If you want to have a successful massage business, you’ve got to learn how to get massage clients and keep them coming back.
I hear some version of this question all the time: “I love massage and I’ve invested so much time and energy to gain this knowledge. How do I grow a successful massage business?”
I love this question because it means you are ready to take responsibility for your personal and professional growth. As anyone in business knows, strategic planning is critical to achieving long-term success. My goal is to give you an easy path to follow so you can achieve your goals and share your gifts with the world.
Massage therapists are remarkable professionals, dedicating their time and work to helping others. At Ho’omana Lomi Lomi training, we believe people are answering a calling to do this healing work. Unfortunately, a desire to help people is not enough to grow a thriving business.
Finances are a form of energy that we need in order to move in this modern world we live in. I’m going to share with you a simple, step-by—step process that I used to grow my massage therapy business from zero clients to fully booked in just 3 months!
I landed on Maui with zero clients and had no clear business plan. I knew four people on the whole island. In fact, the entire move was taken as a leap of faith. I rented a space in a chiropractor’s office near the beach and began to think about how to get new clients.
You can use this process even if you don’t know anyone in your area and you don’t have a huge marketing budget. In fact, all you need is access to a computer and a $50 investment – or less.
“Other people have the answers, deals, money, access, power, and influence you need to get what you want in this world. To achieve any goal, you need other people to help you do it.” – JUDY ROBINETT
There are people in your community that already know your future customers. I call them Connectors. Any business that is in alignment with your healing work and not a direct competitor is a great person for you to get to know. Some examples:
Small business owners know that a strong local community benefits everyone. They are the best source to accelerate the success of your growing business. I needed to find a way to introduce myself and let these Connectors know about my work.
I printed some gift certificates in 3 different amounts. The first was for a FREE 1-hour massage. Another certificate was for 50% off a 1-hour massage. The final certificate gave the recipient 15% off their massage service.
When I met an owner or manager for the first time, I would give them a certificate for a FREE massage and invite them to visit me in my new office. Then, I handed them another stack of 50% off gift certificates and asked whether they would be willing to give them to their employees. Finally, I asked if they would like to give all of their customers a discount on my massage services. If they said yes, I’d leave a stack of the 15% certificates for them to share.
It only takes one conversation to create the possibility for a whole new set of clientele.
Here are the exact scripts I used to get my first few clients.
A local business owner would come in for their free massage. At the end of the treatment, I would say “I’m really trying to grow my business here. If you loved what you received during your session, here’s another stack of 50% off gift certificates. Make sure all your employees have one. For each person that you refer, whether it’s a client or an employee, I’m going to give you another free session.”
I repeated a version of that message to anyone that came in with a 50% off certificate. “I’m so glad you were able to come in and receive a massage at half-priced. If you loved what you received here, please let your community know. Here is a stack of 15% off coupons. Please give them to all of your friends tell your co workers to come in. For every five people that you send, I will give YOU a free massage.”
Each day, I would introduce myself to a new business or be working on clients in my massage business. After three months, I was fully booked and by six months, I started hiring other therapists to come in to do some of the work! The volume of business was greater than I could handle on my own.
“Nothing speaks louder than love marks…”
There is a wonderful book called, “Lovemarks: The Future Beyond Brands, “ by Kevin Roberts. The author describes what happens when someone loves what you do. They’re out there talking in the community. Your happy customers do the work for you!
When I was first working to build my community of clients as a new lomi lomi practitioner, a client said, “I’d like to get in next week. But you probably don’t have anything right? You probably don’t have anything available. Because you’re so good at what you do. I’m sure your books are completely full.”
Actually, they weren’t.
I told him, “It would be great if you want to tell all your friends to come because I really do need more clients and I definitely have time to book you next week.”
“Wow, I had no idea. I figured you’re so good at what you do, you MUST be fully booked.”
He didn’t know. How could he?
Right then, I learned that if I need something, I need to ask the universe for support. Don’t be afraid to ask your community for help because perhaps like him, other people don’t realize there is a need.
You are a massage therapist, and you’re very skilled at what you do so people may assume your schedule is full and you don’t need help. Start talking today about what you are working to create in your business and how excited you are to welcome new clients on to your table.
The plan is simple, but that doesn’t mean it is easy. Take at least one action every day and you will begin to see results. Start inviting people onto your table. Tell them to bring their friends, colleagues, employees and family. Give them an incentive to come back and experience the magic of your healing touch.
If they just tell five people, who tell 5 people and one of them books an appointment, then wonderful! Soon you have a whole new group of people who are going to tell a whole new group of people. It won’t be long before your business is overflowing in abundance as well.
Let’s keep the conversation going:
I read and reply to every comment personally. It’s the highlight of my week!