Success Tips for Wellness Practitioners

Success tips for massage therapists, acupuncturists, coaches or any other wellness professional.

By Debra K | Posted January 31, 2014 |
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 Usually for Spry Living articles I tend to create content that is relevant for those interested in ways to stay healthy naturally.  But, another aspect of my life is to help wellness practitioners stay healthy and have full practices.  In fact, I dedicated three years of my life to write Success from the Start for massage schools.  My intention was to address an alarming statistic that many therapists were leaving the profession they love due to business naivety and poor economic reward. Armed with the intention to help the industry at the student level, my book published in 2013 and is currently being adopted by educational programs nation-wide.

I recently wrote an article for Spa Canada and thought it would be nice to share.  If you work with a massage therapist, acupuncturist, coach or any other wellness professional who makes a living based on the number of appointments they have each week, please share this with them.  The healthier their practices are, they healthier the world will be.

ENGAGE CLIENTS IN A YEAR OF WELLNESS:
FIVE STRATEGIES FOR REBOOKING

A new year, new beginnings, and a new pattern of routine. While clients’ calendars are less than packed, it’s an ideal time to focus on building loyalty and a great way to do this is to focus your team on rebooking. From dentists to physical therapists, whenever we visit a healthcare provider, it is expected they will pre-book our next appointment. As spa professionals, I believe it is our ethical obligation to educate and invite every client to experience the benefits of regular therapeutic massage, as well as all spa services.

Strategies for rebooking:

1. Establish a relationship by saying the client’s name a few times during the session. This is a powerful, yet overlooked, approach that creates a true connection. As Dale Carnegie once said, “Remember that a person’s name is, to that person, the sweetest and most important sound in any language.”

2. Have a compelling offer or reason for them to rebook. Be clear, tell them what to do next, and give them a good reason to do so. Suggested script: “The 2014 Wellness Program is a favorite because it will allow you to get faster results, save money and have you feeling better sooner. At your next session, we will focus on your left shoulder in order to decrease your current level of pain and restriction.” When you are this clear, it’s remarkable how quickly people take action.

3. Become part of the client’s health team. As a practitioner, you have a set of skills that are very effective for easing the client’s presenting condition. This gives you segue into bringing up the topic of booking another session. For example, “I believe having a regular facial will offer you quicker results for your presenting condition and I’d like to book a session for you early next week. Would this same time work for you?” Also, when inviting a client to return, you might say, “When you schedule your next session…” instead of, “If you schedule another session…” This plants a seed in their mind that subtly implies they are going to book another session with you.

4. Be authentic. As a client, there is nothing worse than feeling like you are being sold something.  You have to believe in what you are recommending.  As a manager, encourage your team to learn as much about their offerings as possible and gauge their level of confidence in the services they provide so they can confidently make recommendations.

5.  Be willing to invest in your team.  As a customer experience consultant, I am often told there isn’t enough money in the budget to invest in training and development.  This is always surprising, because the cost to continually market for new clients to subsidize an average team is far higher than the cost to empower them. Client loyalty is your spa’s bucket of gold waiting to be found!

 

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