I Need Help!!!!

[Pompal 09.]

This is my first time to add a message. But I really, really need some help and ideas.I have been practicing for about a year and I truly enjoy massage. I am 43 years old and single so this is my only source of income. I know there is alot I have done wrong, like start out in the red.  I have worked with the massage school trying to do marketing when I have never done marketing in my life.  I didn't make much money there. I was also doing massage there but my cut was quite low ($18.50 out of $45) so I moved on after a couple of months. I worked in the same office with an aestetician. I paid her rent for the room. She did open up her appointment book and called a couple of clients to try me out. I offered a package deal of 5 massages for $45 ea.  The office was on the 2nd floor and there was no walk-ins and she did not want men to come into the facility.   After about 4 months she decided I wasn't pulling in enough clients so I left there.I am now working for myself,  I had a client that bought me a chair for a trade in massages. I really needed a chair so I paid him double in time for massages. (i.e. $510 for chair 1020 minutes for chair).I got my table by advertising in the Dallas Observer and was able to purchase an Earthlite Spirit within 2weeks.  That was just because I was new in the  paper. That's why I had so many calls. The good and the bad. I have learned alot over the last year. I do have one company that I go do chair massage every other week and the company pays.  One of the guys that work there bought a package of 30 massages @ $40 each.  I know that was awful cheap but they have their own table.  I needed money my car got reposessed. By now, my Mom is very concerned, I told her I was just in a financial crisis that nobody died. I know this is a very long message. Just giving some background info. This is what I'm doing now. I  borrowed a friend's "Book of List" and started cold calling companies for chair massage. (That will drive you to drink!)   Out of 5 pages of companies that I called I got 4 maybes and 1 come by for a trial basis. My marketing material I got flyers from a marketing guy in Ca. so the flyers look very professional even has my bio and picture on one side. I am just frustrated. I don't like advertising in the Observer because of all the strange phone calls I get. However, I am a quick learner and have learned  when the guys aren't on the up and up.I was estatic when found this site. Maybe just maybe I can find someone to talk to, because I feel very alone sometimes. I don't know if any of this makes sense. I am really a good massage therapist and I don't give any happy endings. My touch is a medium to deep touch  with lots of stretching. My clients love my stretches because no one stretches enough.I don't know how to get into companies when I don't know anyone on the inside. I do call the human resource department and most of the time I wind up leaving a message that is never returned. I have emailed my information to a few people. I feel if I could just get at least 5 companies that alternate on weeks and continue to do table massage when I can find clients.  I have left flyers at several apartments in my area including my own. I put on my flyer special $50 where I normally charge $65 inhouse and normally $100 for outcalls $125 if its really far. I will go down to $75 if its in the area.I am desperate I want to know what else I can do. I need ideas, I need clients, I need money. I know my massages are better when I am more relaxed and not worrying about money. Thank you for letting me vent. I just need to talk to someone who is in the business.  Thanks for listening. I do appreciate it.

 

[Leanatan]

I Need Help!!!!

Welcome to the site Trish.

You'll find some valuable information here. You might want check out the ideas in the following threads:

New practice, what worked for you:
http://www.massageplanet.com/forum/viewtopic.php?t=1438

Starting out on my own:
http://www.massageplanet.com/forum/viewtopic.php?t=1256

What is working for you now?
http://www.massageplanet.com/forum/viewtopic.php?t=1414

And maybe more importantly...

what doesn't work:
http://www.massageplanet.com/forum/viewtopic.php?t=1412

I'm pretty new too... less than 6 months, and it does take time.

They say many business don't even last the first year, so kudos that you have done so! Hang in there! You'll find valuable information and support on this site!

 

[njss]

Thank you Talenyn!I just got through looking up the sites you suggested and there is some helpful hints there.It just gets frustrating I live north of Dallas, Texas north of Plano. Frisco is one of the fastest growing towns in the US and I am willing to travel up and down Preston and the North Dallas Tollway. and also downtown Dallas.  All that is about 20 miles or more oneway without traffic.I also heard that I shouldn't email my clients at first and that I shouldn't cold call that I should go by their offices it's just that I am trying to conserve gas.Does anyone know if it works better to use snail mail to send flyers. Do they get a better response.I wish you guys lived close by so we could go for coffee or something it is just nice to have this forum to bounce of ideas Thank you to whomever came up with this idea!TrishA newbie

 

[Tattoosformyvalentine.]

When I first began my massage practice I joined a local BNI Business Networking International, they have a website and will list a group in your area.  You can research it more to find out if it would work for you.  I can certainly say it increased my business.  I hope something works out for you, it sounds like you are putting a lot of energy into it, maybe with this forum you can focus that energy into something that will work for you.  Hang in there and welcome to the forum.LeContefairy

 

[Giacomo]

I Need Help!!!!

Thank you!I will look it up. I think if I am not mistaken that they only allow one person per profession so I will check my area and see if they have a massage therapist allready. Trish

 

[Gerbil Lover]

I Need Help!!!!

Hi Trish,

I would like to suggest checking out the FAQ section:
http://www.massageplanet.com/forum/viewtopic.php?t=461

There are some more links for you and other information that you might find helpful.  Some of the links are the same as Talenyn suggested, but there are also others.

Have you tried getting in to do chair at the offices of your friends and family?  It always helps to know someone on the inside.  They may be smaller offices, but you can still get good regular work from them.  Not only chair massage work, but table also.

Most people are going to want to try out your work, which is why I believe in face-to-face marketing.

See if you can get into some health fairs, employee parties, or other area events.  Even if you end up volunteering your time you will get to make a lot of contacts.

Best of luck to you!  

 

[Christina C]

Masthera,Thank you so much for your email I will check out the sites that you mentioned.You may be right about the one on one marketing I may get better results.Tomorrow is another week. Here we go again.I do believe when one door closes another opens if not a door maybe a window. In other words I haven't given up hope. There is always a glimmer.  I hope.Thank you for responding to me.I do appreciate it.Trish

 

[sunray]

I Need Help!!!!

Welcome to the site Trish.  There is a ton of information throughout this site that can offer you great ideas on how to market to different niches.I know it is hard to stay calm and focused when you are neck deep in anxiety about whether you will make all the bills.  The best advice I can offer is to know your strengths and develop a niche for yourself.  Also it is helpful to know who you want to work on.  Do you know what your strengths are?  Why do people come see you and not some one else?  Do you do really incredible leg work or neck work?  Do you offer something the other practitioners around you don't?A really good way to get chair massage into businesses is to have info that backs up how it helps stop employee absenteeism and prevents problems like carpal tunnel and headaches -- two of the most prevalent and expensive issues businesses have to deal with regarding employees.Keep your faith...you will find a way!

 

[bdaddy]

I Need Help!!!!

Thank you for your advice I will take your advice to heart. I do have brochures that talk about carpel tunnel and headaches but usually I just hand it to the person and not explain it. Maybe that is what I should do while in person with them.You mentioned about my strengths I think one of them is that I do alot of stretching during and after my massages and everyone comments on it. Also, I have a medium to deep touch and pretty consistent with my pressure throughout the massage. People comment about my strong hands.I just have to work to protect my hands and the rest of my body and not hurt myself. Thank you for your much needed advice.Trish

 

[itsme.green]

I do know that my weakness is selling myself. That is so hard. I get down about my bills and feel like a failure. I know I am a good massage therapist I know I am good at what I do. I am just not good at selling myself. I know its a confidence thing. It comes across when talking to someone the confidence isn't as strong as I would like it to be. I have always been self consience about talking in front of people. I probably need to read more books and become more knowledgeable about the human body.  Oh well we all have things we need to work on. I guess that is why we are all a work in progress.Trish

 

[livelovebhappy]

Regarding the chair massage -- I think making it personal to their business about how You can help them reduce medical expenses and employee absenteeism by bringing chair massage in for their employees on a regular basis will help get you in the door.While having brochures is handy where they can read the info after you leave -- it is good to work on your presentation of this material to them directly.  Ask them how much money their company loses due to these issues.  If they can reduce these costs 20% or more -- is it worth it to them?  This works really well with companies whose employees spend a great deal of time on the computer and on the phone who are now dealing with workman injury compensation cases.I'm fairly certain these issues have been addressed by some of the massage publications or you may find some info if you search the MassageToday.com site to support what you are telling them.  Someone may have posted this info in the Chair/Corp massage section.

 

[aaron b]

I do know that my weakness is selling myself. That is so hard. I get down about my bills and feel like a failure. I know I am a good massage therapist I know I am good at what I do. I am just not good at selling myself. I know its a confidence thing.

You are not alone on this.  I have done massage for over 8 years and I still have a confidence issue.  I know that I am a talented therapist, but I don't want to feel like I am tooting my own horn.  I am a modest person, so saying "I am a great therapist" is still difficult for me.  Even with clients telling me I am. ;D  

 

[Chip O]

I Need Help!!!!

Thanks for the feed back it helps knowing I am not alone in my struggles.I will keep you guys posted with a big smiley when I get a break.I did take a break from The Dallas Observer for the last 2 weeks because I really didn't have the money I decided to start advertising again and they may bring some new business my way too.Thanks Trish

 

[GUERA33]

Trish,Intuitouch makes a great point about stressing the benefits of chair massage for the company's bottom line.  I have found that the best way to market chair massage is as follows:1.  Call the company and get the name of the HR Director or whoever in HR is responsible for the corporate wellness program.  2.  Compose a letter of introduction and include it in a professional looking packet with your marketing materials.  In the packet include information regarding benefits of chair massage, your rate info, contact info, etc.  (Giving the HR person as much basic information up front will help you get your foot in the door   End the letter by telling them that you will be calling to follow up on the mailing in a few days.  This way you're not making a cold call.  The HR rep expects to be hearing from you and regardless of their level of interest in chair massage, they will be more receptive to your call at the outset.3.  Make the call.  If they seemed intrigued by your info packet and want to discuss further, suggest a brief face to face (20-30minute) meeting so that you can give them a free massage demo and answer any other questions they may have in person.  As we all know, clients are far more likely to book your services when they have a face to put with the name.  Plus, once they've actually experienced the hands on demo you're their new best friend.   If they are NOT interested by the mailing then don't try to hard sell them.  Be polite, end the call and move on to the next prospect.4.  Once you have arranged a face-to-face with a prospective corp. client, make sure you show up looking polished and professional.  Be ready to answer their questions, give them a great chair massage and add them to your client list!  This process should take the chill out of cold calling and provide the maximum return for your efforts.  Wishing you great success!JD

 

[squirrelifer]

JDI just want to say thank you for your response you have some great ideas. It takes it to a whole new level. Instead of just cold calling (which isn't working) find out the contact person and send that person the information and then follow-up with a phone call. My question to you is it allright to email or should I send it by regular mail??Jenna,You are so right that I need to practice visualization. I have taken a Reiki class and I guess I am not concentrating hard enough or in enough detail. I will keep tryingThank you both.  I intend to make this work. Trish

 

[Frances_Simonds]

Trish, I would suggest you send info to them by regular mail, especially if you have attractive glossy brochures and supporting materials.Along these same lines of visualizing your perfect client you can use these same techniques to visualize yourself meeting the HR people, having a successful meeting where you answer their questions and leave with them booking your services.  The cool thing about visualization is the sky is the limit as to what you want to create in your life -- the key is to give a lot of thought to what the final outcome looks like and not get caught up in worrying about "how" it is going to happen.  I have found visualization to be tremendously powerful and use it every day, as often as I have spare minutes to focus on what I want to create.  

 

[Ultra-geek]

Intuitouch,Thank you for your response. I have another question for you. When should I send out packages should it be to all the ones I am interested in talking to ? Do you think since I am not able  to get through on the phone that maybe I would get a response by mailing packages. Right now I have been taking everyone's suggestion to heart and writing it down.  I have also been looking up the links and it has all been useful information.At least by reading this site I'm not getting down about it all. (I am avoiding looking at my bank account and all the bills that are due or overdue) That is the one thing that gets me down more than anything else. I think that is where I need to work my visualization and visualize all bills paid!Thanks again.Trish

 

[Dr. Vanessa]

I Need Help!!!!

Trish,

Once again, Intuitouch is right on target.     You should definitely send your information pack via regular mail and it should look as polished as possible.  Even though you are a company of one, your business is still a business.  Often times we as individual MTs focus so much on the nuts and bolts of giving good massages that we forget to present ourselves as professional business owners.  Once we perceive ourselves in this light, corporate and individual clients are more likely to as well.

As I'm writing this (once again longwinded!) reply, it occurs to me that you would greatly benefit from writing up a business plan.  Once you've fleshed out your goals for your business from using your visualization techniques, you can then map out the action steps required to achieve them.  

I can totally relate to your difficulty with "selling yourself".  Instead of looking at it from the perspective of "making the hard sell", try to think of it as sharing your passion for what you do and educating the public.  Your innate knowledge and confidence will shine through when you start talking about all the incredible benefits of massage.   In your discussions with people, use examples of how massage has benefitted your own clients whenever possible.

Also, you should check out Cherie Sohnen-Moe's website.  She is the queen of marketing plans.  
http://www.sohnen-moe.com/

Under the Marketing Mastery archives section you will find 3 years worth of month by month marketing plans all FREE!.  You can use them verbatim or just scroll through to get some great ideas to jumpstart your own marketing strategy.

I really want to help you and I could go on forever spewing ideas and resources but I don't want to be a board hog.  feel free to PM me and we can continue our dialogue offline if you like.

JD

 

[Stephen K]

Excellent advice all around but the key to your business plan is implementing it and evolving it over time.  Change it as your business changes.  It's a roadmap and sometimes you need an alternative route.  I know how cliche that sounds but it's really true.  Good luck, give it more time and talk about your services everywhere you go. Joe E.

 

[Curt J]

I Need Help!!!!

Thanks Joe,Thanks for the support I will take your words to heart.Trish