Business Tips

January 12th, 2012: Prioritize Business Tasks to Avoid Overwhelm
by Shelene Taylor Did you know that lack of focus, overwhelm and stress prevent otherwise smart, gifted and amazing people from reaching their potential? There are so many activities massage business owners have to handle in their business that it can become overwhelming and bring to a … Read More

December 1st, 2011: The Massage–Yoga Connection: An Interview with Gwen Lawrence
Most massage therapists understand the benefits, to their clients and their practices, of becoming certified in more than one hands-on specialty. Earning certification or licensure in an area not directly related to massage—walking two related yet separate professional paths at one time—can also hold numerous professional … Read More

November 11th, 2011: Barter to Boost Massage Sales
by Don Mardak Massage businesses can utilize barter to boost sales production. It's easy, smart and works like a charm. Savvy massage business owners are discovering that bartering is a great vehicle for using downtime, moving excess inventory, attracting new customers and generating barter dollars that can be … Read More

October 17th, 2011: Best Practices in Mobile Marketing: How to Develop a Loyal Customer Base and Drive Repeat Business
by David Wachs For small businesses and sole practitioners, conquering social/mobile media can be a time-consuming process and may not bring about any increase in sales. One technology that is easy to use, requires minimal time and investment, and generates increased repeat business is mobile marketing. Mobile marketing … Read More

September 19th, 2011: Tips for Credit-Card Debt Management
by Jay Moncliff Debt management is a course every American needs to take, simply because so many are clueless when it comes to credit and debt management. This is unfortunate because many people do permanent damage to their credit record by not knowing how important managing their … Read More

August 15th, 2011: How to Dramatically Increase Gift Certificate Sales
by Stephen A. Kreger, L.M.T. People in our society are extremely busy. Most households have two incomes and the workweek has jumped to 60 to 70 hours; this is just to maintain our personal overhead and keep our job. Sad, but true. Most people just don't have the capacity … Read More

July 19th, 2011: Keep Clients Coming Back for More with Punch Cards
by Stephen A. Kreger, L.M.T. This month I'm giving a little twist to my earlier article on punch cards. Rather than a prepaid discount, this involves clients earning points. There is an old saying, "Make new friends, but keep the old; one is silver and the other gold." This … Read More

June 13th, 2011: Save Money While Saving the Planet
by Pam Flowerday There's a lot of buzz about going "green" in our personal lives and in the workplace. We often assume this means buying more expensive, eco-friendly products, resulting in higher costs for our massage practice. But in the laundering department, there are many things you … Read More

May 17th, 2011: How to Get Doctors to Refer More Clients
by Stephen A. Kreger, L.M.T. Massage therapists and bodyworkers can use a prescription pad to increase referrals from the medical community. This piece can be distributed to medical doctors, osteopaths, chiropractors, physical therapists and physical rehab clinics, etc. I have included an example at the end of … Read More

April 13th, 2011: 8 Steps to a Healthy Client Relationship
by Ira Bornstein In the business of massage, there are clients and customers—the difference being that a customer simply buys a product or a service, whereas a client truly seeks professional consultation from a massage therapist or bodywork expert. Within the business, some have failed to capitalize on … Read More

March 14th, 2011: Understanding Return-on-Investment Marketing
by Randi Drinkwater Return-on-investment (ROI) marketing will mean the difference between getting that new massage client for your alternative and integrative health-care practice or not. Ultimately, ROI marketing will deliver new clients to your practice who are ready to engage in the wellness process now. Every marketing dollar … Read More

February 14th, 2011: Creating and Selling Prepaid, Multi-Use Packages
by Stephen A. Kreger, L.M.T. Creating prepaid "punch cards" for your massage practice can increase your income and client retention. This simple piece has been used by retail businesses for many years. In most cases, it is used to create customer loyalty by providing a discount or … Read More

January 17th, 2011: Play Cupid with Valentine's Day Care Packages
by Jean Shea It's no longer just flowers and chocolates that say "I love you" on Valentine's Day. A special body or facial treatment, as well as massage, is an increasingly popular way to tell someone how much you care on this holiday. This is not only … Read More

December 20th, 2010: Small Associations Make for Big Business
by Stephen A. Kreger, L.M.T. One venue you can utilize to gain more massage clients is through small associations. In any given region of the country, there are tons of small associations. All you need is a phone book and a little time. Simply look in the … Read More

November 15th, 2010: Keep Websites Simple
by Randi Drinkwater As alternative and integrative health-care practitioners, we get lost in the creativity of websites and the depths of knowledge we have to offer our clients. The more we put out there, the more there seems to be to share—and before you know it, a … Read More

October 13th, 2010: Build Your Outcall Business
by Stephen A. Kreger, L.M.T. Interested in increasing your outcall business? At our center, we only do outcall business with the better hotels and resorts. This maintains a good safety factor and provides a clean and decent work environment. The great thing I found about outcall work was … Read More

September 17th, 2010: Market Directly to Prospective Clients
by Randi Drinkwater What a treat: Someone has sent you a brochure on the newest line of Belgium chocolates. You love chocolate. Coincidence? I think not. Savvy marketers know that targeting their marketing campaigns to people who want or need their services is 60 percent of the effectiveness … Read More

August 19th, 2010: Collect Referrals from Other Businesses
by Stephen A. Kreger, L.M.T. Massage therapists should learn how to get other businesses to promote their practice. The example I will use involves a salon, but it works well with any business. In looking for a way to get referrals from other businesses in the area, we … Read More

July 20th, 2010: Know Your Clientele
by Randi Drinkwater Somebody out there is waiting to visit your alternative and integrative health-care practice. The question you must ask yourself is, “Do you know who they are?” And more importantly, do they know who you are? Bottom line, if you are not identifying your key and most … Read More

June 21st, 2010: Get to the Next Level with Branding
by Alain Castoriano Let’s face it, people are impressionable. And those impressions are based primarily on what people see. So when people look at your brand (whether that is you, your marketing materials, your product’s packaging, your correspondence or your Facebook page), what impression are they left … Read More

May 14th, 2010: How Posters Contribute to the Massage Environment and Experience
Vital components of the massage therapy experience are the environment we, as massage therapists, create and the experience the client had during his or her massage session. The importance of including massage-related posters in your massage space is twofold: 1. By adding attractive posters, you create inviting, relaxing surroundings; a … Read More

April 19th, 2010: Inner Factors for Creating a Successful Massage and Bodywork Practice
Becoming successful in any field or endeavor does not happen by luck. Hard work and determination might be where some people begin; however, there are several inner key factors that set apart those who create successful massage and bodywork practices. Statistics show 4 out of 5 … Read More

March 11th, 2010: Branding is Essential with New Green Economy
by Alain Castoriano When many people begin to think “green,” they think about a return to nature—a simplifying of their lives to what is most basic, most pure. In offering a product or service, this could translate to working with your specific niche, a group of likeminded … Read More

February 15th, 2010: How to Build Credibility for Your Massage Practice: Part 2
Public speaking is the number one fear amongst adults, yet a necessary component of establishing your platform and ultimately your positioning as a thought leader in the alternative and integrative health-care industry. Think of it this way: Each time you stand in front of an audience … Read More

January 18th, 2010: How to Build Credibility for Your Massage Practice: Part 1
Nontraditional marketing drives nontangible services. Let’s face it: You can’t send out an ad that says “We’re the best… honest.” If you did, chances are slim to none that this type of marketing will build the type of image and awareness you are looking to create for … Read More

December 11th, 2009: Never Stop Learning
The key to any successful massage therapy business is to stay on top of the latest news and trends. There is constantly new research published about massage therapy that proves how beneficial it can be on people of all ages, with all types of issues. By … Read More

November 8th, 2009: Trade Secrets Revealed: The 60/30/10 Rule
The basic principle behind return-on-investment (ROI) marketing is this: Marketing can help you grow your massage practice. This is called the 60/30/10 rule.The 60/30/10 ruleSixty percent of the effectiveness of your marketing is tied to knowing who your buying audience is—i.e., what keeps them awake at … Read More

October 20th, 2009: Find Your Niche
Buying advertising--whether print or online--can be expensive. Instead of marketing your massage therapy practice to anyone who will listen or read about it, pick a specific group of people to target. Be sure to survey the other massage practices around you and decide on how you … Read More

September 24th, 2009: How to Use Lines of Credit Wisely
Some people believe getting as much business credit as possible is ideal, so a business owner always has available business credit to tap into when times get rough. Caution: Be careful when using this approach. After credit is issued to the business owner, the bank issuing the … Read More

August 24th, 2009: Leverage ROI Marketing to Grow Your Practice
Alternative and integrative health-care practitioners should leverage the meat of return-on-investment (ROI) marketing to help grow their practices.Where should you do ROI marketing?The media you choose to bring your message to market is dictated by the scope of your practice. Are you regional, national, international or … Read More

July 17th, 2009: Meeting Clients' Needs in a Web 2.0 World
I recently came across a poll by Harris Interactive that says Americans spend an average of 14 hours a week online—a figure that has doubled since the beginning of the decade. As people use the Web to keep in touch with friends, book travel, pay bills … Read More

June 21st, 2009: Effective Use of Marketing Via E-mail
E-mail is an ecological and efficient way to market and stay in touch. You can utilize e-mail to:Send newslettersDeliver notices about special offersConfirm appointmentsStay in contact with your clients and colleaguesSend articles to prospective publishersForward copies of your published articles to your colleagues and clientele, with … Read More

June 1st, 2009: To Buy Media, or Pull My Hair Out
Buying media is not an easy decision for any alternative and integrative health-care practitioner. Choosing the right publication to run your ads in is almost as daunting as what the ad should say and look like. For years publications have touted the value of mass reach … Read More

May 17th, 2009: Promote Yourself as a True Professional
Promote yourself—and your business—as a true professional. Have a clean and comfortable office area; attentive and friendly staff with a caring attitude; prompt service; smooth and uncomplicated administrative policies and procedures; and honest and ethical business practices. These are the best promotional tools; word-of-mouth about your … Read More

April 30th, 2009: Network to Your Advantage
Networking should be at the top of your list of things to do consistently. View networking as an opportunity to not only help yourself, but to also help others.Networking essentially requires you to put your name out into a web of previously unmade contacts. Try to … Read More

April 9th, 2009: Marketing Massage to Men
Why do men get massage?Since I’m not one, I decided to ask some men why they get massage. Here’s what they said.A civil engineer: "I get massage if I get injured or something gets really tight and I can’t work it out myself."A captain in the … Read More

March 23rd, 2009: What to do at Trade Shows
Over the years, we have counseled clients against trade shows. Today, we are changing our way of thinking—only for the alternative and integrative healthcare practitioner.With wellness events popping up everywhere you look and consumers stopping in to see what "wellness" can mean for them, fertile stomping … Read More

March 9th, 2009: Product Overuse a Hidden Cost to Your Business
How to boost profitability in these tight economic times is on everyone's mind. One area that can help keep costs down—yet, from my experience, is frequently overlooked—is profitable product usage. By profitable I mean: monitor usage and premeasure products to avoid waste; compare cost-effectiveness of products; … Read More

February 15th, 2009: Add-ons to Massage Mean Added Value for Your Clients
Now more than ever, people are pinching pennies and looking for the best values. One fail-proof way to add value to your treatments---and to let your clients know you are giving them the highest level of service---is to offer a foot treatment with your massage. This … Read More

February 3rd, 2009: Turn Gift Recipients into Clients
Build your practice by increasing gift-certificate redemptionWhen gift certificates aren't redeemed, you might be tempted to think, “Great! Free money.” But it’s really a missed opportunity for a new massage client and the income that a satisfied regular client contributes over time. Here are some tips … Read More

January 19th, 2009: Why Wet Room Costs May Not Wash
The old saying, "You have to spend money to make money," is true and even more relevant in today’s highly competitive economic environment. However, you still need to carefully weigh your investments against your desired return, and sometimes things just don’t wash, especially when it comes … Read More

January 1st, 2009: Branding Your Practice
"Make my phone ring, please" doesn’t need to be part of the everyday vocabulary at your alternative and integrative health-care practice.My phone never rings when I run an ad. That’s because it’s not supposed to. If you’ve ever sat by the phone waiting for it to ring … Read More

December 16th, 2008: Create Your Marketing Plan
It is good to have a yearly marketing plan with several evaluation periods in place throughout the year, so you can see how your marketing plan is helping you reach your business goals. Set aside time at least every three months to focus on checking your … Read More

December 4th, 2008: Give Yourself a Raise—Often
Typically, the cost of living increases 8 percent to 12 percent per year, so you should pass these costs on to your customers as a cost of continuing to do business for them. If you don’t increase your prices to give yourself a raise, you are actually stealing from yourself … Read More

November 27th, 2008: Customization is King in Today’s Spa Marketplace
Customization is king in today’s highly competitive consumer marketplace, and that trend is not lost on spas.Increasingly, clients are rejecting the one-size-fits-all treatment for a spa experience that is unique to their particular healing and relaxation needs. Spas are responding by offering a customized massage with … Read More

November 20th, 2008: Create a Press Kit for Your Practice that Sells
Editors are inundated daily with practitioners just like yourself looking to gain their attention. So, remember to be creative. Package your materials in a unique way and make sure the materials are presented professionally. Always follow up to make sure your intended recipient received your press kit. … Read More

November 13th, 2008: Create a Memorable Business Card
Two important components of creating a memorable and effective business card are to utilize eye-catching graphics and easy-to-read lettering. Keep it simple by using only simple typefaces. Script and Old English typefaces are difficult to read on business cards.The paper quality is extremely important; you want … Read More

November 5th, 2008: Watch Out for Your Supplier Costs—and Pass Them On
Every few months, get your suppliers to send you their most up-to-date list of prices for the supplies you buy from them. Once you have the list, you or someone in your office can check to see if your suppliers have raised their costs on the materials you … Read More

October 30th, 2008: The New Spa Customer May Just Be the Guy Next Door
Is there a man in your future---your spa’s future that is? If there isn’t, you’re missing a growing market opportunity.The International Spa Association (ISPA) reports that men now make up one third of today’s spa customers. Just like their female counterparts, men spa-goers recognize the value … Read More

October 23rd, 2008: Holistic Marketing and Values Go Hand-in-Hand
Marketing and values go hand-in-hand. They don't compromise each other or work in lieu of each other. Many entrepreneurs that are struggling with marketing may feel they are compromising their values---that they are pushing things on people they don’t want. Let's take a look at what … Read More

October 17th, 2008: Add Profit to Your Massage Practice with Gift Certificates
Utilize gift certificates as an income-enhancing opportunity to bring new clients into your practice. You can market gift certificates year-round as well as seasonally (Christmas, Mother's Day and Valentine's Day). Keep the design of the gift certificates consistent with your other marketing material by utilizing your … Read More

October 9th, 2008: 'Prescription Selling' to Boost Retail Sales
Retail sales not only help boost the bottom line, they can help build a bond between you and your clients between session visits. Providing your clients with products for home use serves as a constant reminder of their relationship with your practice or spa, and their trust … Read More

October 2nd, 2008: Professional Brochures
You need them. How do you get them?A brochure is the vital in-depth business tool you need to make a professional and convincing impact. How do you go about getting one?Make your ownTo create a brochure for your practice, you have some decisions to make: • What’s … Read More

September 25th, 2008: 3 Tips to Pump-Up Press Releases
What better way to get new customers than by being highlighted in your community paper. Being featured in your local newspaper or local magazine---in an article, not an advertisement---is a sure way to have new clients lining up out your door. Having an article about your … Read More

September 18th, 2008: Evaluate Your Client Relationships
In order to track the effectiveness of your marketing, it is important to evaluate your client relationships to see if they are the types of clients you imagined when you began your practice.Are there some types of clients you don't have very many of and wish … Read More

September 11th, 2008: Strengthen Your Business: Know Why Those Clients Leave
We all have clients that love us. And I mean loooooooove us. These are our favorite massage clients that we like to think about all the time. Clients like these are the reason we are in business and the reason we love our business so much. … Read More

August 27th, 2008: Don't Miss Calls While in Session
How does a busy therapist answer her phone and schedule appointments while in session or away from the office? This is a logistical reality that affects every massage practice. While reviewing your options, keep in mind missed appointment opportunities will cost you money.Options:1) Answering machine or voice … Read More

August 21st, 2008: Schedule an Open House
Having an open house is an excellent way to market your services, generate leads and network. You can have different open houses for a variety of target customers. For example, an open house can be directed towards students or massage clients. See the open house as … Read More

August 14th, 2008: Sometimes You Have to Get Your Hands Dirty
Growing your business is not always an easy or comfortable task. The fact is sometimes you just have to jump in, get your hands all dirty and mucky, and do things that are uncomfortable for you. Push your limits and those of your employees by getting out … Read More

August 7th, 2008: Three Basic Marketing Tips Failing Businesses Don't Know
Sometimes the simplest data is the best. Marketing is not complex if you know the basics---that's true with anything by the way. Here are some tools that are brilliantly simple, and with them you won't have to join the ranks of failing businesses. Tip Number 1: … Read More

July 31st, 2008: Utilizing Your Intake Forms as a Marketing Tool
One way to increase profits and keep expenses down is to start utilizing your intake form more effectively. If you do not have an intake form, create one before your next session. An intake form should include all of the client’s pertinent information, such as the … Read More

July 24th, 2008: Networking: 8 Ways to Grow Your New Massage Practice
To grow your massage practice, you need a steady flow of new clients. People must first know how your skills can benefit them before they will trust you can help them. Networking is important for new massage therapists looking to start their own practice.To launch and … Read More

July 17th, 2008: The Secret Truths About Advertising Your Massage Business in the Newspaper
The biggest thing overlooked by therapists, with regard to newspaper advertising, is the positioning of their advertisement in the paper. Positioning is important because if no one sees it, you get no clients!Often therapists don’t know how to do newspaper advertising effectively, and usually hand over all control to … Read More

July 9th, 2008: Utilizing Brochures to Build Your Practice
In addition to newsletters, brochures can be a great marketing tool. Your brochures can focus on the following: The main message, details about your specializations, your credibility (education, experience and years in the business), contact information (address, city, state, zip, office phone, cell phone, Web site, … Read More

July 2nd, 2008: Smart Business Practices: What They Never Taught You in School
Unfortunately not many of us in the industry were trained on business, leaving us to figure it out along the way. By building smart business practices in your business, you can set yourself apart from the rest and really determine the future of your business. Technology: … Read More

June 25th, 2008: Establish Your Presence on the Web
In today’s business world, it is extremely important to establish a presence on the Web. Your Web site will give you a professional edge and can add to your credibility. First, you must secure a URL (domain name) that reflects your business style and is easy for … Read More

June 19th, 2008: Business Cards: Your Miniature Business Billboard
A business card is the most powerful business tool you can invest in. How many other marketing tools are passed from hand to hand indefinitely, spreading your name throughout your community? To make best use of your business cards, try these strategies.1. Get them in the … Read More

June 12th, 2008: Get the Most Out of Newspaper Advertising
The secret to maximizing your newspaper ad’s effectiveness and get the best readership is simple: Don’t make your ad look like an ad! Make your ad look like a news story; an editorial. Editorials get more readership than ads do because the presentation of an editorial is more believable … Read More

June 4th, 2008: Utilize Newsletters to Build Your Practice
Newsletters can be one of your most cost-effective and efficient marketing techniques. Not only will an informative and easy-to-read newsletter help you educate your clients, but it can help you recapture lost clientele. Focus on clean, clear and simple graphics and avoid hard-to-read text fonts in order … Read More

May 28th, 2008: Marketing With Another Business
If you operate your practice within a chiropractic office, medical practice, salon or other business, you are sitting on a gold mine of potential clients.Here are some easy ways to reach out to clients of a larger business: Mail promotional postcards to part or all of the … Read More

May 21st, 2008: Tips for Filing Paper and Electronic Healthcare Claims: Part Three
What do I need to know before I shop for systems to file electronic health-care claims, especially if I have never filed any claims before?Make sure you shop for software that offers step-by-step training. While electronic claim filing systems are a great tool for getting paid faster … Read More

May 15th, 2008: Tips for Filing Paper and Electronic Healthcare Claims: Part Two
Do all insurers accept electronic claims? Almost every health insurance company accepts and encourages electronic claims from health-care professionals. Property and casualty insurance companies (these cover nonhealthcare claims, such as on-the-job injuries, disabilities and automobile medical payments) are also moving from paper claims to electronic claims. The reasons are … Read More

May 2nd, 2008: Tips for Filing Paper and Electronic Healthcare Claims: Part One
How can billing electronically improve my practice cash flow?By filing electronic claims, you can get your claim inside the payer’s adjudication system fully edited for items that specific payer requires. Make sure the software or online claim-filing tool you use offers to ‘scrub’ the claim and that … Read More