First what is it? This is the phase in the client journey where someone finds your business or you are intentionally trying to be found. This is everything that happens before someone comes in and before they contact you. This is a crucial phase in the process and the main question that needs to be answered here is...When someone interacts with my business, What am I doing that is building trust that I am the answer to their problem? How you'll be discovered: - Seeing your social media (posts, reels, stories, comments) - Reading reviews on Google, Yelp, or other places - Word of mouth (friend, coworker recommendation) - Networking groups - Finding your business card or flyer - Seeing your website link on another site or on google - Scrolling your website or booking page - Watching a video of your massage work or testimonials on your site or socials - Reading your bio or About section - Downloading a lead magnet - Subscribing to your email list / reading newsletters - Browsing your Google Business Profile (photos, hours, reviews) - Messaging you on Instagram/Facebook or via your contact form What is the experience that your potential clients are having here? When they discovery you on social what is there that makes them think "I need to book here" When they see your business on google do you have enough reviews to make people think "they must be really good" When they go to your website what's there that proves to them without a doubt that you are the one to help them better than anyone else? Is there even an experience to have? meaning, are you even able to be found? You want to stack as much evidence as possible that you're the solution. This is an active process that doesn't stop. Some key things that you can do to improve. 1. reviews: ask clients to tell their story. Not just leave a review 2. On social: serve them vs promote. Yes you want to have calls to action but serve people and help them in your marketing efforts. Show them how to solve their own problems. 3. Ask clients for reviews but also ask them that if they aren't happy they tell you and give you an opportunity to fix it.

Doing a giveaway can be a great way to get it if leads for your business and I get a lot of attention and give people something to share.. Here’s the strategy: 1. Giveaway something amazing for free This thing should be amazing. Maybe you’re gonna give away four weekly sessions or a six hour packet or even a 12 hour package for one person. You are going to pick a winner for this package, but people are gonna have to enter a drawing to be chosen. 2. Create a list of one to three things they need to do to enter the drawing. A. Opt into your email list. B. Tag three friends in the post. C. Share the post on your story on Instagram and tag us with the #MassageCustoms 3. At the end of the week or two weeks or the month that you promote this You’ll pick one main winner to win the big offer. And then everybody else who joins your email list will get a smaller offer 4. The person who wins the big offer I would make it so that they had to do certain things. They’re getting a lot for free here so I’m gonna need social media posts after you actually come in checking in on Facebook allowing me to shoot video and reviews. 5. The people who get the smaller offer will get an email or a text message saying I’m so sorry you didn’t win but I do have an amazing deal for you and then you can give them some sort of special to come in a free half hour no strings attached. $30 off in the next 30 days Maybe it’s half off the first massage 90 minute massage Maybe it’s a bunch of bonuses when they buy an hour Whatever you wanna do, you can be creative here The goal is to get people on your email list and get people into your location and actually booking an appointment with you. Once they are there, you can upsell them. You can take them through your process. Do a great consultation. Give them an amazing massage or service. Make a frequency recommendation and get them rescheduled for future appointments. Downsides: this is a lot of promoting you will have to post about this on social media regularly.

When I hear the words never discount I don’t agree. To get new clients in the door it’s one of the most effective and easy strategies you can use. You pay 20-50% to get a new client that could lead to $1000’s of dollars in revenue for you. Yes. I’ll take that trade everyday and twice on Sunday. Is that different than me paying upfront for an ad and getting a client? There’s a cost to everything. But what I don’t do is negotiate on my price. For example: I offer a $30 off for their first visit. And they are interested but then ask “is there anyway we can do it cheaper” I will not at that point say “sure, i can do that.” Me making a first visit offer is not the same thing as me having flexible pricing and being negotiable on my pricing. One option you can do is not to discount but to downsell. Offering a different option that isn’t as much. But it’s not the same product or service. “If $170 for 90 minutes is too expensive. We can just do the hour? It’s only $150 or keep it to 30 minute for just $100.” The other 2 options are my Full price but their total cost is less than my original offer. They are not as good of deal, so sometimes the customer may go back to the original offer. Sometimes they may choose not to do it. Once we present a price even if that price is discounted. We are no longer going to negotiate on that price. But we can negotiate features, levels of service or even creating payment plans to make it less upfront. We can also add value on top of that helps but after we present the price we are firm on the price from there. it’s at this point we no longer discount (ideally). Knowing your number matters here. You may have done this. That’s fine. You can draw the line whenever You want. And at that point they may choose not to do business with you. That’s rarely the problem. Problem is not having enough leads coming in to replace the people who can’t justify your prices.

I hired a company to help get me found on Google. They said it takes about 3 months to really start noticing. It’s been amount a moth. I wanted to share with you what I learned. 1. You can tag up over 20 locations where you can be found on Google. Target busy neighborhoods, or high end areas whatever you’d like and where you need to be found. I was only being found in one area close to my spa. 2. Post on Google pictures and videos. The more you do this the the more the algorithm apparently prioritizes your business and will show You more. This is one of the things this company does for me is post every day on Google, Facebook, and Instagram. I just went through a recent video shoot and screenshot it a bunch of pictures from the post of me working. Going through and taking screen shots of my video got me like 40 pictures. That’s 40 posts. 3. Get reviews. This alone, if you did, this regularly would help a lot for you to get noticed on Google. But if you were looking for a massage on Google and a business has 25 reviews and another business has 350 and you both have similar ratings which one are you gonna choose? Exactly you’re gonna choose the one with 350 because they have a much better reputation online. So let’s make sure we’re asking people for reviews every day. Or at the end of the week, let’s send a request for reviews to everybody who came in that week that we know was happy.. especially those we got great results I’m sure there’s more. I know there’s more to it. But those should help a lot.

in the last we’d expect a slow down in November December. People start buying gifts, preparing for trips or time off, family visiting, and there can be a slow down.. What I started doing was pushing for 3 and 6 hour package sales in October. (All of my packages have a time limit they must be used. 3 hours = 3 months etc) We’d run a special and we’d sell $1000’s in packages in October. Usually we did this right after a price raise so the special was that you can buy the package at the old package rate. if you want a lot of people to take advantage, maybe add a free 30 minutes or a free hour (for the 6 hour package) Then, we have Black Friday the next month. I always want my deal to encourage people to get gifts for others, so we can get new client in the door. plus any gifts that happen in December if encouraged. This always gave us a really nice cushion for the winter and always brought in more client that turned into regulars and we continued to grow. What are you going to do during October, November and December to grow your business? Join the 12 week goal session to set some intentions, goals and actions to make the last quarter push a great one.