Massage Marketing Made Easy: A Simple 9-Step Marketing Plan, Step # 4

4. What Specifically Are the Benefits That Your Massage Services (or products if appropriate) Offer?

Remember, benefits are different from features. Benefits tell the prospective client how your massage services (and products) are directly useful to them or how their wellbeing will be improved if they come to you for a session.

A feature is a characteristic of your service, like the number of years you have been in practice, or the massage techniques and modalities you use. While features are important, people do not buy based on features. They buy based on benefits.

Your prospective clients want to know “what’s in it for me”. They have busy, complicated lives. They have problems and challenges. And they want to know if you can help!

So don’t bore them with features, WOW them with results.

A good way to know that you are focusing on benefits is to finish the sentence, “You get…”

Here are a couple of examples:

I help tri-athletes reduce risk of injuries, enhance concentration and increase flexibility.

I work with busy executives to relieve stress and tension and to increase concentration and productivity.

So take the time now to write a sentence or two about the specific benefits of working with you.

And I’ll see you for the next step.

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