If I asked you what the most valuable thing you will ever own in your massage career, would you be able to tell me? Whenever I ask this question to massage therapists (who have not yet heard my answer), no-one ever gets it right.
The 2 most common answers I get as being the most valuable, are their massaging skills and their equipment.
However the thing I am talking about is far more valuable than these.
In fact, it is so valuable that it could potentially support you financially, should you no longer be able to give massage.
This valuable thing I am talking about is your LISTS (contact details) of Leads and Clients.
Your own personal goldmine! Here is the single most important reason why your lists are so valuable...
If you have a list of targeted prospects (leads) and clients that know you and trust you, it is MUCH MUCH CHEAPER and MUCH MUCH EASIER to market/sell your products and/or services to them successfully, than it is to try and market to people who do not yet know you.
This may seem like a 'no brainer' but very few massage therapists really 'get' this concept until it is explained to them.
Your highest priority as a massage marketer should be 'growing and nurturing' your list of leads and your list of clients.
PERIOD! The larger your lists and the stronger the relationship you have with them, the more valuable they are! Let me give you an example of how powerful having (and using) these lists can be.
Imagine it is the middle of February and it has been a quiet month for your massage practice and the phone is hardly ringing.
What can you do? Well, if you have a list of leads and clients you can simply create a special offer and send it out to them via email.
Here is an example you could use: - Hi [First Name Of Client]! [Your Full Name] here.
Your massage therapist.
Just sending you a courtesy email to let you know of a special offer that I have just put together for my 'very best' clients.
[First Name Of Client], if you call and book in for a 1 hour massage with me, I would like to give you an additional 30 minutes FREE! Just one catch though, I can only make this offer to the first 7 clients who book.
So [First Name Of Client], if you can see yourself enjoying a luxurious 90 minute relaxation massage right now, for the price of a 60 minute treatment, call me as soon as you get this email on 555-555-5555! As usual, I look forward to taking good care of you! Sincerely [Your Full Name] [Your Business Name: Optional] -- Now let us say you sent this email out to your list and you fill your 7 appointments.
Let us also say that you charge $60 per hour.
What you have just done is brought in an additional $420 in bookings just from sending 1 email to your list.
How much did this cost you? No money whatsoever.
Just a little of your time.
The other thing to consider is you may well get a lot more than just 7 of your clients wanting to take you up on your offer.
So it is up to you how many additional bookings you want to take at the time as your clients have no idea how many people you have made this offer to, nor how many have booked.
BUT, what if you got no response to this email whatsoever? Well I would answer that question with another question...
How much has this little promotion cost you? Nothing.
Just a little of your time, that is all.
This is just one example of how powerful having your very own list(s) to market to ANY TIME really is! To get great results you have to keep testing and trying different special offers until you learn exactly what makes your clients act.
For example 3 or 4 times per year I would run '2 for 1' specials and my phone would ring off the hook and really give my practice a boost through the quieter times.
But I would not have had those results without testing and tracking everything I did to find out what worked.
Anyway, if you are not currently collecting the contact information from your Leads and/or Clients so you can follow up with them, you should definitely start doing so from this point onwards.
Your list is your single most valuable business asset.
The 2 most common answers I get as being the most valuable, are their massaging skills and their equipment.
However the thing I am talking about is far more valuable than these.
In fact, it is so valuable that it could potentially support you financially, should you no longer be able to give massage.
This valuable thing I am talking about is your LISTS (contact details) of Leads and Clients.
Your own personal goldmine! Here is the single most important reason why your lists are so valuable...
If you have a list of targeted prospects (leads) and clients that know you and trust you, it is MUCH MUCH CHEAPER and MUCH MUCH EASIER to market/sell your products and/or services to them successfully, than it is to try and market to people who do not yet know you.
This may seem like a 'no brainer' but very few massage therapists really 'get' this concept until it is explained to them.
Your highest priority as a massage marketer should be 'growing and nurturing' your list of leads and your list of clients.
PERIOD! The larger your lists and the stronger the relationship you have with them, the more valuable they are! Let me give you an example of how powerful having (and using) these lists can be.
Imagine it is the middle of February and it has been a quiet month for your massage practice and the phone is hardly ringing.
What can you do? Well, if you have a list of leads and clients you can simply create a special offer and send it out to them via email.
Here is an example you could use: - Hi [First Name Of Client]! [Your Full Name] here.
Your massage therapist.
Just sending you a courtesy email to let you know of a special offer that I have just put together for my 'very best' clients.
[First Name Of Client], if you call and book in for a 1 hour massage with me, I would like to give you an additional 30 minutes FREE! Just one catch though, I can only make this offer to the first 7 clients who book.
So [First Name Of Client], if you can see yourself enjoying a luxurious 90 minute relaxation massage right now, for the price of a 60 minute treatment, call me as soon as you get this email on 555-555-5555! As usual, I look forward to taking good care of you! Sincerely [Your Full Name] [Your Business Name: Optional] -- Now let us say you sent this email out to your list and you fill your 7 appointments.
Let us also say that you charge $60 per hour.
What you have just done is brought in an additional $420 in bookings just from sending 1 email to your list.
How much did this cost you? No money whatsoever.
Just a little of your time.
The other thing to consider is you may well get a lot more than just 7 of your clients wanting to take you up on your offer.
So it is up to you how many additional bookings you want to take at the time as your clients have no idea how many people you have made this offer to, nor how many have booked.
BUT, what if you got no response to this email whatsoever? Well I would answer that question with another question...
How much has this little promotion cost you? Nothing.
Just a little of your time, that is all.
This is just one example of how powerful having your very own list(s) to market to ANY TIME really is! To get great results you have to keep testing and trying different special offers until you learn exactly what makes your clients act.
For example 3 or 4 times per year I would run '2 for 1' specials and my phone would ring off the hook and really give my practice a boost through the quieter times.
But I would not have had those results without testing and tracking everything I did to find out what worked.
Anyway, if you are not currently collecting the contact information from your Leads and/or Clients so you can follow up with them, you should definitely start doing so from this point onwards.
Your list is your single most valuable business asset.
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