Feb

2

Do you know the true value of your massage clients?

Filed Under massage therapists | 

by Robert Vignoli

I ask the question, do you know the value of your massage client? This is so important and I believe that most massage therapist out there in the industry do not know the value of their clients and they should. Knowing the value of your clients is so important in your daily interactions with your clients. Now don’t get me wrong I do know that will be some clients who will not fit this model of value. And this is another reason why, that knowing the value of your massage clients is essential.

Suppose you do find a client that does not fit this model of value for your business, and he or she is constantly late or they often cancel their appointments at the last minute. Now you will be able to make the choice whether this is a client that you want to keep on your books. You may be asking yourself, “what do you mean, whether, I want to keep this client? Of course I do!”

The most powerful lesson that I learned from all my years of marketing our massage business, is that, all your clients may not be adding value to your business but actually taking away from it. Let me clarify what I mean, do you have clients who do the following?

1. Do you clients who constantly cancel their appointments at the last moment?

2. Do you have clients who constantly show up late for their appointments?

3. Do you have clients who never tip or send in referrals?

4. Do you have clients who only come in when you are having a special on your rates?

Knowing the value of your client will help you to indentify clients that appreciate your service and work. When you have clients that on the other hand do any of the 4 things mentioned above, these clients will ruin your take up your energy and time that can be utilized for the clients that actually appreciate your service by showing up on time and giving you referrals, referral is the best compliment that a client can give.

Determining the true value of client will also aide you in your marketing efforts and when the decision comes to whether you are going to charge a client for a missed appointment, or whether you short their massage session because they were stuck in traffic. Let’s say for instant that after some research into your database of clients that you find that on a average your clients come in 10 times a year booking a 60 minute massage and that they have on the average stayed with you for 3 years.

Based on these findings your next 60 minute massage is not just a 60 minute massage but a client that will stay with you for at least 3 years and see you 10 times a year, that client now represents a customer who spends $2100 during their time as your client. Now I would ask you the same questions as mentioned above, would you still take those clients that take up your energy or time when they are late constantly? Do you charge that next client who missed their appointment? Do you allow this client to disrupt your massage business? Do you still allow this client to be your “valued client?” Knowing the true value of your clients will propel your business when applied correctly.

I recently heard an audio titled, “How to be a marketing superstar” by Jeffrey Fox. It is a must listen to audio.

About the author: Robert C. Vignoli has been a massage therapist for over 10 years. He currently co-owns Roman Paradigm Massage, but now he is helping to improve the massage industry by building a “hands off” massage business model. MassageSpace.net is the new MySpace for Massage Therapist, learn more @ http://www.think-diagonal.com

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