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This is one holiday where using Client Problem Solving Marketing methods really pays off. Who are your clients in this case and what are their problems? Your potential clients are any business owners who have Administrative staff in your area. They could be lawyers, accountants, or any other company that is fairly lucrative that relies on their administrative staff. Specifically, whoever is in charge of getting gifts for the Administrative staff is the person you want to help. What are their problems? Get in the mindset of a business owner. They don't have much time, and they are probably pretty unsure what would be a good gift. They also would like to get a great gift at a low price. Many businesses would like to spend no more than $25 per gift, because that is the amount they can write off their taxes. So here is what you can do to help solve these problems and sell lots of gift certificates by April 26th.
Even though you are probably offering a discount, this is well worth doing because many of these gift certificate will not be redeemed, so your average massage value will still be high. Best of all, you get a chance of converting many of these people into regular returning clients who work near your location. For that opportunity you could almost give away the gift certificates and still do well (but don't). If you felt strongly about this, you could even offer an hour gift certificate for $25, just for the opportunity to touch all of those great potential clients. If you need lots of clients consider doing this. If you don't need as many, don't make it such a reduced price. Remember, professional businesses like to work with professional businesses. Use good quality letterhead paper. Be precise on the phone. If you meet them in person, dress professionally. Make the difficult process of buying great gifts for their staff easy, and you will do well. Sell the benefits of massage as an excellent business gift, for job stress relief, improved performance, etc. Another Therapist Shares a Joint Venture IdeaCindy from Michigan kindly shared her tip on a business partnership with an esthetician that works great for her. What is Your Marketing Tip? I have done a joint venture with an esthetician. We have always talked each other up to our clients, but it wasn't until Christmas that we really made an impact. As Christmas presents to our clients, we exchanged gift certificates for each others services. We both had a very nice gift to give our clients, we both get new clients, and our clients get a great gift and introduction to another great service! Plus it has built great loyalty from our clients, as they feel very special getting such a nice gift. What little details would other therapists have to be careful about to make this idea work for them? We made sure the clients we gave gift certificates to were good potential clients for each other - or good word of mouth advertisers. What percentage of your business do you receive from this marketing method? 30-50% Approximately how many clients a month does this marketing method bring you? 10 I asked Cindy for some more details. How many gift certificates did you give each other to give to clients? My friend already has a very established clientele, so she went thru her list of clients and came up with the number she wanted to give this gift to. (46 people) I am still building my clientele, and didn't have as many clients to give to, but we did an equal number of G.C. and I'm keeping some to use in the future. How did you choose what clients of yours to give this nice gift? Everyone, or just your regulars? We only gave G.C. to regulars, people who have been very good clients to us. Or some not regulars, but who have given us very good word of mouth advertising in our own business. Did you give full length give certificates, like a one hour massage from you? We did do full length G.C.'s. I specialize in LaStone therapy, am the only therapist in my town that offers it, and I want to build that up and eventually do less regular massage. So I gave 60 minute LaStone massage G.C. and she gave 60 minute European Facial. Do your male clients also like to receive the gift certificate from your friend? For my male clients, in case they didn't want a facial, I left the TO and FROM blank, and told them they could use it for themselves, OR give it to their wife from THEM. They loved this idea! About half gave it to their wives, the other half was actually excited to get a facial. An excellent tip. Cindy helps her esthetician friend, and Cindy gets new clients also. And clearly the clients of both Cindy and her friend win.
www.massage-marketing-tips.com
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