As I’ve told you, recently, to not put yourself ‘on sale’, we’re going to change it up a bit. You’re probably asking: How do I get clients?
Let’s play with a few ideas!!
I took a look at my old Business Plan, and have reshaped it to fit for the Profession to reflect today’s economy. We will be using $60 per hour as our baseline rate.
Client Incentive Programs
This is NOT being ‘on sale’, this is to promote you, and your Business… a standing out above the crowd approach. Some ideas that I will mention here, maybe repeated from previous posts, but that’s because I think they are worthy of consideration.
You have to look at these as a contract with your client. They are prepaying you for services that they are yet to receive. They are taking a risk, and so are you. Before we get into what a Prepaid Package can look like, let’s set up some rules for them.
Depending on the size of the Package, I would recommend that they have a ‘stale date’. (Not an expiration date… that’s another entity altogether). Stale Dates, are dates where you can no longer guarantee the price point. If the package isn’t used in its entirety by said date, you cannot guarantee the same rate.
Generally I consider this a guideline. So, why do I have a ‘stale date’? You could, quite reasonably, have a package that’s ‘Open’ for 2+ years! If you have raised your rates by that time, a ‘stale date’ gives you the option to charge the difference.
So how long should a Package be ‘Open’ before it ‘stale dates’?
Depends on the package.
As we go through a few ideas, I will give you some guidelines for those dates. (In my examples, I will be using $60 per hour as regular price). These are just examples, play with your pricing, and comfort zones.
1. Purchase a 10 Session Massage Package, and receive the 11 Massage for FREE!! (This package I generally leave open for a year).
2. Purchase a 6 Session Massage Package for $330!! (This one varies from 6 months, to a year, for ‘open’ dates).
3. Add On: For every 60-Minute Massage booked in (Month), receive a FREE 10 Min. Steam!! (Or a gift).
You can advertise this, or make it a quiet Thank You. Client A sends 5 of their friends to you, as a Thank You, you could give them a gift (bath salts, candle, bath bomb), 1/2 off Massage, or even a free Massage.
It is best to acknowledge EVERY referral sent to you. A simple thank you goes a long way!
One Special we ran at The Spa, was Couple Massages for Valentines Day.
Book a 60-Minute Massage for both of you for $110.00!
Book a 60-Minute Massage for Your (??? Cupid / Sweety??), and they will get a Steam/ gift!!
In some cases, if your treatment Rooms are large enough, it’s great to do the Massages together! (There has to be enough room for both tables, and 2 Therapists). This one went like hotcakes!
What are your ideas here? What have you done? Do you need help to plan an Incentive Program?
Let me know in the Comments!!
Have a Beautiful Day!!