We are really excited to share with you the next instalment of our "Ask The Muscle Whisperer" series. This month we have asked the industry's top leaders what is the best promotion or marketing campaign you ever ran as a massage therapist? And looking forward to the next 6 months, what marketing strategies would you recommend for massage therapists to secure more clients?
You can watch the full video with all the specialist's answers compiled together HERE.... or watch each specialist's answer individually in shorter snippets below underneath their name!
What is the best promotion or marketing campaign you ever ran as a massage therapist? Looking forward to the next 6 months, what marketing strategies would you recommend for massage therapists to secure more clients?
I had to think about his question for a bit because nothing comes to mind as a stand out promotion, I did write a couple of blogs that went viral but their purpose was not to sell a specific product or course but simply to inform. My customers and the people who follow me want a relationship, they’re interested in what I have to say and I freely put the information out there in the form of a blog along with my Massage Monday videos. I usually try to keep the overt sales part of things toned down, I prefer creating conversations.
There is so much ‘look at me’ selling that I think people just turn off when it comes across their feed, I often think the best form of selling is information based. What can you give that would be of benefit to those you want to have a conversation with? For example, maybe you want to attract more diabetic clients because you have become the expert on diabetes. This is something you are interested in, you’ve done a lot of research and you have the knowledge and you know you have a lot to offer but you’re still not getting the clients. Why is this? It might be because not enough people know about you, maybe your campaigns are too general or you’re just trying too hard. What I mean by ‘trying too hard’ is that you might be trying to attract people just to buy rather than constructing a reputation as an informative expert.
Good marketing is about building relationships, (similar to the Massage Warehouse approach) people need to get to know you and understand what you’re about. In our business, success often comes from the verbal interactions we have with our clients and as I have said in previous articles, a large proportion of our clients’ perception about the effectiveness of the treatment we give comes from what we say.
So, rather than doing a single promotion it is more important to build relationships, I would recommend sending out informative newsletters, joining forums and being a positive influence. Try writing articles for local papers, offering free webinars, doing a local radio talk show or volunteering your time in your specific area of expertise. I’m sure you can think of more ideas. Think about who you want to talk to and how to contact them effectively.
Watch Susan answer your "Ask the Muscle Whisperer" Question below!
For Emma the key to marketing your services as a massage therapist is to find your authentic voice! Emma regularly recommends to her students at the School of Bodywork to take time to think about what genuine skill set you offer to your clients. Thinking about what injuries you like to work with will really help you to pick a niche and hone your marketing to target the perfect clients for you. After all when we find the right clients they tend to stick! Having loyal clients that we can treat for years or decades really is the hallmark of success for any massage therapy business!
Asking clients to share endorsements is another marketing tool that Emma recommends, as its important for potential clients to hear others experiences directly from them rather than it feeling it has been edited by you as the business owner. Sharing mini case studies online is another fantastic way to get across your knowledge, passion and skills and will demonstrate why you are worth the cost of your treatments! Finding a niche is really crucial to your massage therapy business and Emma really recommends brainstorming with other massage therapists or asking for supervision from a trusted mentor when you are searching for your own. Don't be afraid to ask for help, as picking what you are most passionate about will really help you to be able to market your massage therapy business enthusiastically with your authentic voice!
Watch Emma answer your "Ask the Muscle Whisperer" Question below!Jing
Networking is key and at the beginning you will have to work really hard to attract massage clients. Writing blogs, giving talks and teaching about the benefits of massage therapy is a great way to spread the word about your services. Once you get your first paying massage clients you can start to ask for referrals and for testimonies of how your treatments have benefitted peoples health. Getting these published online, on your blog and website and on social media is a fantastic way to encourage potential clients to get in touch. Don't be afraid to share your experiences online, let clients know what working at certain events or with certain case studies taught you and what skills you used or developed. If you don't share they won't know the depth of your knowledge and expertise!
Watch Earle answer your "Ask the Muscle Whisperer" Question below!
You can find more details on Earle's latest book 'Muscle Testing – A Concise Manual' by clicking the images below or find out more details on the next Hands On Training courses by clicking here.
For our latest Muscle Whisperer Sunita sharing valuable information is a key way to promote your massage therapy services! Whether it's direct to clients, in a newsletter or on social media, this information needs to be different to your pitch or posts you use to sell your massage treatments. The aim should be to excite and interest your clients and can include ideas like self massage techniques, tips for relieving stress or mindfulness exercises. Sunita also recommends keeping in touch regularly with clients through a newsletter where short and sharp content and a creative approach can help you connect and keep you at the forefront of their minds! Sunita stresses that the most important thing you can do for your massage therapy business is to establish yourself as an expert in a particular area. You can read more on why this is so important in our blog post on niches for massage therapists here. For Sunita selecting a niche allows you to craft your own professional story which in turn can take your personal brand from strength to strength!
Watch Sunita answer your "Ask the Muscle Whisperer" Question below!Jing
Massage tables comes in many different shapes and size. It can be confusing for you, the customer, to choose the right one but we are here to help!
A lot of customers call us up after they have bought the wrong size massage table elsewhere and we would like to help you avoid this mistake. It normally goes something like this; they like the look of a picture of a massage table on a website, they like the low price and then they check the carrying weight is ok. If the carrying weight fits their needs they click add to cart and the new massage table turns up at their doorstep in a few days. They unfortunately assume all massage tables are pretty much the same width and size.
The standard size of a massage table is 28 inches wide (71cms) and 73 inches (185cms) long. One of the reasons many "lightweight" budget massage tables are so cheap is because
Make sure the massage table is the right size for you and your clients as the narrow massage tables at 61cms can be very uncomfortable for anyone who isn't petite and many clients cannot relax with their shoulders and arms unsupported.
Almost all therapists choose the standard 28 inch wide massage table. All our massage tables are the same length so it is only the width and shape our customers need to decide on.
Your massage table should be wide enough to cater for the wide variety of shapes and sizes of your clients. It needs to be wide enough to comfortably accommodate your treatment style, while being narrow enough to ensure you don’t have to strain your own back during treatments.
Each therapist's postural training and ability is different, so only you will know what massage table width you can handle. We have spoken to therapists who are five feet tall and get the wider 30 inch massage tables, and we speak to six foot therapists who have back problems and go for a 25 inch wide massage table. Everyone is different.
Generally speaking, if you are of smaller stature, you may do better with one of the narrower 25-inch massage tables. If you're quite tall, or are particularly keen to offer your clients a very spacious experience, a 30-inch massage table might be more suitable.
If you are in doubt, see if you can go into your local training college and see whether the massage tables there suit you. However, there is another way to get a feel for what will work of you don’t have access to a couch when you are deciding:
Cut out a piece of cardboard to the dimensions of both sizes you are deciding between. Put it on top of the kitchen table and lean over it. Visualise a client lying there, and see which width will suit you and your client best.
Make sure you can get close enough to the table that you can pivot at the waist and have your shoulders squared to the clients hips, with your hands parallel to the clients' spine. Working in this position will ensure an injury-free career, so it's an important factor in your decision.
The most popular massage table widths are 28 and 30 inches. We sell 25-inch massage tables but you should really only choose this width if you are shorter in height and having a wider massage table might put your own back at risk over the course of your career.
You can also choose the 25-inch if you want to have the lightest massage table possible. By reducing the width of the massage table, the weight is also reduced. Now, this can mean a trade-off of some client comfort, but this trade is often worthwhile if you are a fully mobile therapist and use public transport frequently, where saving a kilogram or two will make a difference to you over time.
Nowadays, almost all portable massage tables come with height adjustable legs. Whichever massage table you choose should come with a large height range to accommodate you, and to cater for a broad range of therapies.
A common height range of massage tables is between 60 to 80cm, and this height range should cater for everyone. To check which height you need your massage table to be at follow this rule of thumb:
1. Stand up straight with your hands by your sides. Clench your fists.
2. Measure the distance between the floor and your knuckles
3. This distance should equal the height of your massage table.
4. Add a few inches in height to allow for the body of the patient on the massage table.
The height of a massage table is usually only adjusted when different therapists are using the same massage table, or if you have a client that is outside the average size you normally treat. So for example, if someone with a lot of body depth comes for a treatment after an average size person, you may need to adjust the height a notch or two.
You should be able to adjust the height of a massage table in just 2-3 minutes. Even though you mightn't adjust the height very often, the faster the better when you do have to!
There are 2 types of height adjustment mechanisms found on modern massage tables.
1) Twisting knobs (found only on wooden massage tables):
If you are working with a wooden massage table, it is better to have two knobs on each of the four legs for greater strength and reliability. When buying online, make sure to check how many knobs are on the legs. Cheap massage tables often only have one knob, and when you raise the legs to the highest heights they are less stable and have been known to snap.
2) Telescopic push-buttons (found only on aluminium massage tables):
The mechanism to adjust the height of an aluminium massage table is much the same as the push-button method on aluminium crutches. It only takes a few seconds to adjust each leg, and the mechanism is very reliable. Check out the video to see how it’s done.
The following are the different shapes of massage tables on the market.
1. Rectangle shaped with square corners
This is the traditional shape of a massage table and the one you are probably familiar with seeing. Our Combi-lite 3 in 1 and Affinity Portaflex are shaped like this.
2. Rectangle shaped with rounded corners
Same as no 1 above in every way except the corners are rounded. Does not affect function in any way, just a different design/look.
3. Hour glass shaped with gradual gradient
A fabulous massage table innovation in recent years, which solves a lot of the problems around choosing the correct width is the hourglass shaped massage table.
This style of massage table is wider at the ends, and tapers somewhat at the middle. This provide a spacious and comfortable experience for your client (as the shoulder and feet area are 30 inches wide) without compromising your own posture and health, as the middle of the couch where you lean over is a much narrower 26 inches wide.Having recently upgraded to one of these hourglass massage tables myself, I can vouch that my working days are much more comfortable, and many of my clients have commented on the extra comfort from the wider shoulder area.
The name says it all! There are no corners on the massage table. Therapists normally choose this for one of two reasons. They simply like the look of this massage table and it is aesthetically more pleasing in their treatment room and/or they find it easier to move around the massage table during the treatment without having to side step the corners. This is particularly handy when space is limited in your treatment room.