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New Client Acquisition

By far the most difficult and most expensive part of marketing are activities to bring in new clients. Necessary yes, but not at all the best value for your investment. Here is where you can spend and lose a lot of money to useless ads and insertions in phonebooks, guides and magazines that bring nothing. You will not have the budget to plaster a newspaper with ads on a daily basis over a long period of time which is the only way it would have an effect. Be wise when placing ads and try to track their effect.

Newspaper ads deliver the worst return on investment, followed by radio spots – or vice versa. Your best bet is using what is most valuable: Your relationship with your existing clients.

It has been said that everyone knows about 250 people. I tested this and it’s true – and I’m not such a socialite at all. Realizing that each client knows 250 people and each one of them knows another 250 and … you figure it out.

Now all you have to do is find a way to get your clients to be your ambassadors.

❀ Develop a referral program in which clients receive a free services or gifts if they refer their acquaintances to you.

“A business without a sign is a sign of no business”

❀ In a sense your presence is you business sign. Use every bit of surface to expose yourself to the public.

❀ Give free 15-minute consultations. This is a good way to relieve the anxiousness some people might experience, who have never had a massage.

❀ Become the go-to massage therapist for a large corporate office by offering a corporate rate, connecting with the human resource department and offering regular onsite chair massage.

❀ Offer free massages. Giving away free massages tends to attract only those who want free massages. In our society, there is a mindset, that the more something costs - the more it is worth. If you offer freebies, you generate an underlying assumption that what you offer is worthless.

❀ Give substantial discounts. Continuously giving discounts makes people think you are over-charging. Offer discounts with discretion, rarely and only if warranted.

Feel free to comment and give feedback. Health and Harmony. Nicolay