Massage Marketing Rebellion

Innovative & Massage Marketing

2009-10-02T13:31:49-07:00

Innovation is a mind set. Learn to develop greater curiosity and you might just create the new boom in massage and body work.

Read this article from Harvard Business Review and put your creativiy to work.

(If you have trouble with the links try this URL: http://blogs.harvardbusiness.org/hbr/hbreditors/2009/09/how_do_innovators_think.html?cm_mmc=npv-_-TOPICEMAIL-_-OCT_2009-_-INNOVATION1 )

Best of success to you.

~ B ~

Need a New Niche?

2009-10-02T00:46:21-07:00

Slowly over the last few years a new god has appeared. Of the onslaught of health practitioners available out there, one has been steadily rising to the surface as the "go to" guide for all issues of structural and soft tissue need.

This skill set is spending more time with patients on a one-to-one basis, fill one of the greatest demands of returning patient needs, know more about the personal life and lifestyles of their patient base, and are in such demand that they make up the largest growing employment segment of health careers. And on top of that they know, appreciate and may even come from the field of massage therapy.

Did you guess Physical Therapists (PT)? If you did you're right!

What does this mean to your massage practice? See the full article at my MassageTrend Blog

Massage Marketing : A Current Conversation (continued)

2009-07-28T08:09:58-07:00

So, have you read the previous post?

What did you guess was the most compelling marketing technique was?

Well let me tell you the rest of the story and then we'll discuss what worked.

So at last post, we ended with the massage therapist asking if he could return at a better time:

In the mean time a customer comes in the store and requires my attention. The MT steps back to make room for the conversation and at a break asks if he can come back at a better time.

Sure, I reply, Can you come in on Friday?

Absolutely. he says, I'll see you then.

Later that night I take his business card out and check out his website. Contact info checks out, a little personal background, rates and services, guidelines . . . nothing unusual.

The week goes by and Friday is busy as ever.

I've been working with a customer in a wheel chair, who is telling me about the challenges of her MS. She is asking me about massage and if it might benefit her, she's never had one. While I talk to her I'm thinking about the MT I'd met earlier in the week.

At that very moment he walks into the store . . .

(OK, I've got to use this word, the guy was seamless!
His timing, demeanor, conversation, consideration, professionalism, education, caution, presentation awareness . . . outstanding. Yet never a push, no hype, humility and warmth without neediness or attention getting. I realized I was sold.)

I knew instantly that I would recommend him and asked the customer if she would be comfortable receiving massage from a male, and when she said yes I took the initiative and introduced them right there in the store.

As my instincts suggested he handle the exercise flawlessly.

Instead of assuming a match, he suggested they talk a bit and see if it could be a comfortable fit. He discussed her back ground and issues with her, and went over contraindications to be clear. He never called himself "the best massage therapist in the world", he didn't assume that since I'd recommended him any of the intake procedure should be eliminated. In fact he had an intake package in his folder.

What would you say are this massage therapists success secrets?

Which of his techniques would you consider adopting?

Leave me your comments and I'll respond in the next post.

Massage Marketing : A Current Conversation

2009-07-01T22:55:36-07:00

A Massage therapist came into my store the other day and commanded my attention with a technique I have never experienced.

There was no uniform, no props or coupons, no leading with a business card, no www.pushyhype.com.

He just talked . . . simply conversed . . . and it completely captured my attention.

Before I tell you how it happened or what sealed the deal let me just make this one essential point: In its simplest form, Massage Marketing is about having a conversation.

So this guy walks in the store, he pokes around the showroom like any other customer, and eventually nears the cash-wrap. I greet him as usual and ask him if he's looking for anything in particular.

No, he says, I'm just checking out your place and I'm intrigued by many of your products.

Really? I ask, What caught your attention?

Well, he pauses, I'm a massage therapist and many of these products translate to my work. In fact, I enjoy medical massage and several of the products could benefit customers with varied conditions.

Then he adds, I've been going store to store on the avenue just to meet local business owners and get to know the locale where I intend to work.

Do you have a card? I ask.

Of course, he responds, and pulls one from his pocket.

In the mean time a customer comes in the store and requires my attention. The MT steps back to make room for the conversation and at a break asks if he can come back at a better time.

Sure, I reply, Can you come in on Friday?

Absolutely. I'll see you then.

Think about this. Can you guess what has worked? Take a guess and leave your comments.
I'll follow up shortly with what happens next, but I'm curious how many of you might use this approach.

Stay tuned, as I'll finish the story in the next post.

New Massage Trends and Practices

2009-03-25T13:16:51-07:00

Back in March of 2007 I presented a list of possible directions one could take their massage business to add additional streams of income, or transition a career hampered by repetitive strain or other health issues and circumstance.

At the time I was just brainstorming for fun.

There were several ideas that didn't make that list, but I've wondered how long it might be before someone came up with them. I wondered too if the technological age might change the way massage is delivered, or if practitioners might follow the move toward micro-marketing.

Well, no need to wonder anymore, because now I've found evidence that new massage trends and practices have caught on.

How many of you have marketed massage out as piece work?

Have you re-framed your modality or niche?

How about mastering the "massage environment"?

Or what about consulting for the massage enthusiast, company benefit plans, or senior health facilities?

Uhhhh . . . what am I talking about? It's simple.

Reinvent the way you see what you do!

Innovation can be a simple tweak to your current presentation of your massage business. If you haven't done this, or considered the possibilities, let this be a call to creative brain storming . . . even if it's just for the heck of it. Current trends can turn your massage business into an irresistible attraction.

For example:

How about Piece Work?

How many opportunities have been lost to potential clients because they can't afford your full body price?

What could you do to change the conversion rate to your favor?

What if your offered a quick "Head and Hands" massage for $20. Maybe a 20 minute foot massage with a foot soak for $25. What about a 15 minute Low Back Release, or a body part specific to an injury or problem area?

Foot Spas are a new trend on the West Coast and seemingly popping up everywhere. (See Photo from San Diego's Palace Herbal Spa)

Re-frame your modality or niche.

What are the challenges to marketing in your area? Is the sex trade crushing your image? What if you brand yourself a "Safe Touch" Practitioner. Put it on every marketing piece you have. How about a re-frame based in growing trends or leading health concerns like "Low Back Specialist" or "Relaxation Consultant"

What are the themes you see in your current customer base? Are they mostly office workers with similar issues? Can you add a service that specializes in "work station" stress reduction?

Utilize current trends in health and economy, travel and family life to create new ideas.

Massage practitioner inspires with her unique application. (See photo from Industrial Blend Blog )

Master the Massage Environment

Some customers are highly sensitive to their surroundings. They like your massage, but the business next door is too loud, or the seat in the waiting room is uncomfortable. Sometimes the environment you create, or don't is a factor in a.) getting customers, and b.) getting customers to return. Simple surveys and open communication with customers is key to perfecting your formula for massage delivery.

Perhaps your innovative technique is re-creating your communication avenues and letting the customer know you are listening. Anything you can do to add value to the customer experience can be a boon to new and loyal customers.

(Google has used environment mastery to create somewhat of a massage culture. See photo from trendwatch/perkonomics article.)

Consulting for the Massage Enthusiast, Company Benefit Plans, or Senior Health Facilities

What if you could implement a system that would bring massage clients to your business? What if you could handle customer concerns by educating up front? What if you could get paid for marketing to less mobile potential customers that could benefit most from your service?

Consulting and education for businesses with wellness programs, offering discounts to company benefit programs, or consulting to senior housing, senior well care, and senior assisted care facilities could turn a few hours effort into a continual referral stream. What service can you offer that specializes in these areas of growing demand?

Coaching is an option you may also consider. Corporate Wellness and Lifestyle Coaching are growing trends (See photo from Living the Fit Life.net )

The main thing is to refresh your ideas, your beliefs about what is possible, and watch trends that can be boon to business by reaching out. Consider customer complaints as an opportunity to fine tune your massage delivery. Keep track of market influences that are needing to be heard, and better yet . . . create something new and start a trend of your own.

Best of Success to you!