May 2006 Massage Marketing Newsletter

“From The Massage Table: Marketing and Motivation That Works”

May 24, 2006
Volume II, Issue 11

Welcome to the latest issue of “From The Massage Table”! My name is Michael Humphreys, cofounder of Help Your Practice.

Each month, Help Your Practice will be coming to your email inbox with
the greatest massage business tips that can help you create the massage practice of your dreams.

One quick point before we get into this month’s newsletter. This month’s newsletter was delayed a week for a really big reason.

Last week, my wife Sarah and I had our first child, a baby girl named Emily Elizabeth Humphreys. Emily checked in at 8 lbs 11 oz and 20 1/2″ long. You can see a few of the pictures by going here:

Thank you for all of the kind emails I received after Emily’s birth.

Okay, now let’s get into this month’s newsletter!

Now Available: Instant Massage Marketing

Imagine if you could take proven massage marketing pieces and just add your own name and contact information…Well, imagine it no more!

Michael has taken some of the most successful massage marketing pieces from his own massage practice to create Instant Massage Marketing.

To learn more about Instant Massage Marketing, please click here.

Goal Setting Monthly Tip
By Eric Mitchell, C.S.C.S.

Hey Everyone!

Last month, we talked about Management. This month, we are going to talk about…Relaxation!

Now, you do need some time to relax and recharge your batteries, but that’s not quite what I mean.

You see, to many of your massage clients, your massage table is a safe haven for them. The eye of the hurricane, where they can escape the frantic pace of their lives and let all of their stress go.

What happens if you are overstressed yourself? You probably won’t do your normally great level of massage. Maybe you are distracted by money worries. Or you have been working too hard and not getting enough rest and relaxation yourself.

You need to take a serious look at what helps you succeed as massage business owners. Your health has to come first over everything else on your plate. If you aren’t in peak form, then you can’t optimally help your massage clients improve their health either.

I can not tell you how many times I have seen people in the health care business neglect their own health because they are so focused on helping everyone else.

I am saying this with the utmost respect for the fact that your work time needs to be about making as much money as possible.

However, there will be no money coming in if you are sick, injured or simply burnt out. Without relaxation and outlets away from business you are paving the way for failure on so many levels.

[Michael says: I learned this lesson the hard way. Many years ago, I decided to do an event by myself. I wanted to keep all of the monies, instead calling a few professional friends and sharing the workload and prosperity. The event had a huge turnout and I wound up doing 9 hours of chair massage without a break. That night, my neck and upper back went into spasm. I had to take the next 3 days off until the pain and spasms finally subsided. I had to cancel or reschedule three days worth of work. In hindsight, the pain I went through wasn't worth the extra money I earned by overworking myself.]

When you feel pressure building, take a deep breath and feel the tension leave your body. Make a decision that each day you are going to do something that helps you relax.

Take a walk, go for a jog, lift weights at the gym or just sit and meditate. You will find your productivity will rise and stress will begin to become more manageable.

About the author: Eric Mitchell is a speed & conditioning specialist and co-founder of Help Your Practice. When he’s not busy running his speed performance center, Eric write this monthly column.

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Monthly Massage Marketing Tip
By Michael Humphreys, N.C.T.M.B.

This month, I’m going to focus on a target market that is very stressed out and needs your help relaxing. Since Mother’s Day recently passed and my wife and I just welcoming our first child within the last week, this month’s massage marketing tip will focus on one of the most stressed out groups out there…expectant mothers.

Now, I realize that not everyone reading this newsletter has received prenatal massage training or certification. If that is the case for you, I definitely recommend getting some prenatal training.

Here is a link to a fr*ee informational site that I had built called Pregnancy Facts, where you can learn a lot of useful information about health issues during pregnancy:

Besides opening a new target market for clients for your massage practice (pregnant women), it’s a wonderful skill to help any friend or family member who is also an expectant mother.

Getting the training is considerably better than the first prenatal massage training I received:

I got some really fast pointers and tips from a certified prenatal specialist while my new 8 1/2 month pregnant client sat in the waiting room! The receptionist forgot to tell me beforehand that the new client mentioned on the phone that she wanted a prenatal massage with a male therapist. She didn’t realize that I didn’t KNOW prenatal massage at that time and just scheduled the client with me because I am a male therapist.

Since then, I’ve done a lot more training and it has helped my massage practice immensely.

3 Reasons Why You Should Offer Your Clients Prenatal Massage

First, many clients quickly realize that receiving prenatal massage can be extremely beneficial to an unborn child. There have been a number of scientific studies done, including the Touch Research Institute at the University of Miami, which have confirmed this.

Second, many women experience high levels of stress during their pregnancy. As they progress through their pregnancy, they are experiencing a lot of dramatic changes in their own body.

Old clothing doesn’t fit right. Hands and feet become swollen. Minor aches and pains start becoming more frequent and intense. It’s extremely common for women to develop lower back pain, later in their pregnancy. My wife doesn’t normally suffer from low back pain, but she did during the last 3 months of her pregnancy.

Finally, you experience far less client objections about your prices or how often to schedule massage appointments. Your client is rightfully focused on how prenatal care will benefit the expectant mother and the unborn child.

I’ve seen countless clients who hesitate to get a weekly massage for themselves, gladly pay for a loved one to receive weekly prenatal massage.

Remember, prenatal massage is for the benefit of unborn baby and expectant mother.

I remember one Christmas season, where a gentleman came into my massage therapy center and bought 12 one-hour gift certificates. The certificates were for his expectant wife to receive a prenatal massage every week for the last 12 weeks of her pregnancy.

He had never come into the center before, but his wife asked him for “a few” massage gift certificates for Christmas. As one of my staff rang up the sale, he told me the following which I thought was priceless marketing information and I’ve never forgotten:

“You know I wouldn’t spend $70 to get a massage for myself because I think that it’s just too expensive. But since this is for my wife and our future child, I don’t mind spending the money for them.”

The Number One Easiest and Cheapest Way
To Get Prenatal Massage Clients

It can be significantly easier to attract new prenatal massage clients through your existing clients. For starters, you have already established great rapport with them. Your clients already know you, how skillful you are and already trust you. You are a “welcome guest” in their lives, not a “bothersome pest” who wants their business.

If you haven’t done so already, you need to tell your existing clients that you are trained in prenatal massage.

Here are 3 ways you can easily tell them without sounding like you doing a sales pitch:

Use a free handout or report on prenatal massage where they can be easily picked up by your clients in your office or massage room.

Offer to answer any questions that your client or their spouse has about prenatal massage.

Write an article on prenatal massage for your client newsletter.

The Second Easiest Way To Get Prenatal Massage Clients

Another great way to attract new prenatal massage clients is through business alliances with other health care professionals. By becoming a trusted ally, these fellow health care pros will gladly send you their clients whenever it is appropriate.

Networking is definitely a learnable skill and most business professionals do it ineffectively. Help Your Practice co-founder Eric Mitchell has used networking so effectively in his personal training business, that he has never had to run a single ad to generate new business! In Help Your MASSAGE Practice, Eric and I discuss networking in great detail, including the best ways to network with other health care professionals.

Using networking I’ve partnered with health care professionals like physical therapists, chiropractors, osteopaths, nutritionist, doctors, and even nurses. That’s just a short list that I whipped off from the top of my head. If I sat down and really racked my memory, I’m sure I could find countless other health care professionals that I’ve allied with in the past or will ally with in the future.

In next month’s issue, I’ll share with you another target market with similar needs to pregnant women…that you won’t need any additional massage technique training to attract.

Questions? Feedback? Got A Success Story You Would Like To Share?

Use the ‘Contact Us‘ Form and tell us about it!

That’s all for this month. On behalf of Eric, we’ll look forward to talking with you next month.

Seize The Day,

P.S. Do you know someone who would enjoy reading this newsletter?

Please use the “Recommend Us” page on our website to tell them about Help Your Practice.

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