Therapy Business Hints and tips for your Massage Career

When selling a service such as massage we need to increase its  “Tangibility”. Intangibility leads to customers;

1/ Having difficulty in evaluating competing services

2/Perceiving high levels of RISK

3/ Placing great emphasis on recommendation

4/Using price as a basis for assessing quality

Increase its “Tangibility” by;

1/Including tangibles in the price

2/Allowing people to visit the clinic

3/Have testimonials

4/ Have physical evidence such as a brochure with photos

5/ Customise the service to the client

6/ Make the service as simple as possible

7/ Encourage recommendation

8/ Focus on service quality

9/ offering freebies to sample

Once you have got people in through the door, you want to keep them coming back. People love to think they are getting a bargain or a good deal so consider:

Offering a course of treatments with a discount for them paying up front (this really helps your cash flow)

Have the loyalty cards like the coffee shops where they get the 6^th or 10^th treatment free

Have a freebie provided with the treatment- you might negotiate a special deal with the gym down the road to have a free day membership for example

Have special offers during quiet times of the year

Have peak and off peak prices

People are also more likely to book if what you offer is scarce. When starting out, don’t  let on that you have a completely empty appointment book. Instead intimate that you can “just squeeze them in!”