Massage & Bodywork

September/October 2012

Issue link:

Contents of this Issue


Page 103 of 132

THE SCHMOOZE FACTOR with other complementary practitioners. I've gotten a lot of business doing this very thing. Take advantage of all the opportunities out there. At a mixer I recently attended, I walked in and found a table with nametags, pens, and a sign that said, "Put your marketing material on our affiliate board to your left." To the left was a corkboard with pushpins that said "Affiliates." I filled out a nametag and promptly attached my business card, a postcard for my book, and a postcard for my DVD to the board. There were probably 15 other people there by then, but I was the only one who had done it. By the time I left three hours later, even after they made an announcement about the board, only three other people had put up their information—a missed opportunity. FOLLOWING UP You did an amazing introduction, you handed out your card, and you left the event with 10 business cards of people you met. Now what? Make sure you follow up. It's pointless to do all this networking if you never reconnect with anyone. And don't assume they will contact you— many won't. Within 24 hours, you should send an email saying how great it was to meet them, referencing something specific you talked about, and inviting them to come see you. For example: "Hey Beth, it was great to meet you at the chamber's Business After Hours event. I'm so sorry to hear about your neck pain and I'd love to help. I've got time this week if you'd like to schedule an appointment. And for your first visit, I'd like to offer you 10 percent off. Give me a call at 555-1234 or shoot me an email. Take care and I'll see you soon." You may be thinking, "I work for a spa and don't have my own practice, should I still do all this?" You bet. Many times spas will give you their cards; you can put your name on them and encourage people to request you. Also, you never know when you will no longer be with that spa. It can't hurt to let people know you are out there so if you decide to start your own practice or want to do some extra work on your own, you'll have the connections. (Having said that, make sure you don't have a noncompete clause with your employer and that it doesn't appear you're going behind their back to steal business.) Now that you have all this information, where can you find places to use it? First, check out your local chamber of commerce—oftentimes they have mixers and after-hours events where you can put these skills into practice. Most cities also have Leads groups where people of different professions gather to meet and learn about each other's businesses in order to ensure mutual referrals. The only downside of Leads groups is they prefer if you refer within the group, so if Joe-the-tire-guy refers you, he's going to expect the same in kind, even if you have your own tire guy you like better, or if Joe is a terrible tire guy. These things must be considered. Explore other opportunities that exist in your community, including business owners groups and other support networks. Be sure to ask your clients and friends if they have any local groups they can recommend. Be confident, be prepared, and be your charming self, and you will be successful. Kathy Gruver, PhD, is the host of her own TV series, The Alternative Medicine Cabinet. She is an author, speaker, and practitioner with more than two decades of experience. For more information, visit Visit the newly designed Log in. Explore. Enjoy. 101

Articles in this issue

Links on this page

Archives of this issue

view archives of Massage & Bodywork - September/October 2012