a note in their porch mailbox and think of you. JES WHITE CARLSBAD, CALIFORNIA UPCOMING TOPICS What single piece of advice would you give to students ready to graduate from massage school and enter the field? How have you incorporated design into your office/massage space to make it welcoming to clients? How have you used social networking to boost your practice? DEADLINE PUBLICATION DATE October 15 Jan/Feb 2010 December 15 Mar/Apr 2010 February 15 May/June 2010 Please e-mail your 'Round the Table submissions (200 words or less) to darren@abmp.com. Submission does not guarantee inclusion. Also, due to space constraints, your material may be edited. connect with your colleagues on massageprofessionals.com 33