How much should I pay?

The BodyworkBiz Retirement package is only available for a few more days, so check it out and get it now. We’re both savvy enough to know that leaving it “til later” means “never” and you don’t want to miss out. And the pay what you can offer means there’s no excuse for not getting access to these awesome resources.

geteverythingnow

This is a “pay what you can” offer. That means you choose the price.

pwyc-bbizBut some people are uncomfortable with that and have been writing to ask me what they should pay. These resources are worth well over $2,000 and I’ve suggested you pay just $199. It’s less than a 1/10th of what they are really worth. That is incredible value and is pretty much within anyone’s reach.

If you are really struggling financially, then pay $99.

If you are absolutely destitute, enter $20 to $50.

If you are homeless or can’t even afford to buy groceries, you can get it for $0. I’ve gone hungry at points in my life because I couldn’t afford to buy groceries, so I understand.

I just ask you to be honest and pay what you can, not a low-ball price because you’re cheap. I’m doing this to help therapists who sincerely want to change their life circumstances, transform their business and touch more lives. I’m not doing this for tire kickers or curiosity seekers.

If you used this pricing structure for your own clients, you’d want them to be honest.

geteverythingnow

A little self-reflection…

This offer has been an interesting exercise because it makes me, and hopefully you, think about what has value in your life. Most therapists are willing to pay $700+ per year for their cable TV package (that’s the average cost), but therapist surveys show that most therapists spend less than that on marketing their practices each year. That means most therapists value entertainment and distraction more than building a solid client base and a firm financial future for themselves and their families. Is it no wonder that the average therapist makes under $20,000 per year?

How about you? Where do you put your resources? Where do you spend your time, energy and money? What’s really important to you?

Personally, I believe in investing in myself and my goals. I attended two events related to book publishing last year. They weren’t cheap and I debated whether to make the investment. Between travel and the cost of these two trainings, I probably invested about $10,000. But as a result, I was able to write, format, publish a book and get it to the number one best seller list on Amazon within a couple weeks. I feel confident that I can do that over and over again predictably and I will. Furthermore, I can charge $5,000 to $10,000 to help other aspiring authors do the same. Do you think I’d be able to do that after watching a few free videos and reading some free articles online? Of course, not. I made a real investment and got a real return on my investment.

The sad thing is that most therapists don’t recognize the value of investing in themselves and their businesses. As a result they struggle with frustration and financial uncertainty each day or end up working for minimum wage at a franchise or in jobs completely unrelated to massage.

If you are not successful in your practice it’s because you have not invested sufficiently. I urge you to invest in your business education. If you don’t like my approach there are others in the profession that are qualified to help you. For example Irene Diamond, Laura Allen and Felicia Brown are a few that come immediately to mind. They are all awesome humans, business consultants and educators who offer great business resources.

So I encourage you to do a little self-reflection this week. Think about how you invest your time, energy and money and whether those investments are being used in the best way possible to help you reach your life goals.

All the best,
Eric Brown
http://bodyworkbiz.com/closingsale

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What would you do in this situation?

wouldyouhelpImagine that you are closing your massage office for good as you get ready to embark on a new career. You are finishing up paperwork in your clinic when someone knocks on your door desperately in need of help. They outline their issue and you know you can really help them. Do you say:

1) “Too bad! You should have seen me months ago!”

or

2) “Yes, let me set up my table and I’ll take care of you before I leave.”

Seriously, how would you respond?

This week I find myself in that situation and I chose response #2. Of course if I can help someone I will. Why wouldn’t I?

In my case, I have therapists knocking on my door asking for help:

  • “Can I get access to any of your courses? I am getting close to opening my own practice and don’t know where to start.”
  • “I just moved to Germany and have only one client so far.”
  • “I’ve gone from being single and financially stable my entire life to supporting my boyfriend (who is back in school) and his four year old son since they were completely flooded out of their apartment.”
  • “I didn’t have the money to make any purchases when you offered it before.”

If I can help them before I’m gone, why not? Wouldn’t you do the same?

I’m closing shop at BodyworkBiz, but I still have a responsibility to my existing customers. As much as I’m ready to move on, I’ve promised therapists that they will continue to have access to BodyworkBiz resources until June 30, 2016. That’s why my retirement from the profession has been a process and not an event. I’m not going to disappear and leave people hanging. I’m not that kind of person.

This month my shopping cart service that processes purchases on my site comes to the end of its subscription period. I’m not renewing it. This is the equivalent of locking the doors for good, but I want to help those therapists that need help as zero hour approaches. So I’m giving everyone a final chance to pick up the entire package of resources at BodyworkBiz before the purchase links are deactivated.

You can get pretty much every resource ever produced at BodyworkBiz: From client education newsletters and technique videos, to courses and teaching kits.

How much?

Whatever you are able to pay. You tell me what you can afford and that’s the price you pay. No questions asked.

I’m going to suggest $199, but you can pay $100, $50, $20 or even nothing if you are truly destitute. You decide.

Some detractors think I’m some kind of scammer for making this package available one last time, but I’m not here for their approval.

I’m here for every therapist who wants to extend their reach, every therapist who wants to touch more lives in their community and every therapist who wants to improve their lives and the lives of those closest to them.

And I know those people are extremely grateful. I’ve already got notes like:

  • “Bless you!!! I would have bought this long ago if money weren’t so tight.”
  • “I don’t know how to thank you enough!”
  • “Thank you. Hopefully I will be making money soon and I will gladly pay you more.”
  • “Too good to miss out on a second time around.”

There is not one therapist who cannot benefit from the invaluable information and resources archived on the site, whether you own a clinic, are a sole practitioner or are contracted by someone else.

Please take advantage of this opportunity. There are only a few days left.

 

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.

The BIG BodyworkBiz Retirement Sale – Time Sensitive

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.

You’ll have online access to all these resources for at least one full year (and I may extend that even further). Much of the material can be downloaded and you can get email delivery of many of the e-courses.

Just a caveat: I’m resurrecting a few courses that I’ve taken off the site previously and I haven’t updated them. So you’re getting them as is. You may come across some broken links, missing images, etc. that I won’t be fixing at this point. Also with a 90%+ discount, I won’t be offering my usual money back guarantees.

So scroll through the page and check out everything you’ll get for just $199. And take action quickly. This offer expires December 31, 2014. We’re all savvy enough to know that leaving it ’til later usually means never. And you don’t want to be kicking yourself for missing this opportunity. Enjoy!

Fill Your Massage Practice 101 (ecourse)

Filling a massage practice is the number one priority among new and veteran professionals alike. It doesn’t have to be difficult or stressful. We guarantee that you’ll fill your practice with these uncomplicated, simple to understand, easy to implement ideas that tell you exactly what you need to do to develop a flourishing practice.

More Information…

Registration Fee: Only $99.00

60 Clients in 60 Days (ECOURSE)

How long does it take to fill your massage practice? You’re about to find out in this groundbreaking program. This group consulting program is designed for massage therapists who want to see dramatic growth in their practice – we’re aiming for 60 new clients in 60 days! It’s specifically for therapists with time on their hands, but little money for marketing.

More Information…

Live Version: $299.00 (Not available)

Web Version: ONLY $99.50

Chair Massage Marketing 101 (ECOURSE)

A comprehensive step-by-step guide to building a successful chair massage business. Learn everything there is to know about chair massage, from choosing a chair and getting training, to getting into the boardrooms and moving clients into your clinic. When it comes to marketing chair massage, this is the most comprehensive course on the planet.

More Information…

Registration Fee: Only $99.00

5-Day Chair Massage Business (ECOURSE)

This is for you if you are interested in chair massage, but don’t want to take the time to do the 101 Day Chair Massage Marketing course. It will give you the mile high view of entering this market along with lots of great “just tell me what to do” information.

More Information…

Registration Fee: $49

Teach Massage Workshops (ECOURSE)

Follow the 25-steps and within a week, you’ll have a solid action plan in place to design, market, organize, teach and profit from your own massage workshops.

More Information…

Registration Fee: Only $49.00

Massage Class in a Box (Presentation Kit)

In this comprehensive presentation kit, you’ll find everything you need to market and teach a practical massage class that everybody can enjoy. You’ll get valuable marketing information and advertisements, class outlines, teaching strategies, teaching notes for techniques, illustrated class handouts that you can copy for the participants and more. The only thing we couldn’t fit in this package was the classroom.

More Information…

Registration Fee: Only $99.00

260 Extremely Practical Ways to Fill Your Massage Practice

Need more clients? How would you like to have the most practical and most effective techniques for filling your massage or bodywork practice instantly at your fingertips? You’ll find it here. 260 of the best marketing and practice-building ideas compiled from successful massage professionals across the world. Use just a couple of these proven “secrets” and watch your practice grow.

More Information…

Registration Fee: Only $99.00

Another 260 Practical Ways to Fill Your Massage Practice

Here’s the follow up to the “260 Tip” program: A massive encyclopedic reference of the most effective marketing and business building resources that has ever existed on planet earth. 260 lessons compiled from tips and suggestions from the over 10,000 BodyworkBiz Marketing Tips subscribers.

More Information...

Registration Fee: Only $99.00

Press Release Profits (ECOURSE)

Discover how to get powerful free publicity for your massage practice that’s more believable and profitable than any advertising you can buy at any price. Use the power of the press to increase your visibility, establish yourself as the expert in your community and get new customers knocking on your door.

More information…

Registration fee: $49

Non-Stop Referral Marketing: Word Of Mouth Marketing On Steroids (ECOURSE)

How would you like to have 100 of the best business professionals in your community telling everyone and their uncle about your wonderful massage skills and suggesting that they book an appointment with you now? Then you must try Non-Stop Referral Marketing.

More Information…

Registration Fee: Only $49.00

Article Marketing (ECOURSE)

Writing is one of the most effective marketing strategies for massage professionals, but is little understood and seldom used. Get a jump on the competition by writing articles to market and grow your practice. This package includes a comprehensive e-course on article marketing, “Article Marketing for Massage Professionals” e-book, online article submission software (which sells for as much as $99 on other websites), as well as a bonus Teleclass recording and transcript.

More Information…

Registration Fee: ONLY $99.00

Sell Massage Gift Certificates (ECOURSE)

This comprehensive course will teach you the secrets to selling hundreds of gift certificates each year. Learn how to get your clients and other business to give you money for the privilege of sending people to you and literally add thousands of dollars to your income each year.

More Information…

Registration Fee: Only $39.00

E-Marketing Made Easy 101 (ECOURSE)

Welcome to the new millennium – a decade late! Get on board the Internet and use one of the most potentially effective and most highly underutilized tools for building your massage business. It’s all made ridiculously simple in this plain English, “just tell me what to do” program.

More Information…

Special limited time sales price ONLY $99.00

Web Marketing MBA (ECOURSE)

Your potential customers are now online and about 80% of them are looking for local services like massage therapy online. It is absolutely vital that you learn to leverage the web to get new clients or you may find your practice struggling in the years ahead. The Web Marketing MBA program is presented in a super simple “view it and do it” format and is designed to get you into the 21st century. This course consists of ten live interactive sessions where you’ll literally look over my shoulder as I lead you through implementing the most effective strategies for getting new clients online.

More Information…

Registration Fee: $500

Complete Common Cents (ECOURSE)

Heading For Financial Disaster? Don’t Get Mad, Get Smart! If you are ready to take control of your finances, follow along through this comprehensive personal financial management program. Includes checklists and worksheets. This course has never been publicly released at BodyworkBiz.

Registration Fee: ONLY $99.00

Client Educational Newsletters for Your Massage Business

A client education newsletter is a powerful practice-building tool. Now you can have high quality newsletters customized with your personal information within seconds at just a small fraction of the cost of producing it yourself. You have “private label rights” to the content and the illustrations which means you can use the newsletter content for articles, blog posts, email newsletters, educational handouts and more.

More Information…

Priced at $228

Special limited time sales price ONLY $99.00

LinkedIn for Business (ECOURSE)

LinkedIn can be the perfect marketing tool for massage professionals – if you know what you’re doing. Most people just waste time on LinkedIn – browsing randomly and sending out odd connection requests. You can do so much more, and in this course by my friend Matt Bush you’ll get a solid grounding in how to make LinkedIn work for you. This course has never been publicly released at BodyworkBiz.

Registration Fee: ONLY $99.00

Relax To the Max Guide To Chair Massage Techniques DVD Set: Vol 1 And Vol 2

In these chair massage technique videos, you’ll discover that chair massage does not need to be hard on your body. You’ll find out how to use your body in an efficient way, maximizing leverage and your body weight, while minimizing stress to your back and your thumbs. Learn dozens of techniques in what is arguably, the most comprehensive instructional videos you’ll find anywhere.

You’ll lean:

  • The 8 essential principles of effective body use
  • A variety of effective, easy-to-perform techniques for the back, neck, shoulders and arms
  • A 15-minute market-tested routine for use in corporate environments
  • Detailed instructions on setting up your massage chair for maximum comfort
  • The “fainting phenomenon” that is unique to chair massage and how to prevent it from happening to your customers
  • How to use your body for maximum effectiveness without stress to your hands or back
  • Dozens of effective easy to perform techniques for the back, neck, shoulders and arms
  • A complete series of lower body techniques performed right in the chair
  • How to perform stretches for tight muscles with your customer seated in the chair
  • Guidelines for customizing your chair massage, whether you are doing a two-minute sample or a one-hour full body massage

 

More Information…

Two disc DVD set: ONLY $89.97 – Save $10 over buying the DVDs separately. Note: This Retirement Sale includes online streaming videos and not DVDs.

Massage Anytime Anywhere DVD

Learn 42 incredibly practical techniques that can literally be done anytime, anywhere. All techniques are done over the clothing and the only equipment required is a standard chair and your hands. They are easy to learn and very relaxing. After going through this DVD you’ll be able to do anything from a three-minute neck rub to a one-hour full body massage.

More Information…

Price: ONLY $29.97. Note: This Retirement Sale includes online streaming videos and not DVDs.

International Chair Massage Conference (Videos)

This four DVD set of the two-day International Chair Massge Conference 2005 gives you the feeling of being there. This visual reference will also give you a better sense of what the presenters are talking about in sessions on body mechanics, stone massage and handling fainting episodes.

More Information…

DVD Set of 4: ONLY $199.00. Note: This Retirement Sale includes online streaming videos and not DVDs.

Facebook: Friends with Benefits (webinar)

It seems like almost everyone is on Facebook. The media is touting it as the greatest way to promote your business ever. But how do you do that, especially as a massage professional? Eric Brown will cut through the hype and give you simple truth behind using Facebook to grow your practice: From managing your privacy to turning your Facebook Friends into paying clients. Whether you are just thinking of setting up your account or are an experienced Facebook junkie, youll come away with valuable tips you can put into action today.

Price: ONLY $20

60 Clients In 60 Days (webinar)

How long does it take to build a successful practice? One year? Three years? Forget the myth that it takes a long time to build a practice and follow this proven step-by-step strategy to get 60 Clients in 60 Days. If you find yourself struggling in your practice, with little money to invest, and with more time on your hands than clients under your hands, then you must take the time to attend this eye opening presentation. It’s a perfect practice-building solution for practitioners who hate marketing and maybe even lack confidence in their skills, but who aren’t afraid to work hard.

Price: ONLY $20

Three Rs for Increasing Your Practice Income (webinar)

Discover specific and actionable strategies to ensure that your practice stays busy and prosperous in this engaging round table discussion. Just like the three Rs you learned in school, there are three Rs for successfully increasing your practice income: Maximizing recruitment, maximizing return visits, and maximizing revenue from each treatment. These are applicable whether you have your own practice or are working for someone else. Find out how you can master these skills and dramatically improve your income. This round table discussion will feature, oddly enough, four Bs; Four renowned massage marketing experts, all unrelated, who just coincidentally all have Brown as a last name: Eric Brown, Todd Brown, Felicia Brown and Elizabeth Fletcher-Brown. [Eric’s note: This one of my favorite panel discussions ever.]

Price: ONLY $20

Good Ethics Is Good Business (webinar)

Of course you’re a model of ethical behavior! Or are you? Because we generally view ourselves as good people, we don’t always take the time to view our behaviors through the critical lens of ethical behavior. As a result we may not recognize the small things we do that cause our clients to feel discomfort or mistrust. And these little things affect not only our own business, but also those of other therapists. Engage in a little personal exploration in this interactive presentation which focuses on creating positive therapeutic relationships so that you can create higher levels of client trust and loyalty, better treatment outcomes, and more referrals.

Price: ONLY $20

EBOOKS

Magnetic Marketing (ebook)

Discover the how a humble little magnet can be a marketing powerhouse.

Using Client Education Newsletters to Grow Your Practice (ebook)

Everyone says that education is vitally important in growing a practice, but how do you do it. Find out in this information packed ebook.

Pregnancy Massage (illustrated ebook)

The BodyworkBiz Guide to Pregnancy Massage is a concise, but comprehensive reference guide for any massage professional who plans to work with pregnant clients whether it’s during pregnancy, labor or in the immediate postpartum period.

More info…

Endless Referrals (ebook)

I’ve contributed to this book by Mickey Wong and got distribution rights to share. Mickey’s an entertaining writer and offers a great guide to getting referrals through joint ventures. Sold on Mickey’s site for about US$29.

More info…

Press Release Power Guide (ebook)

It’s a solid little guidebook that covers all the basics around press releases and is written by someone that actually knows what they are talking about. Sold on Amazon for $18.99

More info…

Why You Need to Communicate Visually

You may have noticed an increasing shift in the level of visual communication as technology allows us to finally communicate in the way we naturally communicate.

The original BodyworkBiz site was built in 1999. That’s dinosaur time in the Internet world given that the first Internet Explorer web browser only came out in 1995.

It’s only in the past five years that high speed internet has enabled us to effectively communicate with images and video. So BodyworkBiz which has been largely text-based to maximize accessibility is getting a major upgrade to reflect the changing times and changing needs of massage therapists. Look out for it in the next month.

People are expecting to be communicated with in more visually engaging ways. How can you incorporate visual communication into your marketing?

Haiku Deck is one of my favorite presentation tools. Check out Seven Keys to Business Success or Become Incredibly Selfish, both which have been done using this free tool.

Where to Get Free Images for Your Blog

Where can you get great looking images for your blog for free? Getty Images has just made available about 35 million images in its collection for use on blogs.

Getty Images is known for super high quality images, but the cost of these are through the roof. You’d be hard pressed to find an image you can license from them for less than $1000 bucks. It also has an extensive collection of celebrity images, which are typically hard to find to post legally.

How to get these Getty images?

1. Go to www.gettyimages.com/Creative/Frontdoor/embed

2. Type words related to the type of picture you’d like in the search box.

3. Find an image you like and hoover over it.

4. If the image is available to embed on your blog you’ll see a little embed icon. Click on that icon.

free-getty-images

5. Select the code (ctrl + a) and copy it (ctrl + c).

3-7-2014 12-58-25 AM6. Paste the embed code into your blog (ctrl + v). Different blogs have different ways of doing this. In WordPress, you can simply choose the “Text” tab and paste the image where you want it to appear.

free-getty-images-for-blogAnd that’s it! You have a beautiful free image in your blog.

There are some drawbacks to using these images rather than using original images or purchasing royalty free images.

You’ll see that the image has attribution to Getty Images and may have some links to share or embed the image, just like the Getty Image at the top of this page. And if the image is clicked, it goes to the Getty Images site. As well, even though there are currently no ads on these images, but the terms and conditions say that they do have the right to post ads under the images and that may or may not happen in the future.

If you can live with those conditions, then you have a great looking image in your post. If not, then it’s better to purchase an image you need from a stock photo site like iStockPhotos or use Creative Commons images with attribution.

Where else could you get a free image like this? (From the Hulton Archive)

I Can’t Put an Expiry Date on My Gift Certificates

Massage Gift Certificates and Gift CardsOne of my favorite ways to build a practice is through gift certificates. Gift certificates are referrals… that are paid! It was the number one way I’ve used to bring new clients through the door.

If you want some fantastic ideas for selling gift certificates through the holiday season (or anytime really), you can read a recent article I wrote for Massage & Bodywork Magazine here:

My $18,000 Mistake: How I Learned to Love Gift Certificates

Every time I write about gift certificates I invariably get a number of emails from therapists who inform me that I should have told my readers that you can’t put an expiry date on them. What I normally say is be aware of regulations around the sale of gift certificates because regulations are not consistent from country to country or State to State.

In some places an expiry date is okay and some places not. And then there are all sort of other rules that exist in various places around the sale of gift certificates.

I don’t have the time to outline the current laws for all 50 states in the USA or the 13 provinces and territories in Canada, but my friend Laura Allen has written an excellent article on the topic a couple of years ago and I’ll defer to her expertise:

Gift Certificates and Gift Cards By Laura Allen

For more specific details, here is a table showing regulations by state for the USA for gift certificates and gift cards. Use as a reference to determine the statutes around gift certificate expiration in your jurisdiction:

Massage Gift Certificate Laws by State

And if this information is helpful to you, please share this post on one of your social media sites. I’m sure others will find it helpful too. Just use one of the buttons on the right hand side of this page.

As well, if you are looking for some great looking gift certificates to have on hand for customers this Christmas, check out what’s available at BodyworkBiz:

http://bodyworkbiz.com/giftcerts.php

massage-gift-certificates

Click here for details or to order now

Note: Because we’re getting very close to the holiday season, for fastest delivery I’d suggest that you go with the default template instead of using custom printing. We will likely be able to get them to your doorstep in a week, but at this busy holiday time we can’t guarantee delivery times.

Do You Have the Right Kind of Facebook Page?

Some massage therapists have set up a Page for their business on Facebook, but have chosen the wrong type of Page. Ideally, if you have a physical location you want your Page to be a “Local Business” Page. This gives you special functionality on your Page that is specific to a “brick and mortar” business (as opposed to a Brands or Products).

You can see what kind of Page you have by going to your business Page and clicking the Edit Page link at the top of the page and then clicking Edit Settings.

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Then go to the Page Info tab and look at the Category. It should say “Local Business”. BodyworkBiz is not a local business because there is no physical location, so you won’t see that label on my BodyworkBiz Facebook Page:

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If your category is not “Local Business”, simply click the Edit link to the right and choose the proper Page Category from the drop down menu and save your changes.

9-2-2013 11-59-34 AM

Then be sure to fill out all the possible fields that Facebook gives you for your local business page. This will help visitors find the information they are looking for when they go to the About tab on your Page: Things like prices, parking, hours, directions, etc.

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If you’ve found this useful, please share with your Friends.

The Sales Funnel Unicorn

If you read about marketing at all you’ve no doubt heard about the “sales funnel”. The concept is basically this: You move people through a sales process. You create lots of awareness by spending money and time in advertising and PR. A certain number of people become interested, some of those people make an effort to explore their options, and eventually a few will become clients. So as people go through the funnel the numbers narrow until a few customers drip out the end.

sales-funnelThe dream of social media is that you don’t have to blast your message to get the word out. You tell a few people and they tell a few people and so on and so on until you have this huge number of engaged interested buyers. This doesn’t require a lot of money, but it’s extremely time consuming. This social media funnel is supposed to look like this:

dream-sales-funnelIt all good in theory, but the reality is that this is a bit of a social media unicorn. There is as much noise in social media as there is in advertising, so your message largely gets lost. And people don’t engage in social media with an eye to buying stuff. That’s not their intent. They are engaged in SOCIAL media to be social. They are not going to “advertise” for you. So the real social media sales funnel looks like this:

reality-social-media-sales-funnel

Yes, there will be people who “engage” with you: people who comment, share and like. But those actions have a very limited lifespan and the effect quickly peters out. What typically happens, and you have probably experienced this yourself, is that you do a lot of work encouraging interaction and don’t get many (if any) clients for your efforts.

I’m not saying that social media is useless. There are ways to maximize your use of social media, but you really need to be committed to doing it and doing it right. And you need to invest more than a little time in the process. Facebook is slowly removing the free benefits and pushing toward paid models for businesses, so you do need to make some financial investment as well.

Having a presence in social media is important, but it’s not all important. If you are not interested in going all out, my suggestion is to establish a presence and spend just a little time each week (20 minutes) and a little money to stay active in people’s minds.

Here’s a free guide to help you figure out the most essential things you can do on Facebook:

Facebook Marketing In Just 20 Minutes Per Week

Use the 80/20 rule and have the most impact possible for the least amount of time. The guide is free and I’ll host a webinar soon to further expand on these concepts. Be sure to sign up for the BodyworkBiz Massage Marketing Tips newsletter to get the announcement of this upcoming webinar.

 

My $18,000 Mistake

LoveGiftCertificatesMy latest article was just released in Massage & Bodywork Magazine. I originally titled the article “How to Sell 300 Gift Certificates”, but the editor changed it to the much better title of “How I Learned to Love Gift Certificates: My $18,000 Mistake.”

It’s not that I enjoy making $18,000 mistakes, but it does speak to a certain truth:

Experience is the best teacher, but the tuition is outrageously expensive!

I’ve learned that lesson long ago, which is why I make considerable investments in my education now. For example, I just invested $800 on an online course about doing webinars. I’ve done dozens of my own webinars and have produced hundreds through World Massage Conference. I believe I even hold the record for the most registrants for a massage webinar.  So why would I spend (some may say waste) $800 on a course about something I’m probably more knowledgeable about than anyone in the profession?

It’s because I’m done with making $18,000 mistakes. (And by the way, that’s not my most costly mistake; it’s just one of many.) I’d rather have that money in my pocket than see it go down the toilet as a lost opportunity. If I take just one idea from this webinar course and increase my sales by 1%, 3%, 5% or 10%, I’ve made my money back many times over with a lot less wasted time, energy and money, not to mention a lot less stress.

Taking a course that is going to help increase my sales is not an expense. It’s an investment. That’s the bottom line.

Having learned that lesson, I’m a little shocked and baffled when therapists tell me they’d rather learn how to market their practice on their own rather than spend $99 on a course that lays out the blueprint for you. It just doesn’t make sense.

As a recommendation for you, here are some of the most useful/popular courses at BodyworkBiz:

60 Clients in 60 Days

I see a lot of copycats of this program (“Five clients in 10 days”, “10 Clients in 30 Days”, etc.) online right now, so it must be good. This has got to be the easiest way to build your practice fast, but it has to be done right. Do it wrong and you’ll find yourself in one of those costly mistake situations. This strategy is perfect for therapists who have little money, but lots of open slots in their appointment book. It’s all laid out for you step-by-step and week by week. You can do the whole thing and move your practice to a whole new level in just 60 days. Get it here: http://bodyworkbiz.com/60days.php

Fill Your Practice 101

This gives you a broader strategic approach to building your practice. Perfect for someone who has a relatively healthy practice and who wants to solidify their position and be more effective than they already are. It’s a complete marketing education in one course. Every therapist should take this course early on in their career. Information here: http://bodyworkbiz.com/fill.php

Chair Massage Marketing 101

If you are interested in the least bit in doing chair massage, either as a business or to generate more clients for your practice, you must get this course. I pioneered chair massage in Canada and have done chair massage for the biggest corporations in Canada, including IBM, Dell, Kellloggs, Levi Strauss, every major bank, hospitals, most major law firms and hundreds more. This is the most comprehensive course on the topic you’ll find anywhere on earth: http://bodyworkbiz.com/101day.php

Over 20 years ago I didn’t have anyone to guide me when I started my practice. You get to benefit from the expensive “learning experiences” I’ve had. Instead of making $18,000 mistakes, invest in learning how to do it right from the start.

“Experience is the best teacher, but a fool will learn from no other.” ~Benjamin Franklin

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