Monday, November 24, 2014

Adding Value By Bundling

Gathering items together and selling them together as one unit is called bundling.  Many massage therapists do this with series deals in which they bundle several massages together.  This is a way to get clients to book more frequently than they normally would.  Here is an example:

60 minute massage at regular price

3 - 60 minutes massages at 10% off

6 - 60 minute massages at 20% off

There is a different way to bundle similar or related items that can increase your individual sales.  Here is an example of one bundle I created special for December last year:

Book a 90 minute massage and get a complimentary Candy Cane Foot Scrub added to your appointment.

Here is one that many clients look forward to in May:

The Royal Treatment includes a 60 minute Signature Massage, a paraffin hand dip, a 4 oz. sugar scrub to take home, and a $10 gift card to use on a future visit.

Since the bundles I created for December and May were limited offers, my clients knew they had to book theirs right away or they would miss out on a good deal.  This creates an urgency and fills up any gaps in your schedule pretty quickly.

Not only can you bundle your services, but you can bundle retail items together as well.  I teach infant massage classes.  Most of the time, someone comes for a class it is because someone gave it to them as a gift.  I sell Infant Massage Books, baby massage oil, and handmade baby blankets.  I put together a basket with all of the items with the gift certificate and wrap it up for my customer. I don't discount it, but having done all the work of putting it together for them is enough to get them to purchase all the items together instead of just the gift certificate alone.  It saves my customer time, and it increases my sales.

This was a holiday bundle in which I used small Christmas stockings to hold the bottle of baby massage oil and the gift certificates together with a handmade baby blanket. 

Do you bundle items or services together in your practice?  I would love to hear your ideas.  Comment below, or in the Massage Marketing Toolbox facebook group

Monday, November 17, 2014

Holiday Grab Bag Promotion

Here is a promotion that is quick and easy to put together as a last minute holiday effort.  Last year during the month of December, I had a surprise grab bag that my clients were able to pick from at the end of their massage appointments.  I had small envelopes with either a sample of Foot Balm, or a packet of Emergen-C.  Here was the verbiage from the promotion:
Book your appointment in December and have a chance at winning anything from a free Foot Balm, $5 - 25 gift cards, hand massagers, and more! One lucky person will get a free 30 minute massage!!!

I used a large red bag (think Santa Claus) to hold the items and if the client had more than one appointment during the month of December, they were able to pick multiple times.  The gift vouchers had a three month expiration and that helped to bring them back right after the holidays. 

Feel free to use this idea and add your own twist to it to make it yours. 

I would love to hear what you've come up with.  Share your thoughts here, or at the facebook Massage Marketing Toolbox group.

Monday, November 10, 2014

Dress Up Your Gift Certificates To Boost Sales This Holiday Season

You should be selling gift cards year round, but your sales should skyrocket around the holidays.  My gift cards are business card sized.  I got the original idea to do them this way from the Massage Hacks blog. (She has some great posts, if you don't follow her, you should.)  Ever since I changed my gift cards to this size, I have been able to sell many more throughout the year, and I have also raised the redemption rate.  My clients are able to hold on to their gift cards in their wallet (since they fit so nicely in them) so they have less of a chance to lose their cards.  

Sooo....back to the subject at hand.  How to dress up your gift certificates to boost your sales this holiday season.  Being that the size of my gift cards are business card sized, it makes it much easier to find gift card holders for them.  The best prices come after the holiday season is over and they are on clearance, but you'll have a chance to prepare for next year's holiday come January.  

Head to your local dollar store if you have one, or any card store and purchase small pillow boxes as your gift card holders.  They usually come in packs with three or more included, with quite a few varieties to choose from.  I have purchased three for a dollar (less if on clearance!).  Another option is to use greeting cards that double as gift card holders.  In the picture above, Santa and the Penguin are holding greeting cards while the snowman and the holiday bear have pillow boxes.  I purchased the stuffed toys from the dollar store, so to dress up a gift card it cost me less that $2, and my clients loved it!  It looked much more thoughtful on their part when giving the certificate, especially since I matched everything up for them, and for free with the purchase of the gift card over $40.

Decorate your space, or take a picture of your dressed up gift cards and make a poster letting your clients know that you have them available for purchase.  After each massage appointment from after Thanksgiving (you can start a few weeks before if you like, but it always rubs me the wrong way when a business pushes a holiday before another one has gone past) through to you last days of the year, ask your client if they would like to purchase a gift card for someone on their gift giving list.  Show them the item, or point to your picture and let them know you will dress up their gift card complimentary.

Show me some pictures of your dressed up gift certificates and gift cards.  I'd love to see what you've come up with.  Share them with me in the facebook Massage Marketing Toolbox group.

Monday, November 3, 2014

Discounts For The Military

Veteran's Day is November 11th. 

In my practice, I am part of Hands for Heroes where I give a certain number of free massages throughout the year to US Veterans.  You can find out more about Hands for Heroes here:
I limit this to only so many per month, and only 2 free massages per year per person.  Throughout the year, military personnel and their immediate family (since they also make many sacrifices) receive a 10% discount on all of my services.

Do you offer any military specials/discounts in your practice?  Comment below or at the facebook group.