Issue link: https://www.massageandbodyworkdigital.com/i/918051
TARGET YOUR DESCRIPTION Attracting clients who aren't the best fit for your skills and preferences slows the growth of your practice. Make the description of your massage deal resonate with your ideal clients rather than trying to appeal to everyone. Do you love helping injury clients, athletes, or desk jockeys? Be sure to include the conditions you're most successful treating in your description. Are you looking for craniosacral clients to build up that part of your practice? Use the description to highlight the symptoms craniosacral therapy relieves. USE INCENTIVES TO CONVERT Having incentives for frequent visits (packages, memberships, loyalty programs, etc.) in place to offer all clients will build your practice faster. The more often clients visit, the better results they get. Plus, the more clients you see, the more people you'll help and the more money you'll make. Price your deal no less than 70 percent of your incentive price to increase conversions. You may not sell as many vouchers, but your campaign will be more successful overall. HOLD THE UPGRADES What doesn't work is offering a longer service to make the deal pay more per voucher. This only fills up your schedule for lower earnings in the long run. It's better to have a 1-hour massage Groupon deal and offer to upgrade it to a longer session or add an enhancement once the client is at their appointment (or when they book). This way, any extra spending is paid directly to you. OFFER A PACKAGE Having two choices for your deal makes it more enticing. Of course, you should offer a basic single session. Offering a package of three as well, for slightly less than what A B M P m e m b e r s e a r n F R E E C E a t w w w. a b m p . c o m / c e b y r e a d i n g M a s s a g e & B o d y w o r k m a g a z i n e 79 they would pay for three single sessions, not only earns more from your Groupon deal, it also makes conversion easier. In my experience, clients who purchase the package are much more likely to become regular clients than those who purchase just one massage. Be sure to have an expiration date for your package (mine is 90 days from date of activation). You can offer those few who don't use all three by the expiration date the option to pay the difference between the Groupon price and your regular fee to still get their sessions. MIND THE FINE PRINT The fine print of the deal contains limitations, exclusions, and the expiration policy for your package. This is where you'll share information that helps people decide if buying your deal is right for them. For example, I'm an ashiatsu barefoot massage therapist. Pregnancy is one of the contraindications listed in my training. I'm also a solo provider, so I'm unable to give simultaneous couples massage. There are also some required stipulations included in the fine print. One is a limit on the number of vouchers that can be purchased by one person. Be sure to limit your deal to one voucher per person and decline any repurchase