Conversation Advice When Networking…

people talking

“When you are at a party and are thrust into conversation with someone, see how long you can hold off before talking about what they do for a living. And when that painful lull arrives, be the master of it. I have come to revel in that agonizing first pause, because I know that I can push a conversation through. Just ask the other person what they do, and right after they tell you, say: “Wow. That sounds hard.”

“Because nearly everyone in the world believes their job to be difficult. I once went to a party and met a very beautiful woman whose job was to help celebrities wear Harry Winston jewelry. I could tell that she was disappointed to be introduced to this rumpled giant in an off-brand shirt, but when I told her that her job sounded difficult to me she brightened and spoke for 30 straight minutes about sapphires and Jessica Simpson. She kept touching me as she talked. I forgave her for that. I didn’t reveal a single detail about myself, including my name. Eventually someone pulled me back into the party. The celebrity jewelry coordinator smiled and grabbed my hand and said, “I like you!” She seemed so relieved to have unburdened herself. I counted it as a great accomplishment. Maybe a hundred times since I’ve said, “wow, that sounds hard” to a stranger, always to great effect. I stay home with my kids and have no life left to me, so take this party trick, my gift to you.”

— Paul Ford, “How to Be Polite

Bringing Massage to the Clubs

Here’s another tip from one of the Massage Marketing Tips subscribers…

After working at a chiropractic clinic for a year I decided to go out on my own with my massage business. I knew business would be slow at first and that I would have to work hard to build up my client base.

What I noticed in my first couple of months was that I always got the best response (meaning the most appointments) by marketing with my hands. Nothing works to get people to schedule a massage like actually getting my hands on them and letting them experience my work.

One day, one of my clients who is a golfer mentioned to me that he wished I could be at his golf tournament that weekend to help loosen him up before he teed off. I asked him if other people at his country club might be interested in that as well. He believed they would be so he gave me the name and number of the club manager.

I called and introduced myself as a massage therapist who has had some experience working on golfers and I let him know I was interested in offering my services at the club that weekend for their tournament at no cost to the club. He jumped at the opportunity and had me set up right there on the green.

On the day of the tournament I had a sign reading “massage 1$ per minute”. The results were fantastic. I was busier than I could manage. I had my cards out and people were picking them up as they went by and wanting to schedule a massage for later that week. At the end of the day I made $400, had three massages scheduled and scheduled three more the following day. And even now three months after this first tournament I get phone calls from people I worked on there.

I had such great success at that first club that I decided to try other clubs in my area. Since I had already done it once I knew what to say and how to promote it. I’ve gotten at least three regular clients with each tournament I’ve done. Each tournament has been fun, different, and I’ve been able to get my hands on people to build my practice!

Generously contributed by: Anonymous contributor

This massage business tip originally appeared in the 260 Tips to Build Your Massage Business e-course at BodyworkBiz.

Call The Lawyers

Here’s another tip from one of the Massage Marketing Tips subscribers…

I have been in practice for three years and one the most successful actions I utilized was targeting a specific population.

I was keenly interested in and have a 75% patient load of MVA injuries, knowing full well our Public Auto Insurance provider has good rates for massage therapy benefits for non-fault injury claimants.

I researched and discovered that six lawyers in our area account for 85% of the MVA injury claims.

I put a presentation together with PowerPoint. It outlined relevant studies of the effects of massage therapy on MVA cervical and lumbar injuries. I invited those six lawyers to a dinner and presentation two months in advance. All of them accepted my invitation.

I now have approximately 80% of their clients as patients. And there have been a couple of side benefits: Those patients have really been responsible for a great deal of word of mouth advertising for my practice. Secondly, the doctors of these patients now specifically refer patients directly to my office.

Generously contributed by: Arminder Sidhu, RMT, Vancouver, Canada

This massage business tip originally appeared in the 260 Tips to Build Your Massage Business e-course at BodyworkBiz.