Converting Massage Leads
Into Massage Clients

Page 2

Here is an important step in the massage leads process. Ask for the appointment. You are not being pushy doing this. Once you have answered their questions, it is very appropriate to ask when they would like to schedule and give them some options. It might seem obvious to you that they would ask if they wanted it, but don't make that assumption for them. They may not even know that an appointment is necessary. Many people are just not good at thinking of what the next good step would be for them. This is not an insult. It is just that you are familiar with how things should progress, and they are not. Ask them to schedule. Consistently doing this will increase your lead to appointment rate.

Remember how I like to keep track of things and test how to make them better? Well, this is a perfect opportunity for that. Keep track of how many massage leads you get in a month. Keep track of how many of the leads you converted into appointments. Then make a plan for how you are going to improve that percentage. Test it out. Keep track. This can be pretty fun. And think about it - you will be helping more people get massage. I just can't see how that can be seen in a negative light. You are not trying to coerce anyone. You are trying to help them. If you are clearer, more professional and more helpful on the phone (and in person), that is all good for your clients and you.

There is one more thing I would like to mention about massage leads. What about those people who call or visit and don't schedule? Do you just give up on them? Do you quit helping them on their path to getting a massage? No!

Your first desired response is for them to schedule. But for those who don't, have a backup response. What would be the next most desirable response? For you to be able to keep in touch with them would be the next best thing. A large percentage of massage leads need to have contact from you many times before they will feel comfortable taking that first step.

You can do that in many different ways. One of the best ways is to ask for their email and first name to put them on your email newsletter. You could say something like, “I understand you are not yet ready to schedule with me. But I would like to offer you a free subscription to my health tips email newsletter. Normally this is just for my clients, but it might be nice for you to learn more about me and massage to help you decide.”

Another backup response could be a phone list. Ask, “Can I follow up with you to see if you have any more questions in a week?” Then give them a call in a week.

You could have different backup responses based on the different reasons a client gives for not scheduling. If they are concerned about the price, you could direct them to your web page or newsletter for a special or coupon. If they are not sure if massage is right for them, direct them to your about massage benefits page on your web site.

Providing them with a beneficial reason for them to give you their contact information is important. Work at providing a strong benefit for them to do it.

In all situations you should only offer these backup responses after you are sure they are not going to schedule. It is the next most desired response, not the first.

Now you still have the opportunity to convert these massage leads into appointments. And you will. What a shame it is to have these massage leads contact you and then give up on them after only one interaction. You spend lots of money and time on your marketing. Make the most out of what it does for you. It is far easier and cheaper than spending more on marketing.

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