Reactivating Inactive Clients

Call your inactive clients (people who haven't come in to see you for a while).  Don't text, don't email, but actually pick up your phone and make a call.

" Hello.  This is Luisa from Melrose Muscle Therapy, I noticed you haven't been in for a while and was wondering how you are doing?"

( Pause and let them tell you what is going on. You may have done such a good job last time you worked on them that they haven't thought about getting a massage, or maybe you weren't a good fit and you can get some feedback of how their experience was, or maybe they moved away.)

"I wanted to let you know that I am offering a special for any massage booked this month."

(Tell them about your special. Examples; free added time on the table, complimentary add-on if you book now...)

"Would you like to schedule your appointment?"


Let me know how your calling campaign works for you.  Did you fill in some appointment times? Leave a comment below, or join the discussion in the Massage Marketing Toolbox Facebook Group.

Should I Use Snail Mail?

We all know that email is easier, less time consuming, less expensive for sending information to our clients instead of using snail mail. I want you to think about something though.  How many email newsletters are you signed up for?  I know so many people that have an alternate email address that they use to sign up for things so that they don't bog down their inbox.  You might be doing the same.  If this is the case, then how many people are you really reaching with your emails?

Now think about this.  How many letters or cards do you receive in your mailbox?  Probably not as many as you used to years ago. When you do get one, what are the chances that you open it?  Probably really high.  So why not send your customers some snail mail?  Chances are they are more likely to open it, and if you also send an email, you have increased your chances to be seen and to remind your clients to book their appointments.  The only negative I really see with using direct mailings is the cost associated with it, but that can be minimal if you target your list as much as possible.

During the holidays, or other special events, I like to send out a snail mail piece to my clients as well as their email.  I know that certain people don't even open my emails, but as soon as they have a flyer in their hand I get a call from them to book their appointment.  I also know that some of my clients need that extra reminder.  They may have seen the email, but as soon as they read it they became distracted at work and forgot about it until they get my information in the mail.  Once they have a physical copy of my promotion, they book their appointment online, or call.  The return on investment (ROI) of using a direct mail piece is so much higher than using email alone.


So tell me, how many times a year do you send out a snail mail piece to your clients?  Let me know when in the comments below, and on the Massage Marketing Toolbox facebook group.

Do You Have A Slow Day Of The Week?

Have you been in business for a while and noticed that every ( insert day of the week here) has been slow?  There are a couple of things that you can do to change that.

Run an ongoing promotion to entice new clients to come in for appointments on your slow day.  Need some ideas?

• Slow Down Sunday - Any 60 minute massage or longer - Get $10 off.
• On The Go Monday - Quick 20 minute lunchtime massage available.
• Soft Hands Tuesday - Half off paraffin hand dip with any massage.
• Warm Up Wednesday - Add on Hot Stone to your massage for only $15.
• Thirsty Thursday - Enjoy a complimentary tea after your massage.
• Put your Best Face Forward Friday - Special facial massage included within client's treatment at no additional cost.
• Bring a Friend Saturday - Refer a friend, get a free gift.

Simply send out an email the morning of the day before your slow day and encourage online appointments.

Other things you can do on your slowest day of the week can be:

• Catch up on all of your paperwork and laundry.  We all know this can sometimes be daunting.
• Use it as a day to encourage and award your employees for a job well done.
• Visit your competitors.  Walk over if you can and introduce yourself if you haven't done so already.  Look around their shop.  See who they cater to in their marketing materials.  
• Clean.  I don't know how many times I've been to a massage appointment and have seen cobwebs in the corners of the ceiling, or dust bunnies under the surrounding furniture.  
• Update your website.

Do you have a slow time in the week as far as appointments go?  Please share what you do in the comments.

Being Thankful

 2 Different Ways To Say Thank You To Your Clients

1. Sending thank you notes to your clients is a great way to stand out from your competition.  Marketing is basically communicating to your clients and connecting with them.  Take some time this week to send out some snail mail thank you notes to your best clients.  It doesn't have to be long.  You can keep it very simple by saying, "Just wanted to send a little note of thanks for your business."  Sign your name and enclose a few business cards.

2. Pick a month (November for Thanksgiving or your business anniversary month) and for each client that has an appointment that month, give them a token of thanks at the end of their massage.  It doesn't have to be anything expensive, just a small token of appreciation.  It could be a piece of chocolate, or a promotional item like a stress ball, or lip balm, or lotion.  If you decide to do this around the December holidays, maybe you hand them a candy cane with a bottle of water.

What are your thoughts?  Let me know what you do in your massage practice to thank your clients for their business.  Comment below or in the Massage Marketing Toolbox facebook group.

Welcome To The Neighborhood

Here is an easy way to market to a new homeowner in your neighborhood.  Send them a letter or postcard and welcome them.  Here is a sample that you may use, but make sure to make it your own and personalize it to what you specialize in.


Hello neighbor (insert name if you can),

Congratulations on your recent home purchase!   

I hope you are settling in and feeling at home.  

We all know that it can be hectic getting settled into a new home. Finding a new massage therapist may not be at the top of your list right now, but we hope you will think of (put your business name here) when the time arrives.

We are located at (put your address here) and we offer a variety of relaxing and therapeutic services that can help you feel better from the stresses of moving.  At (put your business name here) you can expect to receive the highest quality services from skillful and experienced therapists.  We specialize in [add your specialty here (reflexology, stress relieve, prenatal and infant massage, back pain, sports injuries, etc...)].

We welcome the opportunity to serve you soon and again welcome to the neighborhood!

Sincerely,

 (sign your name if you are having this letter typed out)



You can add a coupon if you wish to entice this person to come in sooner.  Do make sure to enclose a business card at the very least so that they can keep your information on hand.

If you have a larger budget, or live in a smaller town, a welcome basket filled with items from multiple local businesses that you have partnered up with may have more impact than just a welcome letter. 

How do you welcome a new neighbor?  Let us know by commenting below or in the Facebook group for Massage Marketing Toolbox.

Marketing Calendar Idea

A Way To Stay On Your Clients' Minds Throughout The Year

Do you own a paper calendar?  Do your clients use paper calendars at home? I use one.  Mine was given to me by my insurance agent.  It has her information on the bottom visible each and every month.  My mother uses two.  One came from her insurance agent as well, and the other from a funeral home.  these calendars are nothing special, and other than the banner business card on the bottom, they don't tell much about the business that provided them to us.

I happened upon an article in American Spa about the clever use of calendars for marketing your business.  You can read the short article here: http://www.americanspa.com/spa-blog/model-calendar

This got my wheels turning in my brain of how I could come up with a calendar for my business that serves more purpose than the basic landscape scene with random quotes calendars we tend to receive.  Instead of pictures of random scenes of red barns or snowy mountains, how about pictures of retail products with a coupon useable only in that particular month, or someone getting a massage in our place of business.  Instead of random quotes, how about using interesting facts about the benefits of massage, or facts about the human body that relate to each particular month.

Giving away a calendar is nothing new in marketing, but it can be improved upon easily if you give it a bit of thought.  What are your clients interests?  What problem could you solve in February, August, or December.  What reminders could you put in place throughout the year for your clients?

If you are going to give the calendar away, make sure you are the first business in the hands of your clients.  I know that after I get a couple of calendars, the rest that follow end up in the recycling bin.  I find that most companies send theirs out in December.  How about sending yours out for Thanksgiving?  It could double up as your November promotion giveaway as a way to say 'Thank You' to your clients.

What do you think of paper calendars?  Do you use them?  Let us know by commenting below, or at the Facebook Massage Marketing Toolbox group.

Valentine Massage Marketing Idea

Valentine's Day is less than a month away!

Do you have your Valentine marketing ready?  

Here is an idea for you:

 Cross Promote with Another Business

Some lucky clients get a Valentine's surprise!

Flower Bouquet Giveaway

Partner with a local florist for small bouquets of roses for your clients.  I did this a couple years ago.  I partnered with a florist in town to do a Facebook contest with them.  They hosted the contest on their Facebook page.  I provided them with a gift certificate and a couple of small retail items to fill the basket of flowers.  In exchange they gave me enough small bouquets of roses on Valentine's Day to surprise my clients.  I added a small box of chocolates.  My clients loved the surprise - a couple of them were single at the time so it made their day, and a couple of the male clients were very appreciative of being on the receiving end of a Valentine!


Some other ideas:

Purchase some small chocolates and give them to your clients during Valentine's weekend.

Create a special Valentine's service available only during February.  Try bundling services together, or adding extra time to a regular service.

Use a different oil for your massage such as one infused with cocoa (to go with a chocolate theme).

Offer something different for your client to drink such as a rose tea (to go with a flower theme).

Partner with another therapist for couples massages if you don't already offer them in your business.

Teach a couple's massage workshop at your space, or at your local library.


What will you do to market your business for Valentine's Day?  Let us know by commenting here, or in the Massage Marketing Toolbox Facebook group.