Creating Loyal Massage Clients

I am not sure how I got to be so lucky!  I have been doing massage for over 21 years and many of my massage clients have been regular clients since the beginning!  I have seen some attrition lately with people retiring or losing their jobs. (WA Mu Employees were my biggest fans!)

I had 2 clients who came twice a year – one for over 18 years – one for over 15 years but unfortunately he moved away.  Right from the beginning I was a big believer in the idea that people should get a massage once a week all year long.  I was a big fan of it myself getting regular massage in trade usually back then.  We took trading seriously and made it a priority over clients even.  I have heard some massage therapists say they have problems with trades because people will cancel if they have an opportunity to take a client.  I can’t say it didn’t ever happen, but it was rare.

One of the things I did early on was to start an incentive program for coming regularly.  I offered a discounted price when people paid up front for 5 massages at a time.   I remember my first client who paid that – I was sort of shocked actually.   I had never met him and he sent a check in the mail and said he wanted to make an appointment.  He had never even experienced my work!

I still offer that to long time clients.  I stopped offering it awhile back to new clients but after writing this I may consider starting it up again especially since I am charging much more and there are so many ‘rewards’ type of programs out there now that I think people are almost expecting them.

What I did to create such loyal weekly clients really was to tell everyone stories like Bob Hope gets a massage every week.  After I got my first weekly client I would also tell other people about it.  It was almost as if it made them jealous or something and it became a goal of theirs.   I also think it gave them permission to do it themselves!  Many people back then (and still now even) think of massage as more of a luxury.   I never thought that.  I always thought it was a necessity.  (It was for me!)

I think creating loyal massage clients has to do with learning to communicate with clients and also listen.  I have had many people just say that I was a good listener.   I make it a rule to let clients lead the conversations.  I also do ask a lot of questions about them – their condition, activities and such and try to find out what their needs really are and then try to give them more than they expect.

About this author: Julie: 23 year veteran in the massage profession who turned writer/blogger/creator of many websites - www.massagebusinessjournal.com, www.thebodyworker.com, www.massage-career-guides.com, www.massageceguide.com , www.wa-massage-therapy.com ,www.massageschoolnotes.com