What kind of incentives do you currently use or have plans of implementing to maintain your client?

I offer discounts on packages, such as $10 off each session when 5 are booked. I also implement a referral system where if a new client comes in by means of a current customer, they both receive a discounted session. - Nicholas Vilches

I use lots of incentives.

Firstly I use referral reward schemes ALL the time. Happy clients that know the full benefit of regular bodywork are the very best way to promote and attract new clients. Many of my clients say they are more than happy to refer without incentive - nevertheless I do indeed reward all referrals on a sliding scale. I always send a Thank you for Referring card for every referral. For every two referrals I send a gift certificate for a one hour session (which I hope the client will give to a friend or family member but they can use it themselves). I have other rewards too. I have a deal with a local Art House cinema to give complimentary tickets - for reaching 5 referrals I send a pair of tickets to the referrer (this helps the cinema too of course and it is just 200 yards from my office).

Twice a year I run a Referral Competition. I offer a Treatment pack of 6 x 1 hour sessions for the client that refers the most new prospects in the month (minimum 3 referrals required). This can be very good indeed especially if you keep everyone informed with a league table by e-mail... " Joe Smith is in line for the fantastic prize in this months referral competition with 4 referrals. There is still time to catch up though..." For every person that refers 3 clients in the month I send a gift certificate too with a thank you note.

It's important to know what you expected average income per new client is going to be. Getting and retaining a new client so that they become regulars is essential in order to establish a sound practice. I don't spend any money at all on advertising... literally zero per year... because the return is not worth it. I know because I have worked out the average lifetime earnings per client and on average for each £1000 spent on advertising I only get a return of £350.

It's for these reasons I use Referral Reward Schemes. I ask every client if they would refer someone to me. If they say 'yes' I then ask them directly to please think of someone they know that complains of chronic pain, aches, strains, that plays sport or that is highly stressed. If you don't ask directly then your rate of referrals will be low. I alays explain also that I appreciate their help. I do this at the end of a session when they are feeling good. They are only too happy to help.

I also think it is important to know that I offer the initial session and consultation entirely free of charge. This is useful because clients when referring can say 'I highly recommend you try it out and in any case you have nothing to lose because you can try it for free'. This is an excellent way to overcome objections and the perceived risk. We all know there are plenty of poor therapists out there and unfortunately lots of people have had bad experiences with these bad treatments. By assuming the risk (an hour of my time) myself I overcome the 'what if it doesn't work and I end up wasting my money?' objection.

I also work quite differently to the majority of bodyworkers in the area. If people have had massage it is normally very hard Sports style massage using lots of elbows and pressure. Most have never had gentle massage, myofascial release and structural therapeutic approaches. By giving them a chance for free it opens their eyes to a whole different way of thinking about bodywork.

Each summer I hold a picnic/barbecue in a local park and invite all clients that have referred during the year. We have a party, do some Qi Gong, have an Indian Head massage session and lots of fun. Also gives clients a chance to meet and compare their experiences.

Hope this is of interest to the community - Rick Britton

What is your most common way of finding first time massage/bodywork clients?

For me, I find that referrals have brought me first time clients. Word of mouth seems to be a powerful marketing tool, so I make sure to treat every client with respect. I also make sure to hand out a few business cards in case they know of anyone who would be interested in my services. - Nicholas Vilches

92% of our clients are word of mouth. The other 8% come from our website and the Yellow Pages. Any other print/radio/etc advertising that I do is very minimal, and the percentage of clients who come from it isn't even significantly measurable. - Laura Allen

Word of mouth, referrals from other health care providers (DC, Dentist, Nurse Practitioner, Dance Studio Owner), networking, and website. I have NEVER found paid for advertising to work. I have found when I do a presentation or write an article for a local publication I get calls; some can extend to a couple years out because people save the article. - Robin Byler Thomas

Robin, hit on a key opportunity here. There are tons of little papers like, "Penny Saver" or "Natural Awakenings" that will print your articles and newspapers will do press releases. They especially work well in small towns. Take advantage of every chance you can, that are free, to get your word out there. - Mike Hinkle

Most of my clients come by referrals from other clients, some other massage chair THROUGH I provide on Culebra Island every summer. - J. Arnaldo Pabon

Do you use audio/music before, during or after the massage/bodywork session?

I personally use a selection of Jazz, nature and ambient music. I find that this helps me with the flow of the massage from one body part to another. I make sure to disclose this if it is a first time client, to get his consent. The client might also have his/her own suggestions, so I make sure to ask if necessary.

I have also used specific massage music cds, such as Music for Healing and Music for Massage by Steven Halpern. - Nicholas Vilches

I use my ipod. I got an ihome player off ebay and now I can have all my music and a special playlist for massage. Not to mention allowing my clients to bring their favorite selection. - I. Paul Dunsdon

I use my Zune, and the music i use is Healing Music, Reiki Music, Celtic Music, Hawaiian Music, Enya's Music, but all depends of the energy needed from the client. I try to not repeat the same music with a client :o) - J. Arnaldo Pabon

What kind of self-care do you use to prevent overuse and/or strain of your tools?

I personally do contrast therapy after performing a session to bring in fresh blood and encourage circulation in my hands and forearm. I also make sure to have at least 5 minutes to perform stretching of my flexors and extensors, as well as some squats to reinforce my core muscles. - Nicholas Vilches

I work out....hard. I use weights for strength and I stretch. I also hike the mountains of Utah in the summer and snowshoe and ski in the winter. And I'm a cyclist when I feel like it. By staying in great shape outside of my work, my work seems almost effortless. I can knock out 6 hours of chair massage or 3-4 table massages with hardly any of the fatigue or pain I would have otherwise. I also pay close attention to my techniques. When working...between sessions, I stretch, maybe ice a little, stay hydrated. - Choice Kinchen

My fav - Epsom salt soak which I recommend to my clients as well. I stay hyper aware of body mechanics during massage and incorporate my yoga training into my breathing and posturing during massage. Because I am a deep tissue worker I also think about where my strength is coming from during the massage and try my best to recruit from my core. I like to do Alexander Technique to myself after a long day. - Teresa Parrish

I use self-massage where I need it between clients, then if I'm really hurting I'll do a trade with a fellow MT. - Crystal Dawn Suovanen

What are your favorite techniques when it comes to massage?

I have a few, but I really enjoy skin rolling, either when doing a strictly myofascial massage or when I incorporate it in my swedish massage. I usually perform it towards the end of the session or body part that is being addressed. Personally I feel it helps remove any remaining restrictions or adhesions. I have also asked my clients how this technique feels and have gotten a good response. - Nicholas Vilches

I'm a little bit cruel. I love use my elbows 0:-) - J. Arnaldo Pabon

Question: Do you incorporate aromatherapy in your massage and bodywork sessions?

I do not personally incorporate aromatherapy in my treatments. I have somewhat in the past, and may in the future. There is a therapist at my studio that does incorporate it. - Terri Visovatti / Urban Wellness Chicago

I sometimes incorporate aromatherapy in massage sessions. My company offers a Signature Balancing Massage that addresses all five senses throughout the massage session. In this massage, clients get to choose the aromatherapy scent that they would like added to the oil or lotion the therapist uses. In addition to adding the oil to the massage lubricant, a drop or two of the oil is added to a bowl of warm water that is placed under the face cradle for the client to inhale during the session. Most clients find this alleviates some of the congestion that occurs in the prone position during massage sessions. - Danielle Bianchi / Signature Mind & Balance Solutions

I wouldn't consider it a massage without aromatherapy! I love it. - Liz

I have been using essential oils for about 15 years. Our clients walk in the door at the office and comment on the wonderful smell (we diffuse). Most of the therapists in my office do use them with clients--always the client's choice, of course. I also retail a few of the most popular ones. - Laura Allen

I love using essential oils. I'm thinking about becoming certified in aromatherapy. - Joanne Cole

I let clients know it's an option, but I don't assume they want it because a lot of people have allergies, migraines or are just really sensitive to smells. Only a handful of clients request it here. :) - Crystal Dawn Suovanen

YES! All the time. I wouldn't know what to do without using it in some sort of way. For clients to choose where to go for their massage- it's an added benefit to use it for them, especially if you're able to free of charge. I find it's funny to think some don't use it as commonly as others and want to charge their client for the use of it. Guess we're all different! Good luck with your decision! PS: for those clients that do have allergies, or keen senses of smell- i do always have non-essential oiled lotion or oils ready too. I rarely have anyone that's that picky though. Most think it's a wonderful added benefit. - Samantha J. Bennett

Oh yes, my clients find it very beneficial. I was lucky in that when I first trained, our instructor gave us a brief lecture on aromatherapy and I was hooked since then. I went on to received a 40 hr certification class. I custom blend the massage oil for the client based on their needs on that day, so the massage oil is fresh and created for their needs. I only blend what is needed for the massage and very rarely do I have any left over massage oil and if I do, I merely put what I didn't use in a small glass bottle and give to them so that they can use it at home. The only time I don't use essential oils is when they say they have allergies or on pregnant women. I don't charge "extra", it's all included in the price of a massage session. I find it very, very beneficial for my clients as it enhances the benefits of their massage session. - Elena Barrioz

As an aromatherapist, Yes I have been incorporating aromatherapy for 18 years. Clients love it! I give them the option to choose their oils or intuit them as well. Always check to make sure they don't have allergies first.
Essential oils of a medicinal quality can be truly effective for many ailments.

I especially love Pan Away from Young Living and their Deep Relief roll on. Peace and calming and many others too. - Gloria Coppola

Yes I do. Every massage session have aromatherapy incorporate without extra charge. But first I ask about allergies, then I decide what oils i will use. But my favorite is Lavender and Roses ^^. - J. Arnaldo Pabon

I really like that you give them the left over aramatic oil to take home with them. You always want your client to have something to take home with them and this is perfect. Thanks for sharing! - Andrea Rose

 re: Elena Barrioz said:

Oh yes, my clients find it very beneficial. I was lucky in that when I first trained, our instructor gave us a brief lecture on aromatherapy and I was hooked since then. I went on to received a 40 hr certification class. I custom blend the massage oil for the client based on their needs on that day, so the massage oil is fresh and created for their needs. I only blend what is needed for the massage and very rarely do I have any left over massage oil and if I do, I merely put what I didn't use in a small glass bottle and give to them so that they can use it at home. The only time I don't use essential oils is when they say they have allergies or on pregnant women. I don't charge "extra", it's all included in the price of a massage session. I find it very, very beneficial for my clients as it enhances the benefits of their massage session.