An Experience That Helped Me Become A Successful Massage Therapist

www.MassageTherapySuccess.com

Exerpt taken from “Ignite Your Massage Therapy Business”.

When I first started my massage business I worked out of home and spent a lot of money on towels.  Oh! You should have seen those gorgeous towels – white, fluffy and perfect. They were just beautiful.

One day I had a new client coming for her first massage so I put the towels in the dryer before she arrived. (There is nothing worse than having cold towels put on you.)

While the towels were in the dryer I decided to pop out and pick up some tea and biscuits. Ten minutes later I came back, pulled up in my driveway and saw  black smoke pouring from underneath the front door. I panicked and called the fire brigade.

When the big burly firemen opened my door, we were hit with chemical smoke. My eyes started to water and my nose started running.  The firemen went into the smoke and pulled out my dryer!  They brought the dryer out onto the pavement, opened it and there they were, my heavenly white fluffy towels which now resembled pieces of burnt, still-flaming toast.  I had a client coming in ten minutes. It was a disaster.

Fortunately, I had some extra towels, but the firemen said I could not go back into my house for 48 hours. What was a girl to do?

I started to worry but then realized that worrying wasn’t going to help. I found a quiet corner, took a deep breath and used the ‘Cut And Cancel’ technique. I visualized my worry connecting me to the cosmos and then using my fingers like a scissor, I said, “Cut And Cancel!” This really helped me to calm down.

Then the client pulled up.  I tried to explain the problem but she kept insisting that she had an appointment booked. I really didn’t feel like I could Be in a positive frame of mind so I decided to just Act as though everything was OK.

This helped me to maintain my professionalism. Instead of falling into a heap, I offered to come to her house for the massage and gave her a $20 discount.

These simple positive affirmation techniques helped me though this disaster and I actually kept that client for years. I also ended up seeing her family and all her relatives.

On the path to becoming a successful Massage Therapist things won’t always go according to plan. If you keep your mind focused on your ultimate goal and free of clutter then when things like this happen, you can get through them relatively unscathed.

If you’d like to know more about becoming a successful Massage Therapist then visit www.MassageTherapySuccess.com

“I’m not interested.”

If you’ve been trying to drum up business for your massage therapy practice, you’ve probably heard the dreaded three words: “I’m not interested.”

Those are the words that people we think who might be clients use to abruptly end conversation about offering them your massage therapy service – a technique typically initiated by those who are still influenced by the old “sales pitch” sales gurus.

Why is it that good-hearted people feel the need to shut down a conversation from a massage therapist who is genuinely trying to help them?

Why is it that so many massage therapists have their heart in the right place, but still use an approach that triggers rejection-filled responses?

The answer to that is a deep psychological one.

But I’m going to give you some simple answers that, if taken seriously, could make the difference between living with rejection and ending it permanently so you can build your massage therapy business.

You see, what I have discovered is the more “forward” you are to a potential client who doesn’t know you, the more YOU trigger “I’m not interested”.

The more inauthentic you are with the person you are trying to get to become a client, the more you trigger, “I’m not interested.”

Now here’s the biggie: If all you do when you start a conversation with a new prospect is start with a sales pitch about you or your solution, then you’re just asking for personal rejection.

Rejection is painful and guess what? IT DOES NOT HAVE TO HAPPEN TO YOU EVER AGAIN.

If, and only if, you’re open-minded, willing to shift to a new prosperity mindset and are humble enough to “let go” of how you’ve been influenced to “sell” in the past, will you experience peacefulness and more clients.

Sound too good to be true?

Only if you let your skepticism block your ability to stay open-minded.

Hundreds of our Massage Therapy Success members are at reaching success in their massage practices because they do the OPPOSITE of what the sales gurus teach.

1. Their Mindset is focused on the goal of getting to the TRUTH rather than the just getting the client. Ironically, that makes more sales.

2. They enter the conversation with a soft and humble tone, in respect to the other person who doesn’t know them yet. No force allowed.

3. They focus on a 2-way dialogue and not a one-way pitch.

4. They create natural dialogue by replacing typical “sales” words like “interested”, “explore”, “next steps”, “follow-up”, so their potential client will gain interest. etc.

5. They don’t have or want a “sales pitch”; they use a “solution-statement” that works for massage therapists.

Combine all of the above when you are talking to prospective clients and “I’m Not Interested” disappears almost immediately.

The Massage Therapy Success program focuses on teaching massage therapists to start doing the opposite of what the “sales gurus” teach. That’s why our therapists get more clients and can sleep better at night.

There’s no reason why you can’t experience the same.

An open mind + willingness to “let go” of the old way of “selling” = Long term success.

Amy Roberts

Massage Therapist & Massage Therapy Business Coach

www.MassageTherapySuccess.com

http://www.MassageTherapyMarketingSuccess.com

How To Get More Clients Quickly If You’ve Just Opened Up Your Clinic

How To Get More Clients Quickly If You’ve Just Opened Up Your Clinic

By Amy Roberts LMT

www.MassageTherapySuccess.com

It’s a pretty scary thing to open for business, especially if you’re a massage therapist, because unlike a traditional business, massage is all about a service. People tend to judge a massage therapist a bit more harshly than a traditional business because massage is more personal.

But with a few successful and proven strategies you can have a great experience. The first thing to do is not panic. Panicking with inhibit your ability to be creative and stop you from seeing any potential ideas that may come your way.

Secondly, write a break down of the types of clients you’ve seen in the past. In other words create a client profile. Work out how you can capture that ‘kind of person’ in your new premises again. Creating a client profile is simply writing down a list of your target market then think about where those types of people are so you can do some advertising to those groups of people.

To help with your client profile ask yourself these questions;

What types of people were they?

Where they old?

Young?

Male?

Female?

What types of things did they come to see you for?

Next, remember to be proactive. Don’t wait for clients to come to you. Get out there and get them! Call people who may have your type of client in their own businesses and talk to them. People you may want to contact are Physical Therapists, Chiropractors, Osteopaths, Dance Studios, Sporting clubs etc. The list is endless. (Before embarking on this exercise, you must know first who your target market is or is going to be in order to contact the appropriate sources.) Introduce yourself to them via phone or even stop by if they are free for a few minutes.

To summarise, marketing your practice must be done regularly. To achieve and experience a high level of success you must market your practice often. How often is up to you, but it is important to understand that it’s not just a once-off. You may decide that in order to experience success in your massage practice, marketing is needed at least once a month.

Always keep proactive in marketing your massage practice and keep your marketing specific to who you are targeting and you can’t go wrong!

Good luck!

Amy Roberts

How To Keep Clients Satisfied For The Lifetime of Your Massage Business

 

j0216073.jpg

When your clients win, you can’t loose. But this is not the way of some massage businesses. And if you want to keep clients coming back to you week after week or month after month then listen up, because I have some very valuable information to give you.

From 1995 to now, I’ve massaged a lot of people. I’ve also coached a lot of massage therapists how to get more clients coming to them on a regular basis. One of the main things in a successful massage business is not only your ability massage the client well, but to really give them excellent customer service.

Your clients, whether they say so or not, will have high expectations of you, just as though you were any business. Whether you are a self employed Massage Therapist or a massage therapist who works for other people, you’ll still find that you are responsible for how often that client comes back to you.

And in this day and age getting clients to come back to us is more than being “good at massaging.” Its part of it, but it isn’t the complete picture. So sit back and relax because right now I’m going to impart some pretty important stuff to you. And, all for free.

Sometimes a client will say how much they loved the massage and feel so good afterwards but they you don’t hear from them again. You are confused. “Why didn’t they call again?” You might call them for a follow up appointment and they abruptly say they are too busy….or perhaps they just don’t call back after you leave a message.

Confusing yes. When this happens it’s a really good opportunity to  have a look at the way you are servicing your clients.  Customer service is what massage therapy is all about and if you aren’t creating and implementing systems within your own massage practice to keep them coming back through effective and a loyal display of warmth then you’ll have to change…or go back to that depressing office job you had before you did massage.

There are some fantastic ways to improve your customer service focus and make sure your client is feeling valued every single micro step of the way. From seeing your business card or brochure, to leaving your massage clinic and looking forward to the next time they see you.

Each step of the way that the client experiences your massage service, it must be easy for them. To start with, make it imperative that all potential clients calls are returned that very same day. If a client calls you and leaves a message on your answering service, then make it part of your massage business policy that the person gets their calls returned at the end of the day.

You can also say this in your message as well. Rather than leaving a voice message on your machine stating that they will be called as soon as you are free, why not state that your call will be returned before the end of the day. And stick to it. “As soon as possible” doesn’t mean anything. It can mean that you will be able to call them within five days…..they are not to know. So it’s imperative that your response be that very day. It makes them feel as if they are important enough in your eyes to call back and talk to them. After all how do you know they are not going to be the best client you ever had? How do you know they don’t have a troupe of family members all waiting to see if you do a good job, and if you do, then they will all become your clients? Every single call that a potential client leaves, must be cared for and attended to in the fastest response time you can deliver. And make sure that time has a real time.

Another way you can make sure you are giving the best customer service to your massage clients is to give them an education when they come. It’s not enough for people to only hear from you when they want a massage. What about hearing from you on their birthday, Christmas holiday, Easter, New Year, etc? You make it a policy of your massage clinic again to create follow-up calls or letters each time this occasion rolls around. Or, even better, you can monitor how often someone comes to you for massage treatment. When you haven’t seen them for a certain amount of time, such as 6 weeks you can send them a card or short letter saying hi, you haven’t seen them in a while and hoping their muscles and joints are feeling okay and haven’t got sore and tight again from not having massage in 6 weeks……you get the idea. You don’t have to use my wording of course, I’m just putting the words together now to give you an example.

My point is to keep that personal contact with your clients each step of the way. From calling to make the first appointment to leaving your clinic, make it so darn easy for them to come again and refer you more clients.

Always keep the personal touch. When you send out a card or a letter, either hand write it, or sign it personally. Don’t send a “With Compliments” slip and leave it blank, making it void of all human contact and warmth. You want them to feel highly valued all the time.

Think about the times they have contact with you and make it set-in-concrete that you will provide certain levels of customer excellence. You’ll find that this increases your massage clients solidly and fruitfully over a shorter period of time than you would ever imagine.

Make sure you set standards for these new principles of customer excellence. Write these standards in a training manual for your contractors if you have other massage therapists helping you in your business. Make sure all your contractors go through a training program for customer service excellence. Don’t make this something that’s “nice to do” for your clients, make it a must. Do constant checks on your massage contractors that they are implementing what is taught and practiced.

If you are a sole person in your own massage business you will have no one to answer for but yourself. But the best thing to motivate you is the pain of going back to your old job…you know that miserable thing you did 9 to 5 while you trained to become a massage therapist. And the fear of not making your massage business work will be pain enough. So implement an “Excellence in customer service” policy, procedure and practice in your massage business.

The potential to build your massage business through client relationships is enormous, and is there for all to use. Clients want you to make them feel safe in dealing with you. This means courtesy, kindness and response at all times. In return you will experience their loyalty and referrals.

By Amy Roberts

Building Up A Massage Clientel For Rest of The Year

It takes courage to start your own business and massage therapy is no exception. It’s a big step graduating, taking a new turn in your life and going out on your own.

But it doesn’t have to be so scary with the right planning and approach. A Massage business is like any other business- well let’s clarify that the principles are the same.

You need a plan of how you are going to get clients, that’s the first thing to do. Its not use saying you are a self employed Massage Therapist until you have clients. And getting those clients takes a strategy.

So how can you develop this strategy to get clients? First thing to do is to look at how you want to work. Do you want to specialise in sports massage? Relaxation massage? Deep Tissue? These answers pave the way for the types of clients you are going to get. When you know what types of clients you are aiming for then you can start marketing to those groups of people.

Massage Therapy marketing depends on the target clients you are aiming for. For example if you are aiming to treat people with sports massage, I can bet you won’t get a whole lot of pregnant women knocking on your door.

Get clear who you are marketing to and devise a way of how to get to them. Start by working out the types of problems they have and work out a way where you can strike up a conversation (either in print or real life) where you can help to answer their concerns.

Marketing should never be forced or an uncomfortable process. It should be as easy as having a conversation with someone, because that’s all marketing is. It’s just a conversation between two people and you happen to have the answer that can help them.

So get started on your planning now and make 2008 a great year for your massage business.

Amy Roberts

Your Massage Business Success in 2008

Your Massage Business Success in 2008

A New Years Guide To Achieving Massage Business Success in 2008
By Amy Roberts

I’d like to welcome you warmly to 2008. I hope you are as excited as I am about this year. I’m going to share some secrets with you about how to become a successful Massage Therapist in 2008. Let’s launch this career of yours, full steam ahead!

The first thing I’m going to share with you about how to become successful in your massage business is this: think about what “success” means. Is success a certain amount of clients per week? Is success relaxing and giving the most beautiful massage you can? Or is it a combination of all of the above?

Success is different things for different people, but what I can assure you of is that success is about personal and spiritual fulfilment. This means that you can not experience success in one area that’s detrimental to another. For example if a Massage Therapist has great success in attracting a huge number of clients every year but pays their staff very little and works them into the ground then this person would not be successful.

Success is about fulfilment. True fulfilment spills over into other areas of your life as well. For example if this Therapist wanted to experience complete or true success he or she would look at the massage business as a whole and examine areas that need improving and alter the way the staff is working. This would then maintain a sense of harmony and peace throughout the clinic. This energy would then spill over into the hearts and minds of the staff and eventually the clients. This would in turn bring a deeper level of satisfaction for all those working and visiting the clinic.

Success is about really living your healthy potential. It’s about tapping in to a well of happiness inside you and creating a life accordingly. Life goes very quickly and once you are at the end of it, it would be good to look back and say “wow, I lived a full and wonderful life.” This doesn’t mean a life free of challenges, but it’s how you respond to those challenges that are where the fulfilment and growth comes from.

A definition of success could be something like;

A person conscientiously experiencing and creating truth and happiness in all areas of their life for themselves and for others.

This is just my definition; it doesn’t have to be yours. Let’s just work with it now.

There is a really easy way to think of success in all areas of your life as a gas tank with fuel in it. Is the gas tank full with motivation and happiness? Or is it running on empty? This exercise will give you a truthful perspective on your life.

You can also apply this to your massage business and where you want to go this year. Now is a perfect time to write down your goals and formulate where it is you want to be.

“The key to living a truly good life is simplicity, doing more of what you want and doing more of what worked.”- Amy Roberts

This workbook is designed to help you start the year off with some clarity and focus. There will be a series of questions on a topic that you rate from one to ten, then ways to improve it then a summary statement, which then becomes your goal.

Now begins your journey. A road of a thousand miles begins with one step. If you’d like to read the read of this article (in a workbook) just email me at massagesuccess@pacific.net.au.

Best wishes,

Amy Roberts

Small Business Start Up – How to Work On Your Business

One of the main reasons why some massages succeed is the ability of that therapist to work ON their business rather than IN it. To understand the difference I’ll explain what I mean.

Working in your business involves doing the actual massages, answering the phone, making the appointments, running the stock of the oils, towels, laundry etc….you know, doing the hard work.

Working on your massage business means a more strategic method of successfully getting clients. It really means desveloping ideas and implementing actions that involve strategic planning rather than doing the actual “job”.

Some effective ways to do this are assessing what is going on outside our massage business and how these things affect you and separating the day to day operations from this development time. Massage therapists who do this end up staying in the business for years because they are actioning ways to get new clientel all the time.

As a massage therapist you need to work in the business and on the business. Both are just as important as each other. If you just work in the business and don’t do any strategic planning your daily massaging and running the business takes all of your time, energy and focus. It can be quite threatening to your long term success if this is the only thing you do.

Not working on the bigger aspects of your career with not allow you to work with changing needs of your clients or see and grab new opportunities.
So here are some successful methods of working with the bigger picture:

Set goals.

You’ve heard this before I know. But this is so important. Without goals your focus doesn’t stay clear and you can easily steer off any track to potential success. Planning to succeed is a really important factor for any massage therapist.

Its important to allocate some time each week to working on your massage business. Put the phone on voice-mail answer and remove all distractions. This is a really important time because this is where you’ll find you get very creative.

Allocate money from the business to advertise.

A massage business can benefit greatly from an advertisement features/advertorial in the newspaper (provided its a targeted audience).

By Amy Roberts