Here’s How to Write Your “About Us” Page

When looking at a local restaurant website recently I came across the About Us page that listed the staff. I immediately yelled, “YES!! This is the way clinics need to write their staff bios!”

They are fresh and personal and reflect the unique personalities that we all are. Check a couple out…

aboutus2 aboutus1

What’s important to note is that people don’t like dealing with businesses. They like dealing with people… and people have personality. The more you get to know a person, the more you connect with them. These bios give you unique insights into the staff that makes you feel like an insider. You already know the server, cook and busboy before you even step into the restaurant. This familiarity gives you a certain level of comfort that you just wouldn’t have if you were to walk into this restaurant off the street.

For more examples, go to the Black Hoof website.

PS By comparison, here’s your typical massage clinic bio or about us page which just makes you want to yawn:

Susan graduated from the LaHands Massage Therapy Program in 2001. She has also earned a degree from UofT in Law, Policy and Government. She is excited to be applying her legal knowledge to the various Massage Therapy regulations and Health Profession Acts in order to improve their clarity and scope for massage therapists and the public. Susan is trained in Reflexology and Manual Lymphatic Drainage. Susan also has a strong interest in the benefits of massage therapy for those dealing with dementia. She has written articles for Massage Therapy magazine. Susan believes that massage therapy is an integral part of anyone’s goal to maintain a healthy lifestyle.

Massage Domain Names for Sale

Grunge Stempel rot DOMAIN FOR SALEOver the years I’ve amassed a large number of domain names. Here are some of the massage-related domains I’ll be selling over the next year. If you are interested in purchasing any of the domains below, drop me a note at eric@bodyworkbiz.com. To facilitate our correspondence, please put the words “Massage domain name” in the subject line and let me know what you feel would be a fair purchase price for the domain.

ABCSOFMASSAGE.COM
ABCSOFMASSAGETHERAPY.COM
ABCSOFSTRESSRELIEF.COM
ABCSOFHEALTHANDWELLNESS.COM
ABCSOFHEALTHYEATING.COM
ABCSOFSTRESSANDANXIETY.COM
ABCSOFSTRESSMANAGEMENT.COM

BODYWORKWEB.COM

Chair Massage Related (will sell as a group or individually; other chair massage domains are available)
CHAIRMASSAGE.BIZ
CHAIRMASSAGE.INFO
CHAIRMASSAGETECHNIQUES.COM
CHAIRMASSAGETRAINING.COM
CHAIRMASSAGEVIDEOS.COM

FREEMASSAGEBOOK.COM
FREEMASSAGEBOOKS.COM
FREEMASSAGEREVIEWS.COM

HAIRSALONBIZ.COM

LEARNCHAIRMASSAGE.COM
LEARNDEEPTISSUEMASSAGE.COM
LEARNHOTSTONEMASSAGE.COM
LEARNSHIATSUMASSAGE.COM
LEARNSPORTSMASSAGE.COM
LEARNSWEDISHMASSAGE.COM

BUYMASSAGEGIFTCERTIFICATES.COM
BUYSPAGIFTS.COM
MASSAGE-GIFT-CERTIFICATES.COM
DAY-SPA-GIFT-CERTIFICATES.COM
MASSAGECOUPONS.COM
MASSAGEGC.COM
SELLMASSAGEGIFTCERTIFICATES.COM
SELLSPAGIFTS.COM

MASSAGEFORKIDS.COM

MASSAGESDELIVERED.COM
MASSAGESOAPBOX.COM
MASSAGESTATE.COM
MASSAGETHERAPYDELIVERED.COM
MASSAGETRADESHOW.COM

MYMASSAGEPORTFOLIO.COM

PHIZICAL.COM (good brand name)

PREGNANCYMASSAGEGUIDE.COM (will sell with non-exclusive resale rights to the actual massage guide)

Relax to the Max portfolio (as a package only)
RELAXTOTHEMAX.BIZ
RELAXTOTHEMAX.CA
RELAXTOTHEMAX.COM
RELAXTOTHEMAX.INFO
RELAXTOTHEMAX.NET
RELAXTOTHEMAX.ORG

STRONGLITEMASSAGECHAIRS.COM (for a stronglite distributor)

THEMASSAGELODGE.COM (possible brand name)

WELLNESSMOBILEMASSAGE.COM

MYHERBALREMEDYHANDBOOK.COM (will sell with non-exclusive resale rights to the guide)

NATIONALHUGDAY.COM
NATIONALHUGWEEK.COM
INTERNATIONALHUGDAY.COM

Get Found on the Top of Google Search Results

You can do all the search engine optimization that you want, but the easiest way for any local business, including your massage practice, to show up at the top of Google when people search for massage is to make sure you have claimed and completed your business listing in Google Maps.devices

Here’s what shows up for “Toronto massage“. Just type massage + your city in Google search and you’ll see how businesses listings show up at the top in your area. If there are no listings in your city, congratulations! Getting listed there will be a piece of cake.

It’s free to create this listing and it’s super simple, yet only 37% of business bother to claim their listing. Are you one of those people that still haven’t done this?

Once you claim your listing (I’ll show you how in a moment) be sure to fill it out completely. Not only are you more likely to show up at the top of Google search results, but businesses with complete listings are twice as likely to be seen as reputable by visitors. It also gives visitors all the info they need about your business at a glance, including location, hours, parking, fees, etc.

How do you claim your listing?

I’ve discussed the process many times in the past in my online courses, but you can just download this document from Google that outlines the whole process for you step-by-step. The links in this document are for United States businesses, but the process is the same for all.

If you are a non-American business, go to https://www.google.com/business and follow the instructions in the document. Again, it’s super simple.

To improve your chances of having your listing show up, fill out all the information. Include images and even videos if you have some. Then send an email with the link to your Google+ Page to your clients and ask them to review your business.

2015-05-06_10-58-15

Reactivate Your Clients

Digital Image by Sean LockeDigital Planet Designwww.digitalplanetdesign.comIt doesn’t matter how much you use mail, email or the phone to stay in touch, eventually clients will fall out of the loop and you’ll lose touch. Are these clients a write-off? Far from it.

Right now, most of the therapists reading this lesson are sitting on a largely untapped asset – inactive clients. If you reconnect with them and ask them to come in for a massage, a significant percentage will take you up on the offer.

So I would suggest everyone conduct what I refer to as a “reactivation campaign” to get those inactive customers back in the loop. Furthermore, plan to do this on a regular yearly basis.

Why would you think that these people would come back to see you? Let’s look at thereasons why people leave. Here they are in the order of least likely to the most likely:

1. They die or move. Not much we can do there.

2. They no longer need or benefit from your services. In the case of massage, they may have gotten through a stressful period; or your work has been so effective that they no longer have physical discomfort; or maybe they are experimenting with more active forms of relaxation. Even in these cases, however, they could likely still benefit from some occasional massage as a wellness tool.

3. They were dissatisfied with your service. Maybe they didn’t feel quite the way they expected to feel; maybe you were offensive; who knows, maybe you have bad breath. This may happen, but hopefully you’ll have a plan to minimize the number of these occurrences. You’ll follow up the day after to nip those problems in the bud. And of course you will always guarantee your service so that the customer has immediate recourse and the problem can be resolved.

4. Most likely, however, is that their buying habit was interrupted and they just forgot to start again – they got sidetracked. They may have gotten sick or went on vacation. They may have gotten caught up in some project that has been particularly engaging. It could be that they’ve become temporarily over-saturated with massage – it is possible to have too much of a good thing Chocolate bars are good, but if you eat a dozen, you need a little break before you go back for more. Think of the services you have used or the products you have bought in the past. It’s most likely that you stopped using them for this reason. You wanted to buy them again, but you just never got around to it.

So most of those inactive clients, likely up to two thirds of them, who stop seeing you do so unintentionally. They’re not mad at you, you didn’t upset them and they weren’t dissatisfied. They just got caught up in doing other things and they either forgot to book another massage or just got out of the habit.

These past customers are highly predisposed to using massage again. Not only that, but they are highly predisposed to getting their next massage from you specifically because they know and trust you. However, they’ll only do so if you remind them of why they need massage and ask them to come in again to take care of themselves.

One effective way of doing this is by sending a letter – a reactivation letter. There are two approaches that work well.

1. The first is writing an “I’m concerned” letter.

Basically the main idea of this letter is to convey your concern that they have not returned to the clinic for a massage. Tell them that you are concerned that maybe you offended them or maybe they were dissatisfied. It’s very important that you find out so you can make sure this doesn’t happen again. If they have just forgotten to take care of themselves, you would love to see them again. Ask them to contact you to let you know if there was a problem or simply to book a massage appointment. You can tie this to a promotional offer such as a discount or upgrade on their next visit if they come in within the next month.

2. The other letter is a “Whatever happened to” letter.

Do you ever wonder what has happened to clients who just seem to disappear, never to be heard from again? I do. Let them know you were thinking about them: “I was thinking about some of the great people I have met as a massage therapist and I wondered whatever happened to you. (If you can merge your client’s name into the letter to personalize it, the letter will have more impact.) I haven’t seen you in ages. I’d love to see you again. I know massage would be great to help you manage your stress and tensionetc.” Again, ask them to book a massage and perhaps offer them an incentive to do so.

With either of these approaches, you can expect anywhere from 2% to 10% to come in for an appointment.

If you follow up the letter a week later with a personal phone call however, the response will increase dramatically. Expect the response to at least double.

In the phone call, simply reiterate the message in your letter: “I was concerned…” or “I was thinking to myself, Whatever happened to…” Don’t forget to ask them to book an appointment with you. Give them incentive to book now by offering them an upgrade or discount on their treatment so that they don’t put it off for another year. If they can’t book an appointment for whatever reason, offer to follow up with them later (and make sure you follow through on what you say).

Let’s go back to the woman with 1,000 client files. Let’s say that only 200 of those clients are active. That means she can contact about 800 inactive clients. If her response rate with a letter and phone call is 2% to 10%, then she will bring in 16 to 80 clients in a very short time frame. Furthermore, if each of those clients spend $500 over their buying lifetime, she will make anywhere from $8,000 to $40,000 over the coming years. Considering it might cost $400 in postage, this approach provides an incredible return on investment – a real windfall.

Sometimes my workshop participants come up with the greatest ideas. Here’s one that I thought was clever: It’s likely that a certain percentage of your inactive clients have moved. When you call, you may find that their number has often been reassigned to someone else. Instead of apologizing for the interruption and hanging up, why not make them the offer you were going to present to your inactive client…

“Well I was calling for Susan, but since I have you on the line, I’ll introduce myself. I’m Eric and I’m a massage therapist here in the neighborhood. Have you ever had massage before? Susan used to see me regularly and then she seemed to disappear. I was concerned and was wondering what had happened to her, but I guess she’s moved. I was going to offer her[state your offer]. Would that interest you? Since Susan can’t take advantage of it now, I might as well give you the opportunity.”

Will they accept your offer? Who knows? But it only took you a few seconds to introduce yourself to a new prospect, tell them a little about yourself and give them some incentive to book an appointment. It can’t hurt.

To sum up, if you’ve been in practice for a while and have inactive client files, then you must absolutely, positively try this strategy. You are potentially sitting on a very valuable goldmine.

The Book I Wrote, Published and Made a Bestseller in Under Two Weeks…

I just wrote, published and got a book on the number 1 bestseller list on Amazon in under two weeks! I did it both as a challenge and as proof of concept for publishing. I knew I could do it, but I didn’t expect the book to rocket to bestseller status so quickly. Go me!!

It reached position 808 in terms of sales out of 3.2 million Kindle books. I don’t mind being in 800th place given the competition. :)

For a short time you can get the newly released 60 Clients in 60 Days book on Amazon for only 99 cents!

Grab it now:

http://www.amazon.com/dp/B00V585K7E

The book has become an instant best seller and is currently ranked #1 in the Alternative Medicinecategory on Amazon.

Today in the Health, Fitness and Dieting category it’s beating out even Eckhart Tolle’s New Earth, The Four Agreements, Grain Brain and hundreds of other bestselling books. It’s in the top 20 in the huge Business category.

Pick it up for yourself from Amazon while it’s only 99 cents:

http://www.amazon.com/dp/B00V585K7E

It’s only available in Kindle format for the time being, but you can easily read it on your computer, tablet, phone, or ipad.

Thousands of massage therapists have taken the 60 Clients in 60 Days e-course with incredible results. Although BodyworkBiz has officially closed and the course is no longer available, I’d like to make a final push and see this information in the hands of as many therapists as possible. Please forward this email or share this Facebook post to let your friends and colleagues know. The price will go up following this short launch campaign.

If you purchased the e-course or the retirement package that includes the course, get the book as a quick reference to supplement your online learning.

If you purchased the book already, please take a few minutes to leave a review on Amazon. It would be greatly appreciated. Getting your feedback is the motivation I need to continue to provide free or low cost resources like this:

http://www.amazon.com/dp/B00V585K7E

Thanks so much for your support,

Eric Brown
BodyworkBiz

PS This has been a lot of fun. The royalties on a 99 cent book have made me enough to bring my girlfriend and couple friends out to Pizza Hut! Woo hoo!

Free Facebook Advertising Tutorials

“How do I get new clients?”

That’s the number one question on pretty much every massage therapist’s mind.

There are dozens and dozens of ways to get new clients. The problem is to choosing the most effective strategies, that is the strategies that get new clients in your door without costing you a ridiculous amount of money or time.

I’ve been a big proponent of the “Give to Get” strategy for ages because it’s super simple and has dramatically transformed the lives of so many BodyworkBiz subscribers over the years. If you want a refresher or aren’t familiar with the concept, attend my free World Massage Conference webinar “60 Clients in 60 Days” on Tuesday, March 24th at 9pm ET. On that broadcast I’ll also tell you how you can get the “60 Clients in 60 Days” book for only 99 cents. (Yes, it’s taken longer than I expected. Sorry about that.)

Is there anything else that works? Traditional advertising is pretty much dead, but some types on online advertising, like Facebook ads, can be extremely effective. You can take a look at this case study as an example.

There are a lot of great things about advertising on Facebook. A couple in particular:

  1. It’s “Pay per Click” advertising. You only pay when someone clicks on your ad, so you are really only paying for results.
  2. You can target who the ad is seen by with incredible granularity. For example, I could run a ad that is only seen by married female runners between the ages of 25 and 50 who live within a 5 mile radius of my clinic.
  3. It’s easy to do. You basically fill in a four-step form to create your ad.

How do you do it? I’ve created videos about this that are available for the people that have purchased the Retirement Sale package, but these were just an overview.

For some easy to understand, but comprehensive tutorials, check out this course: 

https://lptraining.leadpages.net/facebookadvertising/

fbadsystemThis course is free. No catches. You don’t even have to sign up or give up your email address. It involves about four hours of video training, so I would suggest you set aside two full mornings and go through the entire course. As you watch the videos, open up your Facebook account and set up a couple test ads for yourself.

I would suggest you set up a page on your website with a special offer (this is called a landing page) that you send people to from your ad. Run an ad for a week. Keep your ad spend low: Maybe $20 to $50 total. Then track your results to determine your return on investment. For example, let’s assume that your average client purchases $500 of massage over their buying lifetime with you. If you spend $50 and get one new client then your return on investment is 10:1 ($500:$50). That 1000% return on investment.

So set aside some time to try some ads over the next month and come back to this blog post to tell us about your results or tell us what happened in the BodyworkBiz Facebook group.

Am I a Name Dropper?

I-was-talking-to-George...I’ve consulted with some of the biggest names and organizations in the massage industry. You’ve probably never heard me mention any names because I’m not a name dropper. I don’t feel a need to piggyback on their status or credibility and I respect their privacy. But I’m going to name drop today simply because this person went all public on me.

When Erik Dalton heard when I was retiring BodyworkBiz he offered to send a note to his rather large following to let them know and give them a chance to pick up my Retirement Sale package. I thought it was extremely generous and offered to compensate him, but he kindly refused. Here’s what he wrote in the note he sent to his network about our work together:

ErikD_polaroid“Over the years, I’ve been blessed to work with Eric Brown on several personal marketing projects. Of all the supposed SEO experts and marketing geniuses I’ve encountered, No One…and I mean No One, actually offers practical, clear-cut (insider) business advice like Eric. This guy can grow your business like no other folks!”
~Erik Dalton

Thank you Erik. That is very kind and generous of you.

BodyworkBiz closes it’s doors in just 10 days. But you still have a chance to get pretty much everything I’ve ever produced – every course, video, client education newsletter, presentation kit, webinar and ebook – as part of a special Retirement Sale package. Check out everything you get here:

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Here’s What’s Happened at BodyworkBiz (week of December 14th)

Thanks for the well wishes over these past two weeks. It’s been a month of reflection as my official career as a massage therapist ends December 31st. I’ve been posting on the blog regularly and I thought I’d just send you a list of recent posts so you can decide what you want to look at:

45372_463854011139_1599205_nThe BIG BodyworkBiz Retirement Sale – Time Sensitive

Of course, this is the big news: BodyworkBiz will be closing its doors as of December 31, 2014. I want to give all my loyal subscribers and customers a chance to get anything they’ve always wanted to get before it all goes away. Better yet, you can have pretty much everything that I’ve ever published for just $199. Yes, I mean everything: e-courses, videos, webinars, e-books, presentation kit, newsletters, etc. for just one payment of $199. You get everything you see on this page, which if bought individually would cost you over a couple thousand dollars.

http://eric.bodyworkbiz.com/2014/12/bodyworkbiz-retirement-sale/

2014-12-14_9-17-28A Plea to Help Your Fellow Therapists (or Yourself)…

I started BodyworkBiz as a “passion project” 15 years ago and never intended to make money with the site. After all, the browser had just come out five years earlier and I figured it would take another five years before any significant number of therapists started using the Internet. Take a look at this Facebook post that was made last week in one of the big massage groups (it’s shocking and sad, but not unexpected) and you’ll discover the reason why I started BodyworkBiz in the first place.

http://eric.bodyworkbiz.com/2014/12/a-plea-to-help-your-fellow-therapists/

praise2How Do You Respond to Praise?

This has been an interesting month as I’ve announced the closing of BodyworkBiz. I have a following of detractors, but I also have a following of people who appreciate the work I do. And many of the later have been contacting me or posting here in the blog or Facebook thanking me for my contributions to their practice and the profession. It feels a little uncomfortable for me and not just because the sentiments sound a little like a eulogy. (I’m not quite dead yet.) But I think this raises some questions in terms of how you respond when your clients thank you. Tell me what you think…

http://eric.bodyworkbiz.com/2014/12/how-do-you-respond-to-praise/

294724_f260Why I’m Really Quitting Massage…

I’m giving up my massage license and closing BodyworkBiz. It’s not a marketing ploy. It’s actually happening. Lots of rumors are circulating and I’m getting calls from old friends wondering if I’m dying or have just lost my mind. Here are my reasons for getting out of massage stated as simply as I know how. Check out the video of my son at the bottom of the post. I’m always surprised and amazed when he does that.

http://eric.bodyworkbiz.com/2014/12/why-im-quitting-massage/

2014-12-04_15-24-14Product Tours

Most therapists have had no idea as to the range of resources that have been available at BodyworkBiz over the years. So you know what you are getting when you purchase the Retirement Sale package, I’m doing short tours of some of the resources. I’ll produce a few more of these before the end of the month.

http://eric.bodyworkbiz.com/2014/12/why-isnt-your-website-showing-up-in-google/

http://eric.bodyworkbiz.com/2014/12/client-education-newsletters/

2014-12-17_15-21-45Repurposing (or How to Make One Thing Do Many Things)

People consume information in a thousand different ways. Now instead of simply publishing a print ad you need address the multitude of ways that people access information and find your business. For the small business owner, it’s hellish, but here’s one approach you can use to make the job easier. 

http://eric.bodyworkbiz.com/2014/12/repurposing/

BodyworkBiz is closing its doors December 31, 2014. Be sure to check out the BodyworkBiz Retirement Sale and pick up pretty much everything that has been produced on the site over the past 15 years – every course, client education newsletter, video, presentation kit, webinar and ebook – as part of a Retirement Sale package.

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Facebook “Reach” Is Reaching New Lows

last_nailThis is the news from Inc.com:

“A few weeks ago, Facebook announced that as of January, organic reach for businesses trying to promote themselves on the platform will approach zero. In other words, Facebook has made it clear that in order to reach your customers, fans, and anyone else who has “liked” your business on its platform, you’ll have to pay for Facebook ads. “Organic reach” of content from brands and small businesses will fall to less than 1 percent of all fans. Facebook Reachageddon, or the end of organic reach on Facebook, is looming, and soon.”

This means that posting to your Facebook Business Page to promote your practice is pretty much a complete waste of time. This has been a trend over the past couple years and this announcement is the sound of the last nail being nailed into the “free Facebook” coffin as we enter 2015.

What does that mean for you?

1. Keep your business Page

You should still have a Facebook “Fan” Page for your business. Make sure you choose the local business category when you set it up and fill out ALL the fields in the profile. This may be found for people searching for your business in both Facebook and on Google. Post to your business page occasionally so it’s not a ghost town, but don’t waste too much time on it.

2. Network using your personal Profile

I’ve often suggested that most therapists should be using their personal profiles for business networking. And I’ll continue to recommend that. To be clear, I’m not suggesting that you set up a personal profile with a business name. That’s against Facebook’s terms and conditions. I’m saying use your personal profile (the one you have set up for yourself already) as your networking tool on Facebook. When Google+ was released Facebook made a number of enhancements to catch up and one of these is the “Follow” button on your personal profile, which allows people to follow you without having to accept them as Friends. When someone makes a Friend request to you, they are automatically added as a Follower whether you accept the request or not and you can publish this Follow button in your site or blog. Make sure the Follow function is turned on in your profile.

3. Try using Groups

Facebook Groups are another alternative to Facebook Pages. Because they had a lot of useful functionality stripped out a few years ago, I wasn’t recommending them. In the past two years however, I’ve been experimenting with Groups (ex. 30 Day Challenge) and I’m totally back on board with Groups. What is great about Groups is that posts to the Group are likely to show up on people’s Timelines (this no longer happens with Pages). So you still have potential for viral growth which made Facebook so exciting in the past.

4. Explore Facebook Ads

Lastly, try advertising. Facebook offers the most targeted and cost-effective ad platform you’ll find anywhere. It’s not that difficult to do and allows you to deliver your ads (or posts) to exactly the group of people you want to reach. I’d suggest you create your ad through the Power Editor, but if that seems too intimidating, Facebook has made it very easy for you to advertise a post by simply clicking the little “Boost Post” button below your Page posts. See this case study.

BodyworkBiz is closing its doors December 31, 2014. Be sure to check out the BodyworkBiz Retirement Sale and pick up pretty much everything that has been produced on the site over the past 15 years – every course, client education newsletter, video, presentation kit, webinar and ebook – as part of a Retirement Sale package.

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