Issue link: https://www.massageandbodyworkdigital.com/i/72343
upgrade] by requesting a full hour when booking your appointment." • Have your contact information clearly printed on the certificate, and include an expiration date that is two weeks out from the time you plan to distribute them. You want to encourage people to use them immediately. You don't want these to gather dust or get lost. By having a short expiration date like this, you will attract people who are action-oriented, not people who are only half-interested and will do it one day when they get around to it. • Carry the gift certificates with you and give them away at every opportunity. For example, when a client comes in for her next massage say, "I'm looking to build my practice. I would like to give you five gift certificates, worth $200, that you can give to your friends. If you know of anyone who's under a lot of stress or who gets headaches [mention several of the conditions you like to address], then please give them one of these gift certificates. I'd like to help them if I can." • When you give out the gift certificate, point out the short expiration date on the bottom of the certificate. • When someone calls to redeem their gift certificate, ask them if they'd like to upgrade to a full hour for only $30 more. If they don't take advantage of the upgrade at this point, you can remind them again when they actually come in for their appointment. Just say, "I have some extra time available. Would you like to upgrade your session to a full hour of massage for just $30?" Most therapists find that about 80 percent of clients will take advantage of the upgrade offer when it is presented in the way I've described. For a $30 upgrade, you should make about $24 on average for every gift certificate redeemed. Don't forget to apply the previous strategies. Discuss a treatment schedule and ask each new client to rebook. To multiply your efforts, give five certificates to each new client and have those clients pay it forward to a new group of clients. Your financial benefit from this strategy is threefold: 1. Income from the initial visit. 2. Income from clients who choose to rebook and see you on a regular basis. 3. Income as the result of referrals and gift certificate sales to these new clients. This is a great strategy to use if you tend to be passive in asking clients for action. For example, if you don't feel comfortable making calls to inactive clients, you can send them a letter with a free 30-minute gift certificate. When you are meeting business people in your neighborhood, instead of giving them your business card, give them a free 30-minute gift certificate so they can experience the benefits firsthand; give them enough gift certificates for each of their staff as well. Start applying these six simple strategies today to give your practice a boost. Repeat these activities regularly and not only will you be helping greater numbers of people, but you'll also have a much healthier income. more than two decades, provides practical online business courses and resources specifically for massage professionals. He can be reached at www.bodyworkbiz.com. Eric Brown, a massage therapist for tune in to your practice at ABMPtv 41