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The key to making these relationships work is in understanding the needs of the other business, and helping them solve a problem. Just like you use Client Problem Solving Marketing directly to your clients, here also you will use Client Problem Solving Marketing when you are working to form joint ventures. After all, unless you can really help another business out, why should you expect them to help you very much? Plus it is so much easier to approach another business from this perspective. First, think about what you would like that busines to do for you. What would be the best possible thing? Maybe it is giving out your business cards to their clients. Maybe it is just verbally recommending you, or including your flyer in their mailing. Second, think about what you have to offer that business that would be worth them doing this. Maybe you will recommend them to your clients. Maybe it will be a monetary reward for each referral. Maybe you will offer a free 30-minute gift certificate that the other business can give to their clients as a first time client gift. The very best is to help solve some real problem of theirs. The key is to figure out the win-win-win situation. The relationship rewards you, it rewards the other business, and it rewards the clients. So, when you think about how to help people with your services, don't limit yourself to just thinking about your clients. Leverage your business into higher ground by creatively using your services to help other businesses. Businesses that are known to work well for massage business joint ventures are estheticians, salons, physical therapists, physical trainers, chiropractors, medical doctors, and acupuncturists. But don't limit yourself. I have heard of great relationships working with bookstores, coffee shops, and many other surprising examples. Just look around your area and think about how you might benefit them. Now let's take a look at a practical example. A Therapist Shares Her Joint Venture IdeaLori of New Jersey kindly shared her tip on a business partnership that works great for her: What is your marketing tip? I have tag teamed with a Personal Trainer. Many P.T. go direct to a client's house. She/I offer discounts to customers who want both services, P.T/Massage. She gives them muscles and I massage them! What percentage of your business do you receive from this marketing method? 50-80% Approximately how many clients per month does this marketing method bring you? 20 clients a month I asked Lori for some more details. How did you form this relationship at the beginning? Did you approach your friend with it? I met my friend, the Personal Trainer at my local gym, and asked if she would like to network. You can find many Personal Trainers thru the newspaper or on the message boards at local Post Offices/Grocery Stores. What kind of offer or discount do you give them for having you both come? We offer a free session for each of our services when purchasing a package of 5 or more. If not purchasing a whole package, a 10% discount is applied for a massage/P.T. session. We also barter with each other. I get free Personal Training sessions and she gets free massages! We always offer each other's services to our clients, first off. It gets the clients excited. For me the massage therapist, I offer my friend's services after at least one session. Usually, it's my friend who refers me first and that's how I get my business. It works for us. What a great tip. Lori helps her friend the P.T., her friend helps her, and the combination is an advantage that their clients benefit from also. Everyone wins. |
