[Image courtesy of photostock at FreeDigitalPhotos.net.]

[Image courtesy of photostock at FreeDigitalPhotos.net.]

Potential clients are not going to come in because you give a full body massage for 33 dollars. Well. To be honest, some will, but they probably won’t be the kind of client who will really support your practice.

What else won’t work…

People aren’t going to schedule with you (and become regular clients) just because you:

  • Have a fancy storefront.
  • Do the most fabulous technique that’s ever been invented.
  • State that your passion is bodywork.
  • Trained at this or that institute.

All of these things are what excites you, and that’s great. But they are not what attracts people in need of bodywork. The key to getting people interested is to give them what they are looking for. When you’re talking to people and putting out marketing materials, remember you are speaking to people with a problem that keeps them awake at night. You can offer to make it better.

What problem does your work solve?

With massage and bodywork, it’s usually pain or stress. And that’s what you want to talk about. In conversation, really connect. Ask people how their lives are, and listen. If they are going through a divorce, say, or caring for kids or an elder, or if life is simply feeling overwhelming, educate them about what bodywork can do. Tell them how you help people—specifically.

Examples?

“I help people recover from injuries.”

Or get even more specific. For example, “I recently helped a guy who fell on the ice and injured his shoulder. I worked with him for 3 sessions, and he was able to return to his landscaping job.”

OR “The last pregnant woman I worked with said she had no back pain for a week after I worked with her.”

OR “I give on-site massage to 17 people who work at Group Health, and they say that it makes it possible for them to get through the week.”

People have troubles. You can help many of them. But they will only know if you tell them that—not how cheap your massage is, what technique you practice, or how much you love bodywork.

Agree? Disagree? Have other examples? We would love to hear your thoughts below.