Create A Successful Holistic Business
Start Your Engines!
How many massage therapists does it take to make a successful practice? If you guessed one you are correct! In this newsletter I will teach you how to literally acquire your first clients.
At first contact, getting your foot in the door, or getting a client’s foot in your door, can seem daunting. It’s almost like becoming an actor taking acting classes. In other words there needs to be a conscientious effort to act “as if” you are successful, until that attitude becomes so natural, you can’t help but be successful. So let’s jump into the art of acquisition!
Ac*quire
To gain, usually by one's own exertions; to get as one's own; as, to acquire a title, riches, knowledge, skill, good or bad habits. Dictionary.com
If you would like to start acquiring clients by putting yourself in a public setting and I am not talking about working for others, you need to teach the public what you can offer. What I see out there are tons of businesses that would love your services, as a private contractor, but they don’t even know you exist.
“The Formula”
To get your holistic practice into unknown zones such as corporate offices, metaphysical stores or health clubs you can do what I call, “The Formula.” This is where you make first contact by phone and end up with your brochures and marketing materials on their counter front and center. Of course you will already have your cards and brochures ready to go.
Step 1: Pull out the phone book or any material with a list of the usual suspects. That list, of say 10-20 practices is your target market, the ones that make sense for what you can offer. Such as, if you want a practice in a health club, add the ones around where you live. If you are an astrologer and want to open a space in a bookstore or metaphysical shop make it easy on yourself you don’t need to travel. It is possible to have Buddha in your backyard. Schedule some time each week to go through this time consuming process until you have reached the desired sum of phone numbers. If you are obsessive like myself I do this kind of activity in a few hours and then go to the next step.
Step 2: Once you have a pretty good list, you must have a rehearsed agenda stating who you are and what you can offer them and their customers. If it’s bodywork in a corporate site, your service could reduce sick days and facilitate healthier happier employee attitudes. In a health club environment you can offer them the key to less stress and accident/injuries for their members, also suggest that by offering your services it is another way to bring new members into their practice …you create the agenda here. Counselor, hypnotherapist, astrologer, promote your service as an enhancement, a benefit that is not being offered at the targeted facility; your service must fill a need for the business you are approaching. You are the first element that must be sure of this need before others can be convinced.
If just talking about this concept of conversation is scary to you this is an indication that you need to go do something fun and then come back and grab a friend and phone play about 100 more times. Being great on the phone is just a skill. You are learning the art of success!
Step 3: All roads to getting your foot in the door start with a phone call. That even includes teaching workshops and/or putting yourself in large Mind, Spirit, and Body Expositions. Practice with a friend on the phone or in person. For instance when I wanted to teach acupressure chronic pain relief to the public, I got out the phone book and started calling clubs and bookstores. I had a practiced agenda already.
About one in 10 calls will say yes and be amazed at how you found them! But, as you make the calls, confidence must slide off of your tongue, as if you are offering them a service that will change their lives. Practice, practice, practice before you call. All you need is to get your foot in one “house” and then you can say I am currently established at “….” And because you are now already established it makes a wonderful lead in for the next “house” you want to be in, if this is your wish. I practiced my interview with a friend many times before I made the calls. It went something like this:
“Hi, my name is Shaun Brown, I am a certified massage therapist and teacher in the Sacramento area. I have visited your 'whatever' and am interested in teaching (or creating a business or being their outreach therapist) at your establishment. Could I possibly schedule some time to give you a complimentary session so that you can see what I have to offer your guests? And as a thank you I would love to deliver a snack tray monthly to your staff."
When I put myself in the health club I belonged to, I didn’t want to take the time to move to the facility, so I became the out reach therapist, because they had none. I called the manager and suggested that they had a wonderful facility with many things to offer but had noticed that massage therapy was not available. I went on to say that I had a practice just 3 minutes from their club and would be happy to have him come and receive a complimentary (NEVER use the word free) session. This way he could see my facility and licensing and possibly use me as a resource for his members. That was on a Monday, he came for his complimentary session on Wednesday, loved the massage, and by Friday I had my brochures and cards at the front desk as the guests walk in.
Step 4: As a payment for that advertising I delivered a great snack tray (approx. $20-tax write off) monthly for the employees. My brochures and cards are present for all to see at the entry door and not on the floor or in the trash somewhere. When you feed people they remember you! Not only did many guests see my brochures but also the employees talked me up. How cool is that? The average is about one new client every month and two permanently scheduled through the year. I was at this club for 5 years, it was time to do something else, but I left with them giving me an open invite to always be welcomed back.
To Advertise or Not To Advertise?
When I do advertise I spend money in small reputable holistic health magazines or catalogues. This has been my best experience regarding in print advertising. Forget the yellow pages, it generally attracts the “public” and you get the freaks, people who don’t show up or they want your services yesterday. In other words if you are going to put yourself out there in an ad, target yourself in a place where like-minded people will have a tendency to look. Also, selectively put your cards on reputable bulletin boards of health food and holistic bookstores, but word of mouth is always best.
While You Are Waiting For The Messiah
Here are four essential elements to put into practice that will ALWAYS get the flow going:
1. Volunteer your time, not your profession; it keeps your intention to give with no hidden agenda. Show up at a fundraiser for your favorite animal organization, just as a worker bee. Trust me what you do for a living will come up.
2. Give the first offering every month to a Spiritual Path. God doesn’t need the money but this is a symbolic gesture for you to give to Spirit, as you want to receive. That offering could go to the SPCA or some charity.
3. Pray, meditate and ask for guidance daily.
4. Self-Care- Take care of yourself, rest, get massage, go dancing, and eat great food!
Talk about your new exciting practice to all who are interested, like your neighbors and workmates~ it’s good practice. Join as many appropriate organizations, as your time will allow.
If you want the full course, “Create A Successful Holistic Business,” all at once and fast track your way to success, the complete workbook, “Intentional Success,” can be purchased now at The Healing Arts Institute Bookstore or on
Amazon.com
Until next time~
Make a living; make a difference; stay in balance!
Shaun
BeWellPublications.com
