Issue link: https://www.massageandbodyworkdigital.com/i/121374
Client-Focused Communication Linda took the suggestions I gave her and came up with a new and improved version that she sent to her clients with a brochure detailing her prices. Notice how the focus is now almost entirely on the client and is chock-full of references to benefits. Every paragraph communicates value. There is so much benefit in seeing Linda that it makes the price increase irrelevant. In addition, her clients are now reading about something they find really interesting—themselves! And the Winner is... Will writing a letter like this really make any difference? Both letters are essentially announcements of price increases, so is it really going to matter how you break the bad news? While you might not think so, I'd like to share with you the results. Linda called me a short time after she'd sent the updated letter to her clients. She sent 95 letters in total and was incredibly excited by the results. She sold 15 gift certificates in three weeks, as well as five prepaid packages of 10 sessions. That's close to $3,000 in sales. And that's not all. Linda also said the letter simply reminded her clients she was there for them and that she's talented. She received a number of return visits from previous clients and also got several new referrals as a result of the letter. All these new and returning clients will continue to purchase at a higher rate than before, and that means more money in Linda's pocket. If she was making $30,000 and increased her price 10 percent, for example, she'd end the year with an extra $3,000 in her pocket—with no added expense and no extra work. A price increase can have a dramatic effect on your bottom line, especially when you use it as another opportunity to convey the benefits your service holds for your clients. If you've been thinking about raising your prices, maybe it's time to muster your courage and make the change. Linda sent 95 letters in total and was incredibly excited by the results. She sold 15 gift certificates in three weeks, as well as five prepaid packages of 10 sessions. That's close to $3,000 in sales. Eric Brown, a massage therapist for more than two decades, provides practical online business courses and resources specifically for massage professionals. He can be reached at www.bodyworkbiz.com/abmp12. www.abmp.com. See what benefits await you. 79