A Tip For Attracting Your Ideal Massage Therapy Client
Not Just Any Client. An Ideal Client.
Welcome back to another Monday with the Mavens. We created the Massage Mavens blog to connect with and educate self-employed massage therapists working to grow as business owners.
It can be lonely working for yourself – and we’re here to remind you that while you’re in business for yourself, you don’t have to be in business by yourself.
While we cater our content to independent MTs, all massage therapists are welcome here; whether you run your own independent massage therapy studio, you contract in a clinic, work in spa, or you are still in school.
Clarity and Honesty about what you offer.
TLDR: Build your brand. Identify your voice. Figure out who your studio is so you (and your clients) can represent it accurately in the community.
Massage therapy is a saturated field. At least here in Colorado. So how do you attract a clientele? And equally important - how do you retain them?!
The short answer: Honesty and Clarity.
Let’s talk about one of my most dedicated regulars.
We started working together in 2020. He schedules twice monthly massages a year at a time and has never once given me less than a week’s notice if he needs to reschedule. (And for the record, he’s only ever needed to reschedule 3 appointments). He is in a position financially to afford my services at full price, he is in charge of his schedule and able to fulfill his end of the scheduling bargain, he refers his friends and wife, and as an added bonus, he’s a successful business owner himself and always wants to talk shop a little bit to check in on how I’m doing on my own journey.
He is, in short, my IDEAL client. So how did I land this guy?
If you’ve ever scheduled a call with me, you’ll know I am big on dialing in your brand and the identity of your studio…because it then makes all of your marketing and networking efforts that much easier and cohesive. And that is exactly that led my ideal client straight onto my table.
He found me (or I found him) simply because I went for a walk around my office complex. It wasn’t a networking walk. It wasn’t even a sales walk. It was just a walk to introduce myself and get to know the other businesses I shared a parking lot with.
He didn’t circle back and book a session with me until months - literally months - later.
When I asked him why he went with me; given that he can easily afford anyone in town, and it had been ages since we met. He told me he went with me because his personal trainer told him to start getting regular massages somewhere, and he follows the recommendations of professionals in their field. (Umm, swoon?! Yes please, I like this client’s mindset already!!)
The hangup was that his personal trainer didn’t have an MT to recommend, so just encouraged my guy to do his own shopping. Which he did. And in doing so, realized I was the first MT he’d met that was clear about what I do and do not do. Between our meet-and-greet, and my website, he knew what I offered, what I could help him with, and what I don’t do. He appreciated my honesty and clarity.
So. Honesty and clarity and what got him through the door.
They are also what keep him here.
As he and I have worked together over the years, I have continued to be honest and clear about what I can help him with, and who I suggest he see for issues outside of my scope. Because of this, he trusts me.
And because he trusts me, he keeps coming back (and sending friends).
Thanks for stopping by!
As always, we’d love to hear how our content has helped you improve either your studio, your mindset, or your revenue as a self-employed massage therapist.
Rachel Martin, LMT, is an independent massage therapist living in Denver Colorado. Having built her solo massage studio to capacity, she now spends her free time helping other massage therapists do the same. Check out The Bodyworkers Business Collective, Queen Street Marketplace, and The Techy MT to learn more.
